Your Sales Management Guru

APRIL 12, 2016

There are at least three possibilities: The prospect is really going to make a decision and you have a real opportunity. The prospect is really going to make a decision and you have no opportunity. The good news – there may be a real opportunity for your company but the somewhat bad news – it Is not happening in the next week.

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Your Sales Management Guru

AUGUST 18, 2016

During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Let’s explore these, acknowledging the answers can’t all be known at the beginning of a sales opportunity but focusing on answering them is critical to maintain focus and winning the sale.

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Your Sales Management Guru

MAY 31, 2016

At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. Herein lies the opportunity. As a key manager, this is an opportunity to help the company and your team.

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Your Sales Management Guru

MARCH 3, 2013

One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. You will use it during critical aspects of closing the opportunity. Are they early? Do they know what they need to know? Do they have an excellent strategy to close?

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Your Sales Management Guru

AUGUST 9, 2017

We seem to react to every opportunity. If you are new to sales leadership or never attended a sales management course this is a opportunity you must not miss. It is a rare opportunity to learn from one to the greatest sales management minds of all time. I am unsure what metrics to use to measure sales effectiveness.

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Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

OCTOBER 1, 2013

1) Make a visual list of the top largest sales opportunities (white board) and strategize on the best tactics to close each one. This is a theme I have used often, but it works, make sure your sales team has thought through the sales cycle on each opportunity, each day-get your team to think two moves in advance-just like chess.

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Your Sales Management Guru

MAY 13, 2014

No, I did not deliver a college commencement address, but the idea of what I might say if I had the opportunity is intriguing. College Commencement Address. What about you? What about you? Thank you, Thank you, and Thanks Dr. Olson for that kind introduction.

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Your Sales Management Guru

JUNE 14, 2016

This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. In all likelihood this opportunity had a high profile within the company and there will be more than passing curiosity about why the company lost or why the company won!

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Your Sales Management Guru

JUNE 24, 2013

This kind of confidence increases that first call impression that leads to building the trust and confidence the prospect MUST have in the salesperson to transact a business opportunity. It also gives the salesperson the swagger to think clearly, communicate exactly and close effectively.

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Your Sales Management Guru

OCTOBER 6, 2015

Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag. Analyze and strategize each sales opportunity.

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Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

NOVEMBER 26, 2012

The question you must ask is: “do you have enough number of opportunities both in value and number of opportunities to achieve your upcoming monthly quota? If not, what can you do to ensure you build up the pipeline values so that you will have enough opportunities to achieve the monthly objective?

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Your Sales Management Guru

MAY 21, 2012

In effect, we created a “Flight Plan” or roadmap for each client where there were potential business opportunities. If you have multiple vendor product lines, it is critical you map out what logical cross sells or up sells are, I will guarantee you will find many missed opportunities.

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Up-Sell Strategy Guarantee Exercises 77

Your Sales Management Guru

JUNE 2, 2014

Move the opportunity faster. Keep the attitude of “what can I do today to move this sales opportunity forward?” Making sure your sales team is increasing their sales tempo is a must I sometimes find salespeople making one appointment per week per prospect-if they are hot, see them twice a week!

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Your Sales Management Guru

MARCH 17, 2013

We work “opportunities” not deals. In some situations the seller walks away for another opportunity, feeling he did not get his/her price. With too few opportunities in a closing mode, salespeople become weak minded. Second : What can you do to reset this mindset? You need to build the mental toughness of your sales team.

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Your Sales Management Guru

JANUARY 14, 2013

In challenging times or in potential growth opportunities this book will improve your odds of success. New manager in a complex organization. 4. Corporate executive. this book must be read and used as a textbook within your firm.

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Your Sales Management Guru

MARCH 14, 2016

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. Take this opportunity to daily position yourself to do it better or think and act on improving your team.

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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. There are education breakout sessions going on and even an Exhibit Expo is open, why are so many people wasting this opportunity???

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Your Sales Management Guru

APRIL 2, 2012

In several clients this concept has lead to client meeting days where ALL clients are invited to learn, share idea’s and provide the partner organization an opportunity to show appreciation. What a wonderful closing opportunity! provides such a unique opportunity. Sales Management Board of Advisors.

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Your Sales Management Guru

JUNE 19, 2012

Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. This week will be about “teamwork”, everyone reading this blog should consider their tips, and idea’s and share them with each other!

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Your Sales Management Guru

APRIL 21, 2013

Taking time on a quiet evening or on a Saturday to review each active sales opportunity and thinking through your sales tactics/strategies demands extra time. Just last week a salesperson was 90% confident he was closing an opportunity and then he got hit with an objection and was flattened. First ; it’s creative time.

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Your Sales Management Guru

JUNE 9, 2015

It’s already dead and rotting, so bury the opportunity. Perhaps it’s time to drop some of those dead-end opportunities. Take the hint, it may be time to kill the opportunity and move on. Giving a prospect an easy way to say “no” can help you qualify a deal quicker and move onto other more lucrative opportunities.

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Your Sales Management Guru

SEPTEMBER 8, 2015

Typically by winning a few of the larger opportunities each month/quarter almost always ensure sales budgets are exceeded. The visual list allows for the entire management team to be aware of those key opportunities and increases the number of potential sales ideas and availability of resources that could be used in closing the sale.

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Your Sales Management Guru

OCTOBER 10, 2011

This book would assist any leader at any level of organization improve their ability to adapt and take advantage of potential new opportunities without disrupting their current business models. . My favorite quote is: Take advantage of the opportunity of a lifetime, during the lifetime of the opportunity.

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Your Sales Management Guru

JANUARY 9, 2017

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. We seem to react to every opportunity. It is a rare opportunity to learn from one to the greatest sales management minds of all time. We start 2-24-17.

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Sales Management Hiring Compensation Incentives 28

Your Sales Management Guru

JULY 21, 2014

At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. The power of being at the Sage Summit is also the opportunity for ongoing development — both personal and organizational.

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Your Sales Management Guru

JANUARY 24, 2011

I have also noticed an uptick in my own prospects and business opportunities. Schedule special sales team sessions or hold a small group of salesperson discussions weekly to strategize each sales opportunity. Take advantage of the opportunity of a lifetime, during the life time of the opportunity”.

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Your Sales Management Guru

OCTOBER 8, 2010

With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity. . Every time you win an opportunity, ask for copies of the competitive proposals. (If And if you lose an opportunity, always remember to pick up your proposal!

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Your Sales Management Guru

DECEMBER 3, 2012

This statement is reinforced at every potential opportunity. A Drive Statement is a series of words or a sentence that describes your overall theme for your sales team for an entire year. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs.

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Your Sales Management Guru

JUNE 9, 2013

This proactive approach of analyzing each customer, looking for potential new opportunities will turn your sale team into problem solvers. It will train them not to simply find out what the customer wants to buy, but assist the customer in what would be important. Fourth, ask for referrals.

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Your Sales Management Guru

MAY 25, 2010

In today’s investment world advice on portfolio management can vary from; “hold firm with your existing stocks”, to “take advantage of a great opportunity to buy at these lower prices”. 5. Analyze and strategize each sales opportunity. Analyze and strategize each sales opportunity. Specifically : .

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Ideal Customer Profile Hiring Decision Maker Margin 62

Your Sales Management Guru

DECEMBER 26, 2017

It is a rare opportunity to learn from one to the greatest sales management minds of all time. How to use Salesperson Business Plans to lead a self-managed team. And continued access to all training material in the program for twelve full months. If you are new to sales leadership this is a course you must not miss.

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Sales Management Hiring Sales Leadership Course 78

Your Sales Management Guru

JUNE 16, 2013

Focus on sales pipeline building, sales strategies on individual opportunities and sales training. Simply have them go to www.YouTube.com and in the search bar enter: sales training. Make July a jubilant month. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

APRIL 20, 2016

Salespeople tend to lose opportunities when they execute poorly, this is due to lack of training but it is also because they missed something during the sales process. This is an example of a Discovery Stage: Discovery (Opportunity) Stage 3 .

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Your Sales Management Guru

AUGUST 9, 2010

Number of net-new opportunities in the pipeline. Dollar value of all net-new opportunities in the pipeline. Number of net-new opportunities sold, QTD and YTD. Dollar value of net-new opportunities sold, QTD and YTD. . Number of net-new calls per week and per month. Number of net-new proposals per month.

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Your Sales Management Guru

JULY 6, 2015

Some of my clients have rented a boat for the evening with a buffet dinner-taking time to enjoy the summer evening along with seeking a better understanding of how your services benefited the client and keeping an eye out for additional sales opportunities or referrals to other prospects. Put a bounce in your step. Tuesday is Terrific!

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Your Sales Management Guru

MAY 14, 2012

The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. This is your opportunity to provide vision, positive expectations and your roadmap to “better times”.

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Your Sales Management Guru

JUNE 28, 2010

Or what could we have done to win the opportunity? Who won the opportunity? During this research we have uncovered areas for additional sales training, enhancing marketing messaging and more closely monitoring the sales actions and strategy during the sales opportunity. What did we do? What were the price points?

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