Your Sales Management Guru

MARCH 24, 2015

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step.

Buyer 40

Buyer Journal ROI Training 40

Your Sales Management Guru

DECEMBER 15, 2014

During the last 6 months we have researched what major issues people are facing in their organizations. This concept is especially important with more product/service commodization. Becoming unique and using time effectively in your sales process are important lessons to learn. What was the number the 1 challenge? Prospecting.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

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. Last year I had to catch two planes and a ferry to end up on an island in the Caribbean, while that sounds somewhat easy, it took planning and preparation.

Sales Management 43

Sales Management Travel Proposal Vendor 43

Your Sales Management Guru

JULY 18, 2017

Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. Boost Accountability, Insight — and Sales Step back to get a better view of your partner relationships.

Face-to-face 0

Face-to-face Account Compensation Groups 0

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. The author explores how the UHP or Ultra High Performers live, execute the sales process and what makes them tick differently than the average salesperson.

Motivation 56

Motivation Exact Sales Relationals 56

Your Sales Management Guru

JULY 7, 2013

Undertake basic market research to identify the gross number of clients in the market — and, more importantly, the number that match the ideal characteristics that you’ve established. . Then take the following steps to learn about — and begin moving into — them: .

Marketing 86

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

Your Sales Management Guru

APRIL 28, 2013

Research has shown that emotional competence makes the crucial difference between mediocre leaders and the best. At the same time, the meltdown of those old hierarchies increases the importance of traditional people skills such as building bonds, influence and collaboration. And that is as true for employers as it is for employees.

Incentives 87

Incentives Incentive Influencer Motivation 87

Your Sales Management Guru

FEBRUARY 27, 2012

Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel, commented that in his research on the topic; “social would overtake websites as the #1 source of information and online engagement in 2012”.

Social Media 84

Social Media Media Sales Management Networking 84

Your Sales Management Guru

NOVEMBER 13, 2013

Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executive’s face. This is easier to develop and can actually provide real value to your business as well as your sales process. Both topics are covered below. Let me know your thoughts?

Face-to-face 73

Face-to-face Compensation Account Groups 73

Your Sales Management Guru

JULY 24, 2013

Perform a case study kind of research. This will require extensive sales training programs that will require case study review, increased levels of Discovery role playing, and Business Guidance Value (BGV) presentations.

Strategy 91

Strategy Case Study Benefit Competition 91

Your Sales Management Guru

JUNE 28, 2010

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 was the perceived benefit of your firm? What did we do? Or what could we have done to win the opportunity? Who won the opportunity?

Sales Leadership 56

Sales Leadership Report System Training 56

Your Sales Management Guru

OCTOBER 8, 2010

This ensures the content is what you want and that the salesperson has done the proper research. Step 3: Prior to the individual presentation, smart sales managers must “inspect what you expect,&# meaning review each presentation.

Competition 64

Competition Sales Management Proposal Sales Leadership 64

Your Sales Management Guru

JUNE 9, 2015

If you have done your research and talked through solutions with your customer, then you should have a pretty good plan hammered out on how to sell them what they need. But pushing hard for a sale, no matter the circumstances, isn’t one of them. Sometimes it’s best to know when to say when. Bite your tongue and stop selling.

SAP 40

SAP Hiring Call-back Energy 40

Your Sales Management Guru

MAY 18, 2015

Study and learn accountability ; in a research study we did several years ago, we showed that most entrepreneurs failed at holding their direct reports accountable, we see the same with most sales managers.

Hiring 40

Hiring Lead Rank Lead Scoring Forecasting 40

Your Sales Management Guru

APRIL 13, 2015

KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. I think you will find this interesting.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Your Sales Management Guru

SEPTEMBER 28, 2015

Research shows the average number of call attempts salespeople make to inbound leads is 1.3—far We qualified nearly twice as many prospects (39.6% versus 20.9%), just by picking up the phone immediately versus waiting an hour. So how many follow up calls should be made? far too few to maximize contact.

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40