Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. You can achieve this by bringing these other resources to your prospects attention. Acumen Management Group Ltd. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . One of the new approaches we’re taking with sales organizations is Business Guidance Selling.” . KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Sales Training Connection

FEBRUARY 11, 2013

You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. From the sales rep perspective the feedback can take two very different forms: 1.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Over the last year, I have worked on multiple projects with different Sales Operations Leaders.

Opportunity 316

Opportunity Strategy Banking Territories 316

Sales Training Connection

NOVEMBER 3, 2013

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. But if agreement can’t be reached even at that level, then the sales manager makes the call. ©2013 Sales Horizons, LLC.

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

Steven Rosen

JANUARY 2, 2013

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%!

Coaching 282

Coaching Sales Management Sales Coaching Benefit 282

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

The Sales Hunter

NOVEMBER 8, 2013

That’s why I want to make you aware of Lee Salz and his team over at Sales Architects. They offer a great resource called The Sales Management Challenge. I encourage you to glean from this resource to improve your skills, success and bottom line. Copyright 2013, Mark Hunter “The Sales Hunter.”

Face-to-face 192

Face-to-face Selling Skills Motivation Sales Leadership 192

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. If anything, I should get additional resources. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. You don’t know what you’re talking about.”

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” It’s too easy for salespeople and even sales managers to believe if only something , then they could something.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

Increase Sales

MARCH 26, 2013

Many in sales leadership roles think of project scheduling from a sales management perspective instead of understanding this talent is truly all about time management for every salesperson. They can make the best use of time; not wasting or allowing resources to sit idle.” Share on Facebook.

Sales Leadership 123

Sales Leadership Maximizer Facebook Resources 123

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session. Don’t wait! We are finally ready to launch!

Education 194

Education Lead Rank Lead Scoring Outbound 194

The Sales Hunter

SEPTEMBER 13, 2013

We’re quickly moving into the final quarter of the year and it’s time to make sure resources are allocated to ensure the year’s goals are achieved. Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. You’re being a weak sales manager.

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

SBI

MARCH 20, 2018

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Thousands of people now have sales enablement in their titles on LinkedIn, and technology solutions have been born specifically to support the enablement function.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Increase Sales

DECEMBER 20, 2012

Yet for sales success, to be able to consistently achieve the small business goals to increase sales requires self leadership for every person on the sales team as well as those in sales management. For many small businesses, the small business owner is the sales management or part of the sales management team.

Small Business 127

Small Business Small Business Lead Rank Webinar Metrics 127

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc. Stay Tuned.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. Think about all the resources invested. But it hadn’t always been so rosy.

Training 293

Training Top of Funnel Hiring Hotels 293

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. As many as 100 million people are expected to telecommute to work by the year 2013.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Marketing (6398). Training (4995). Prospecting (4539).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. What is the 2013 sales strategy?

Margin 117

Margin Territories Channels Sports 117

Sales and Marketing Management

JUNE 15, 2018

I’ll make it easy for you to steal my idea by giving a detailed process, resources and tips to create your own digital nation. The website will cover a wide range of categories related to sales skills, marketing tips, product videos and brochures, installation tips and videos. is the author of “Ultimate Guide to Sales Training.”

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Your Sales Management Guru

JUNE 16, 2013

Each sales meeting schedule is defined by date/time, topics and assignments-as to who is training on what topics. With the 4 th of July and Summer time upon us, here’s a fun idea to launch your summer sales training plans. Simply have them go to www.YouTube.com and in the search bar enter: sales training. But what about July!

Training 90

Training Video Meeting Sales Leadership 90

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. 31 Must-Have Sales Tools in 2013.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

SBI Growth

OCTOBER 2, 2012

Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Last week I talked with two Steves who faced this challenge and developed a sustainable solution.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Zoominfo

APRIL 16, 2018

He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. If you haven’t already, you should check out the Sales Guy U website.

Journal 171

Journal Influencer Case Study Sports 171

Sales Training Connection

APRIL 8, 2013

If you listen carefully to conversations among sales managers and get the story behind the story, two rationale for not coaching top sales performers pop up more than others. If that is the perception then why would sales managers need to coach top sales performers and why would top sales performers want to be coached.

Sales Coaching 129

Sales Coaching Coaching Fashion Sales Leadership 129

Increase Sales

NOVEMBER 16, 2012

Time is quickly running out for small business owners to sales managers and all those in between to meet those sales goals and revenue targets not too mention profits. The end of the year sales stampede to increase sales is gaining speed as it does every year from early November to late December.

Small Business 164

Small Business Small Business ACT Sales Goal 164

Sales Training Connection

APRIL 29, 2013

Sales people's comfort-risk mix. Sales reps, like most of us, have a propensity to stay within their comfort zone. Some sales people think that’s what sales management wants so it is an issue of expectations. Others are fearful of being branded as tough to manage or a loose cannon if they take too many risks.

Travel 107

Travel Training Engineering Strategy 107