Your Sales Management Guru

FEBRUARY 23, 2015

One of the aspects that I always stress with my clients is to build “business Eco-System Partners”, or a network of people that can help you grow your business as well as your personal level of professionalism. In Chapter 6 the authors hit this topic head on and they show you how to Strategically Build Relationships and Influence.

Lead Rank 40

Lead Rank Lead Scoring Networking Influencer 40

Your Sales Management Guru

FEBRUARY 1, 2016

Acumen Power Networking or “6 degrees of Ken Thoreson… The use of LinkedIn and other online databases can now allowed salespeople to evaluate their top 20 best clients and determine who they are linked too, past employments, what association’s they are involved in, and their personal interests.

Hiring 40

Hiring Networking Benefit Pipeline 40

Your Sales Management Guru

JANUARY 7, 2014

In addition, any networking events, salesperson personalized marketing activities or corporate marketing programs would be defined as well as any specific key customer meetings. The Salesperson Quarterly format will review existing short-term pipeline values vs quotas (by product/service) measured against specific short term active deal flow.

Forecasting 73

Forecasting Quota Compensation System 73

Your Sales Management Guru

AUGUST 12, 2013

Networking Events _. Customer Relationships __. Email __. Web Casts ` __. Workshops __. Current Sales/Marketing Project Status. Sales/Marketing Objectives for Next 90 Days. Top 10 Sales Opportunities for the Month.

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

Your Sales Management Guru

SEPTEMBER 15, 2014

The message of relationships is a theme throughout the book- not only building them with prospects, but Joanne goes into detail on the power of building personal networks. The next sections go on to discuss Buyer 2.0 and how salespeople today must work differently to win, it’s worth the price of the book for that chapter alone.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Your Sales Management Guru

NOVEMBER 3, 2015

Power Networking. The use of LinkedIn and other online databases has allowed salespeople to evaluate their top best clients and determine who they are linked to, what association’s they are involved in and who they know within their personal connected networks.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

MAY 19, 2010

This show is sponsored by WIN – Women in Networking. Networking, growth, resources & community service are the foundations of WIN. The show is live on the 2 nd and 4 th Mondays of each month and is part of the Diva Toolbox Radio Network. WIN is an organization that empowers female professionals.

Small Business 61

Small Business Small Business Face-to-face Networking 61

Your Sales Management Guru

DECEMBER 6, 2017

Salespeople should also continue to develop their network of referral sales. Executives must meet quarterly to review the program’s success. Selecting that right partners that fit your culture and market profile is critical.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

JUNE 6, 2017

Create your own network of other sales managers where you can discuss ideas, learn what is working for others and explore new sales management concepts. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix. Become an SOB: That is a Student of the Business.

Sales Management 52

Sales Management Hiring Call-back System 52

Your Sales Management Guru

OCTOBER 24, 2011

Increase your networking activity, attend a few extra events and let everyone know you are looking for quality salespeople. Call them. Contact your vendor account managers, let them know you are looking for additional salespeople, they may know quality salespeople to contact. Make sure everyone in your company knows that you are recruiting.

Sales Leadership 70

Sales Leadership Hiring Advertising Advertising 70

Your Sales Management Guru

OCTOBER 8, 2012

. · Make each salesperson review their entire 2012 calendars from January to October, ask them to look for missed appointments, suspects that did not make a decision or any networking individuals that need to be follow up with. Missed opportunities??

Sales Management 76

Sales Management Discount Vendor Follow-up 76

Your Sales Management Guru

APRIL 20, 2017

Do you have a plan?  If you lose a salesperson.  If your sales team needs sales training.  To increase the sales culture of your team.  To increase your networking/partnering function.  That generates excitement for your products/services.  To say thank you to your support team.  That increases your (..)

Sales Management 43

Sales Management Travel Proposal Vendor 43

Your Sales Management Guru

JUNE 4, 2012

Salesperson’s networking strategy. Forecast by various segments (depending upon your industry)-normally 3 times quota. Maximum revenue, most likely and minimum projected revenues. Activity goals by measured actions. Salesperson’s marketing plans.

Sales Leadership 78

Sales Leadership Hiring Forecasting Segment 78

Your Sales Management Guru

JUNE 11, 2012

I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking opportunities. Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago.

Trade Show 74

Trade Show Hotels Transportation Education 74

Your Sales Management Guru

JANUARY 2, 2017

Second, make new friends, expand your network of business/friends and enhance your contact with old friends. Learn to enjoy the time you have with your friends, laugh, make time for a breakfast/lunch just to talk and develop deeper relationships.

Workbooks 54

Workbooks Lead Rank Lead Scoring Compensation 54

Your Sales Management Guru

JULY 7, 2013

Work with them to share contacts and create joint referral networks. Identify key industry influencers: Find the top consultants, lawyers, accountants and others who service and market to your target industries. Touch base with these sources at least quarterly. . Ask your clients and prospects — and follow their advice. .

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Your Sales Management Guru

APRIL 28, 2013

Those same hierarchies are being replaced by networks; labour and management are uniting into teams; wages are coming in new mixtures of options, incentives and ownership; fixed jobs melt into fluid careers.

Incentives 87

Incentives Incentive Influencer Motivation 87

Your Sales Management Guru

JUNE 21, 2017

This plan includes their personal goals, training needs, activity plans, personal marketing and networking concepts. Every January and July each salesperson should create a comprehensive plan, not simply a forecast, but a document that details how they plan to achieve their goals.

Tools 49

Tools Sales Management Lead Rank Lead Scoring 49

Your Sales Management Guru

OCTOBER 1, 2012

. · Executives must meet quarterly to review the program’s success. · Selecting that right partners that fit your culture and market profile is critical. · Salespeople should also continue to develop their network of referral sales. Acumen Management Group Ltd.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

JANUARY 23, 2012

Create your own network of other sales managers where you can discuss ideas, learn what is working for others and explore new sales management concepts. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix. Become an SOB: That is a Student of the Business.

Hiring 69

Hiring System Call-back Sales Management 69

Your Sales Management Guru

JANUARY 13, 2015

Create customer Power Networking Maps. Perform Account Plans on your top 30% customers. Learn to Cross Sell/Up Sell each of your products/services. Build Thought Leadership into your marketing.

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

DECEMBER 5, 2011

How to leverage the power of social media networks. • Join a panel industry experts for a fast paced webinar where you will learn 50 great ideas on the following topics: • How to build a high performance sales team. • How to create long term profitable client relationships. • How to set focus your business on success and profit.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Your Sales Management Guru

FEBRUARY 9, 2015

To increase your networking/partnering function. I have simply listed below a series of topics for your consideration and for you to double check against your plan or lack of plan. Do you have a plan? If you lose a salesperson. If your sales team needs sales training. To increase the sales culture of your team.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Vendor 40

Your Sales Management Guru

SEPTEMBER 6, 2011

Do you have a plan?  If you lose a salesperson.  If your sales team needs sales training.  To increase the sales culture of your team.  To increase your networking/partnering function.  That generates excitement for your products/services.  To say thank you to your support team.  That increases your (..)

Sales Management 63

Sales Management System Vendor Education 63

Your Sales Management Guru

JANUARY 2, 2011

These plans may include increasing the number of 1) blitz days for telemarketing, 2) increase sales strategy tools or 3) a new sales training program to increase skill development.

Sales Leadership 66

Sales Leadership Hiring Telemarketing Face-to-face 66

Your Sales Management Guru

FEBRUARY 21, 2011

It is also very strange, normally I am speaking at a conferences or leading breakout sessions for my clients, at this event I am looking at schedules trying to determine what events I feel I need to attend, taking notes, holding hallway and lunch networking events and absorbing a ton of information.

Conference 60

Conference Motivation Sales Management Networking 60

Your Sales Management Guru

OCTOBER 13, 2015

Plus in the business plan each salesperson should set their networking goals and their own marketing plans. In addition, we like to see them forecast by suspect/client by product or practice area three times their quota. Each plan should be created every six months.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

APRIL 13, 2015

KiteDesk collects and scores connections found in employees’ emails, calendars and social networks as well as CRM so they are easily accessible and searchable by anyone in the company. Advanced filtering delivers just the leads that sales reps have mutual connections into, which helps turn cold calls into warm introductions.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40