Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus.

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Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers.

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Sales Management Hiring Lead Rank Lead Scoring 40

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What do I mean?

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Sales Management Hiring Face-to-face Compensation 40

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations. Yet, as an industry, we’re failing badly at it.

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Sales Enablement Survey Face-to-face Coaching 139

Steven Rosen

FEBRUARY 9, 2015

Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Watch the video Key Sales Management Actions To Prepare for 2015. Sales coaching is the #1 sales management activity that drives sales performance.

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Compensation Lead Rank Lead Scoring Quota 120

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

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Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

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Sales Management Ideal Customer Profile Hiring Lead Rank 40

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” The “7 Best Practices for Effective Sales Process Design” by @funnelholic @topohq. TOPOsales pic.twitter.com/SH0nzXJUCz — Salesloft (@Salesloft) March 18, 2015.

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Top of Funnel Sales Process Webinar Metrics CRM 52

Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

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Hiring Travel Compensation Coaching 92

Showpad

OCTOBER 21, 2019

Sales and Marketing teams are realizing significant advantages thanks to cutting-edge systems that can shorten the sales cycle and automate menial processes that save precious time and capital resources. . That’s what makes Sales automation so important: its bottom-line impact.

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Sales Automation Top of Funnel Lead Rank Lead Scoring 53

Your Sales Management Guru

JUNE 27, 2016

(For those that have read my past blogs or if you have not, I recommend to my clients that at least twice a year that your entire sales team reads the same sales book and discuss one chapter a week. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Top of Funnel Funnel Training Influencer 65

Sales Training Connection

JUNE 21, 2016

Millennials and Sales. In 2015 Millennials passed Generation X to make up the largest share of the workforce. Millennials will embrace team selling – leveraging institutional resources and helping one another out. Increasingly Sales is being impacted by the digital revolution. population.

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Sports Distribution Compensation Report 70

Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

JULY 6, 2016

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Did the quarterly sales training plans work?

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Sales Leadership Lead Rank Lead Scoring Government 56

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

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Loyalty Sales Cycle Lead Rank Lead Scoring 87

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, About Chorus.ai.

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Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

NOVEMBER 21, 2016

At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

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Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Your Sales Management Guru

OCTOBER 27, 2015

That is a question most executives worry about and often have to ask their direct reports, this is especially true when thinking about Sales Management. In some situations the President of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales manager(s).

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Hiring Field Sales System Report 40

Your Sales Management Guru

DECEMBER 20, 2016

When is your 2017 Sales Kick-Off Meeting? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

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Hiring Scale Compensation Objections 40

Your Sales Management Guru

SEPTEMBER 8, 2015

The visual list allows for the entire management team to be aware of those key opportunities and increases the number of potential sales ideas and availability of resources that could be used in closing the sale. Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video.

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Quota Hiring Sales Leadership Video 40

Your Sales Management Guru

AUGUST 10, 2015

Reading my past book reviews you know I ‘fold over” the corners of the pages that I find especially enlightening, in this book I think I hit one of the highs- 24 pages folder over-that shows how much I enjoyed reading this book; it is filled with great idea’s, tactical tools and concepts. Add this book to your sales library.

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Buyer Energy Sales Cycle Influencer 40

Cincom Smart Selling

DECEMBER 10, 2015

Intense people running back and forth, phones ringing, printers clattering away, copiers running non-stop and in the background, the sound of animated conversation ebbing and flowing as deals were discussed with customers, sales managers, engineers and product managers. Sales managers felt the same.

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Wireless Engineering Proposal Call-back 54

Your Sales Management Guru

JUNE 6, 2016

Second, why this book has been so popular is the author does not simply discuss concepts or theories, but Stu shares with the reader 20 potential campaigns that includes tactics and actual resources/URL’s where you can access additional information to actually execute the selected campaign. Need more sales management resources?

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Meeting Lead Rank Lead Scoring Social Media 40

Your Sales Management Guru

AUGUST 3, 2016

As Sales Leaders or as anyone, creating a positive life for yourself begins by focusing on others; in my keynote programs I describe how during my work on improving the professionalism of sales managers, we actually began to focus impacting their personal lives as well. His blog has been rated in the sales blogs in the world!

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Travel Positioning Influencer Sales Management 40

Your Sales Management Guru

SEPTEMBER 26, 2016

Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His blog has been rated in the sales blogs in the world!

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Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

APRIL 20, 2016

Remember, A level salespeople probably don’t need this kind of sales mapping, but you can move a C level salesperson to a B level by providing tools, guidance and process to follow. Modify sales Pathway and discuss with Prospect. Coordinate Additional XXX company resources, if required. Send Letter from President .

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Sales Process Lead Rank Lead Scoring Case Study 0

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ Since startups are focused on growth , they’re going to dedicate all of their time and resources on their core competencies, and they’ll outsource everything else. Most buyers are tech-savvy and open to trying new tools.

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Outsourcing Services Scale Vendor Pivotal 78

Cincom Smart Selling

AUGUST 27, 2020

Years ago, companies could take their time and develop the resources necessary to bring a new product line or service online. Glen Llopis, a contributor to Forbes.com, offered up some great advice in his 2015 article Six Ways Effective Leaders Evaluate Business Relationships. Do They Help Leverage Existing Assets and Resources?

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Government Enterprise Enterprise Fashion 77

Your Sales Management Guru

MARCH 3, 2016

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. Need more sales management resources?

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Lead Rank Lead Scoring Energy Sales Leadership 40

Your Sales Management Guru

OCTOBER 24, 2016

Leverage all your resources. ” I suggest that you develop a similar slogan to help you close out 2016 with a strong finish and begin 2017 with consistent sales results. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Compensation Pipeline Vendor Revenue 40

Your Sales Management Guru

MARCH 24, 2016

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 18 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

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Video Retail Banking Report 48

Your Sales Management Guru

APRIL 5, 2016

It is important to track sales metrics to better understand the sales formula or recipe for success and to analyze leading indicators that will allow the sales manager to better predict future revenues. What other ideas do you have to create that positive emotionally driven sales team?

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Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

SEPTEMBER 12, 2016

Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His blog has been rated in the sales blogs in the world! Need more sales management resources?

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Lead Rank Lead Scoring Sales Qualified Lead Influencer 40

Your Sales Management Guru

AUGUST 25, 2016

As a Sales Manager or in anyone in a leadership position creating this passion to succeed must exist to build a personal or professional success for yourself or any team. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Lead Rank Lead Scoring Groups Analysis 40

Your Sales Management Guru

JULY 6, 2015

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

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Energy Lead Rank Lead Scoring Referrals 40

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Never run contests to the last day of the month or sales period.

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Lead Rank Lead Scoring Face-to-face Incentives 52