Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals?

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Sales Management Hiring Compensation Quota 85

Pipeliner

MARCH 18, 2018

Last week after presenting a keynote program called Gourmet Living , an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough, and she was looking for new ideas for 2018 to excite her team and to simply change up the routine. Inspect what you expect!

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Hiring Call-back Sales Management CRM 72

Your Sales Management Guru

JULY 26, 2017

a book review-. The goal is to improve the professionalism of the sales team. Now that I have explained that, buy this book-immediately. The Lost Art of Closing fits the book club model perfectly. Anthony Iannarino hit it on the head with his book The Lost Art of Closing published by Portfolio/Penguin.

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Closing Lead Rank Lead Scoring Guarantee 46

Hubspot Sales

APRIL 1, 2020

There are many challenges that come with any part of a sales process — and prospecting is no exception. Weathering relentless rejections and spending hours pursuing a prospect just to find out they aren't actually a good fit for your product or service can be annoying at best and soul crushing at worst. Client referrals.

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Prospecting Decision Maker Referrals Small Business 97

Your Sales Management Guru

NOVEMBER 13, 2017

a book review-. Published by McGraw Hill, this is must read for any salesperson, sales leader, President or any manager. The sub-title uses the word “Guide” and indeed it is, I folded over23 pages with many underlined passages and marked up tools while I read this book, it is that engaging. Think Better.

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Lead Rank Lead Scoring System Resources 54

Your Sales Management Guru

JANUARY 2, 2017

Second, make new friends, expand your network of business/friends and enhance your contact with old friends. Recently because of two boy hood friends and their current professional lives, I was in a position to help a younger women move forward in her life with a goal of impacting five new lives. Need more sales management resources?

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Workbooks Lead Rank Lead Scoring Compensation 54

Your Sales Management Guru

OCTOBER 3, 2016

Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level.

Hiring 92

Hiring Travel Compensation Coaching 92

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale.

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Negotiation Tour de Force Influencer Lead Rank 111

Your Sales Management Guru

MARCH 13, 2017

a book review-. For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. The Perfect Close. -a 21 page corners turned over!

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Closing Lead Rank Lead Scoring Sales Qualified Lead 71

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. It takes time to build a new compensation plan, do no leave this till December!

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Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

OCTOBER 2, 2017

Brain Waves ; Transform your sales team to higher levels of performance. Since I had studied the concept beginning years ago the term stuck with me and during one of our recent Slammed! Confidence is a level of sales Brain Waves that is another Sales Leadership responsibility. Ok, let me confess right off.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

JUNE 13, 2017

Sales EQ-a book review . Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today.

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Motivation Exact Sales Relationals 56

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Become a Detective : In sales management workshops we always talk about inspect what you expect.

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Sales Management Hiring Call-back System 52

Your Sales Management Guru

JUNE 27, 2016

Selling to the Point. – a book review-. This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. What makes this book valuable is the author uses a story to drive home his key learning points.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Your Sales Management Guru

MAY 1, 2017

After spending a day working with a client and their sales team, we normally set up three follow up web based sessions to ensure our recommendations are acted upon and their sales team actually changes. After the second web based training it is my opinion that the organization most likely will not change. This is why in SLAMMED!

Lead Rank 47

Lead Rank Lead Scoring Face-to-face Influencer 47

Your Sales Management Guru

FEBRUARY 6, 2017

I missed last week’s blog because of some of that travel but I also wanted to make sure everyone had time to consider the blog on sales compensation planning for 2017-it’s a critical component for building a high performance and self managed sales team. Recruiting must be a constant focus of sales management.

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Hiring Lead Rank Lead Scoring Exercises 40

Your Sales Management Guru

DECEMBER 6, 2017

Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. Still others believed sales must prospect and any leads from marketing were simply “gifts”. Preparing for 2018.

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Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Were new product/services launched?

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Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

DECEMBER 20, 2016

Sales skills. Sales planning. How many new people do you need to recruit? Check out our book on how to Hire Top Performers. Review your marketing/sales operational teams. Take our free sales compensation assessment on our web site: www.AcumenMmgt.com ). A book club? Hint: hire them NOW.

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Hiring Scale Compensation Objections 40

Your Sales Management Guru

JULY 21, 2014

1 job of management. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development. The various tracks cover technology, but also leadership, sales and marketing topics.

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Hiring Training Sage Vendor 87

Your Sales Management Guru

SEPTEMBER 19, 2017

That much time also gave me time to reflect, observe and think about our world of sales leadership. Many organizations fail because they simply don’t focus on executing the fundaments of a sales process or management process. Building Organizations Through the Execution of Strategic Sales Management. Are you sure?

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Hotels Face-to-face System Sales Management 61

Your Sales Management Guru

MAY 24, 2017

If you are in an administration role, a product/service delivery role and certainly a sales role, every aspect of your daily responsibilities needs to be focused on this message. High performing organizations simply seem to run better, with higher revenues/employee and lower costs of sales. Need more sales management resources?

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Channels Analysis Vendor Energy 46

Your Sales Management Guru

SEPTEMBER 26, 2016

A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James writing style along with his content makes his book contemporary and a complete book to take an average performer to the next level.

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

JANUARY 24, 2017

More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. So what’s the meat in this book?

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Lead Rank Lead Scoring Social Media Travel 40

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

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Case Study Proposal Lead Rank Follow-up 98

Your Sales Management Guru

JULY 18, 2017

Boost Accountability, Insight — and Sales Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. For instance, the group might evaluate your sales and service functions or serve as a sounding board for new product ideas.

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Face-to-face Account Compensation Groups 0

Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Hire for Traits, not Skills.

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Sales Management Hiring Case Study System 56

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. If it isn’t fun, it isn’t selling”. Improving customer service.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

SEPTEMBER 6, 2016

book review-. It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. Time Management for Prospecting. Time Management for Prospecting.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

MAY 15, 2017

Building Belief for Sales Success. NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership and Management Styles.

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Hiring Vendor Sales Video 56

Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus.

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Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers.

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Sales Management Hiring Lead Rank Lead Scoring 40

Your Sales Management Guru

DECEMBER 12, 2016

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. A theme for the New Year.

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Your Sales Management Guru

SEPTEMBER 12, 2016

The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club.

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Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Your Sales Management Guru

MARCH 24, 2016

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. They treat fear as a signal and push through to experience new heights of living. Keep reading: Two great books to keep your mind on track.

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Sales Leadership Conference Promotion Motivation 40

Your Sales Management Guru

MARCH 3, 2016

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. What does the emotional Sales Leader need to do?

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Lead Rank Lead Scoring Energy Sales Leadership 40

Your Sales Management Guru

JUNE 21, 2017

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.

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Tools Sales Management Lead Rank Lead Scoring 49