Your Sales Management Guru

SEPTEMBER 26, 2016

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. What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. The Perfect Close. -A

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

NOVEMBER 17, 2014

Briefly cover main benefits and isolate dollar-related topics or verifiable benefits. During your sales process you will need to emphasize research. As a professional you will need to research a client’s growth plans and show how your solution will benefit the client company. Relationships are not important.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

APRIL 20, 2017

We researched a wide variety of destinations, resorts and optional packages, we narrowed the search and checked out online evaluations and then compared costs. Now just a few day to go, we had to pack, purchase last minute items and think through options like umbrellas, sun tan lotion, books, mosquito spray and other health related item.

Sales Management 43

Sales Management Travel Proposal Vendor 43

Your Sales Management Guru

JANUARY 24, 2017

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. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity.

Lead Rank 40

Lead Rank Lead Scoring Social Media Travel 40

Your Sales Management Guru

JUNE 13, 2017

In reading this book I found Jeb’s maturity as a writer shows off as he brilliantly blending in stories, research and insights to make his points. In Chapter Five he begins to set the basis to ensure the reader understands the power of EQ by explaining the Four Levels of Sales Intelligence: Innate Intelligence. Acquired Intelligence.

Motivation 56

Motivation Exact Sales Relationals 56

Your Sales Management Guru

JULY 24, 2013

The salesperson must now take all of the accumulated knowledge they have, and now relate to the prospect at their business level and beyond. Perform a case study kind of research. What does that involve? This becomes the ultimate strategy that will separate the business guidance salesperson from the pack.

Strategy 91

Strategy Case Study Benefit Competition 91

Your Sales Management Guru

AUGUST 3, 2012

In the Harvard Business Review article the authors make the point-by performing extensive research with many top performing salespeople- that times have changed. Share your thoughts with all of the readers on this blog or other related sales leadership topics. Have you read any other thought provoking articles lately?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72