Your Sales Management Guru

SEPTEMBER 2, 2014

We recently completed a large project for a major technology company where we built a sales framework that changes the approach of the salesperson and alters their traditional relationship with their clients. There were Pre-Call Planning tools and a set of Sales Discovery Guides and worksheets designed to summarize their findings.

Sales Leadership 91

Sales Leadership Case Study Study Exercises 91

Your Sales Management Guru

OCTOBER 22, 2013

However before they are actively selling, the salesperson must sell the President, the CFO or others in the company using the corporate PPT or other sales tools. You can always check out our Online Sales Management Tool Kit for other tools to improve the performance of your sales team as well as our On Boarding Template.

Face-to-face 71

Face-to-face Exercises System Sales Management 71

Your Sales Management Guru

DECEMBER 6, 2017

The key element I believe is there is a relationship between the marketing funnel and the sales funnel and both organizations are responsible for keeping the sales funnel full and adding X number of prospects into the funnel each month. Need more sales management resources? Some thought that it was a 4:1 ratio.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

JUNE 6, 2017

Next, make two extra sales calls per month with each sales rep. Validate they can sell your firm and they are using the proper sales tools. Reduce Fatigue: Recognize your sales team might be tired or somewhat challenged based upon the last three years of tight budgets and stress.

Sales Management 52

Sales Management Hiring Call-back System 52

Your Sales Management Guru

JANUARY 3, 2012

Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

OCTOBER 1, 2012

The key element I believe is there is a relationship between the marketing funnel and the sales funnel and both organizations are responsible for keeping the sales funnel full and adding X number of prospects into the funnel each month. Some thought that it was a 4:1 ratio. . .

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

MARCH 24, 2015

Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

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Buyer Journal ROI Training 40