Your Sales Management Guru

JANUARY 7, 2014

This plan is used to ensure the salesperson and sales management can accurately begin to predict. By creating six month salesperson plans and tying those to quarterly execution the sales leader can begin to create the focus necessary for success. Acumen Management Group Ltd. Like a sample? Make it happen this quarter.

Forecasting 73

Forecasting Quota Compensation System 73

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. I had to figure out why everyone said referral business was the best business, but no one had a referral system in place.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

NOVEMBER 19, 2013

As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Associations Enterprise Sales Management Small Business'

Small Business 220

Small Business Small Business Enterprise Enterprise 220

The Pipeline

JULY 18, 2013

As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. ” “Thank you Tibor, we have already started implementing many of the techniques and tracking systems you spoke of.”

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. This is how it’s always worked in most sales organizations.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Point system that is easy to measure. Ensure your sales managers take this seriously.

Quota 316

Quota Territories Top of Funnel Marketing Qualified Lead 316

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 108

Sales Management Hiring Top of Funnel Funnel 108

Score More Sales

OCTOBER 9, 2013

On Oct 16th at Noon Eastern / 9:00AM Pacific, please join me and my powerhouse co-panelists as we uncover: Sales-derailing mistakes that sellers inadvertently make. Powerful ideas to fuel the pipeline for 2014. Tamara Schenk, T-Systems International. This panel session is part of the Sales Management Summit on BrightTALK.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

No More Cold Calling

DECEMBER 19, 2013

Find out if they have any questions for you as they plan for 2014. It’s not cheating if that book happens to be something that will help you become a better salesperson in 2014. for a couple of months now, I also recently published a free eBook, “ Facebook and Face Time Matter: The Role of Technology in Sales.”

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc.

Training 282

Training Buyer Persona Hiring How To 282

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. And they can form their own fantasy sales teams. Look for next generation sales tools like Pipeline Deals.

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

No More Cold Calling

MARCH 17, 2015

What salespeople—and sales managers— need to understand is that calls are either hot or cold. Inside Sales Meets No More Cold Calling: An eBook I was thrilled when Ken Krogue, founder of InsideSales.com , invited me to present with him at Dreamforce 2014. Build an effective referral system in three simple steps.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Your Sales Management Guru

OCTOBER 20, 2014

Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Sales Management Systems'

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

SEPTEMBER 29, 2014

In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. Sales Management Systems'

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

NOVEMBER 10, 2014

What assumptions did you make about your product offerings in 2014? What assumptions did you make about your company capability in 2014? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Still true? Still true? . S trategy.

Vendor 78

Vendor Face-to-face Objections Channels 78

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? However, it was my internal system.

Sales Management 45

Sales Management Training Analysis Pipeline 45

Understanding the Sales Force

JULY 8, 2014

This is sales infrastructure, or systems and processes. Next comes training, and how to follow a customized, milestone-centric sales process that will steer them in the right direction, advance them on the path, govern their time, and help them disqualify those who will not buy.

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

Sales and Marketing Management

JUNE 1, 2018

Through the decades, the coaches, consultants and idea generators who help sales and marketing teams improve their performance have made storytelling a staple of their message. David Richards recently joined FluentStream Technologies as product manager of the phone and VoIP system provider. that require the use of RFPs.

Marketing 226

Marketing Telemarketing Scale Education 226

Crunchbase

DECEMBER 11, 2020

As a sales intelligence tool, it provides sales teams with better insights into who their campaigns are reaching and helps identify who within an organization they should be targeting. His latest company, Ambition.com , graduated from Y Combinator in 2014 and now partners with some of the world’s largest brands.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Your Sales Management Guru

OCTOBER 22, 2013

Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office! Each box must be dated/signed and as a Sales Manager: “Inspect what you expect” is never more important. 3f4qb8v9ge.

Face-to-face 71

Face-to-face Exercises System Sales Management 71

Your Sales Management Guru

OCTOBER 1, 2013

10) Don’t forget to prospect, market because January 1 st , 2014 will come up quickly. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Leadership Training Sales Management Planning'

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Your Sales Management Guru

OCTOBER 27, 2014

What are your action steps to reduce fear and finish off 2014? Create a sales theme. Most would consider this a weak action, however if you spend time creating a mantra or maxim that you believe in and you focus your energies around reinforcing it with your sales team the desired attitude will build.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Sales Training Connection

MAY 12, 2014

Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. They purchase CRM systems and commit time to working with Marketing to achieve better coordination.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Sales Training Connection

MAY 9, 2014

Today it’s more affordable and much easier to do – you don’t need sophisticated LMS systems anymore. Sales training is needed today to help sales teams adapt their skill sets to meet the changing buying environment. Finally, everyone agrees sales coaching is a good idea, but it just isn’t done in a sustained way.

Trends 115

Trends Training Sales Coaching Coaching 115

Your Sales Management Guru

DECEMBER 29, 2014

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

MARCH 30, 2015

We recommend that this becomes a formal procedure between the Sales Manager and each salesperson, at least twice a year. Weuse a Salesperson Development Tool from our Sales Managers Tool Kit. (The The Tool Kit is a library of 40+ robust sales management tools we have developed during our consulting practice.).

Lead Rank 40

Lead Rank Lead Scoring System Quota 40

The Ultimate Sales Executive Resource

AUGUST 16, 2017

in late 2014. If there were more respondents with transactional sales in the research carried out in 2014 (usually fewer customer stakeholders involved in a buying decision) compared to this latest research, carried out 18 months later, this fact alone can lead to the observed trend everything else remaining the same.

Customer 40

Customer Forecasting Demographics Trends 40

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account 98

Account Customer Lead Rank Lead Scoring 98

SBI

APRIL 9, 2014

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.” They’re also a 2014 SIIA Codie Winner. If you sell to IT organizations, you need this information.

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

Your Sales Management Guru

SEPTEMBER 15, 2014

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Buy this book.

Social Media 87

Social Media Up-Sell Networking Influencer 87