Your Sales Management Guru

JUNE 26, 2017

That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “ what went better than expected, what things didn’t work?” C) Complete your next 90 day sales training plan. You have access to our video library and value content that covers: Sales leadership and Sales Management.

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Compensation Sales Leadership Pipeline Video 0

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.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Anthony Cole Training

JUNE 22, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Increase Sales (22). key to sales success (4).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

Compensation 79

Compensation Lead Rank Lead Scoring Quota 79

Sell Integrity

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that. Coaching Healthcare Sales Reps to Excel.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

Anthony Cole Training

JUNE 14, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Increase Sales (22). key to sales success (4).

Hiring 136

Hiring Sales Qualified Lead Ideal Customer Profile Webinar Metrics 136

Anthony Cole Training

JANUARY 5, 2015

I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? We have a program called SME – Sales Managed Environment.

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Hiring SME eBook Call-back 120

Anthony Cole Training

MARCH 7, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Increase Sales (22). key to sales success (4).

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Hiring Ideal Customer Profile Webinar Metrics eBook 120

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Ken has written 5 books, his latest book is: SLAMMED!

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Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

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Handbook Prospecting Cold Calling Gatekeeper 78

Your Sales Management Guru

MARCH 13, 2017

Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell. This chapter is golden.

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Closing Lead Rank Lead Scoring Sales Qualified Lead 71

The Pipeline

MAY 12, 2011

Dave is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. Sales Bloggers Union. Sales Compensation. Sales Tool.

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Pipeline Conference Cold Calling Hiring 255

No More Cold Calling

APRIL 26, 2016

But my personal opinion is that we are now witnessing the inevitable results of all those training budget cuts, which were implemented eight or nine years ago when the recession began to bite. Then there is the value we must place on after-sales support or technical input. Net margin is NOT simply selling price less buy-in price.

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Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 120

Your Sales Management Guru

JUNE 13, 2017

I could go on and on but his Chapter on Discovery, (one of my most favorite sales topics) is outstanding and should be a topic of a major sales training program for any firm. For more training check out Jeb Blount’s Online Sales Gravy University [link]. His blog has been rated in the sales blogs in the world!

Motivation 56

Motivation Exact Sales Relationals 56

HeavyHitter Sales

SEPTEMBER 12, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Motivational Sales Quotes to Win the Q4 War » September 12, 2008.

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Sales Meeting Meeting Decision Maker Analysis 60

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Funnel 82

Your Sales Management Guru

APRIL 23, 2015

We recommend instead to ask for a commitment. How we recommend to teach this is: during the first sales meeting of the month when each salesperson “forecasts” their sales for that month say for example, $100,000, the sales leader would say: G reat!, Third, it takes training. We call them the Magic Questions.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Your Sales Management Guru

JULY 26, 2017

The goal is to improve the professionalism of the sales team. Now let me tell why this book will be a bestselling sales book and perfect for any Sales Manager or salesperson that wants to add additional income to their W-2. In 8 short weeks, Ken Thoreson provided a strong foundation in sales management.

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Closing Lead Rank Lead Scoring Guarantee 46

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

SEPTEMBER 6, 2016

It is a sales training session all by itself! It is my recommendation every salesperson in your organization read this book and follow the Acumen Book Club process: Assign a chapter to each salesperson, ask them to lead a discussion on a weekly basis during your sales meetings. Need more sales management resources?

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

OCTOBER 27, 2014

Each of these is designed build a certain sales mentality. Focus your sales team on selling to the business challenges of the NON-IT decision makers. This requires sales training that includes adding role play in your sales meetings. Sales Management Consulting'

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

HeavyHitter Sales

AUGUST 13, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Four Critical Sales Kickoff Meeting Success Factors. February 2012.

Meeting 102

Meeting Hiring Webinar Metrics Real Estate 102

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.

Quota 40

Quota Hiring Sales Leadership Video 40

Your Sales Management Guru

JANUARY 24, 2017

In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. HINT: if you are a Sales Manager, Appendix 1 is for you: Leading a Highly Productive Sales Team.

Lead Rank 40

Lead Rank Lead Scoring Social Media Travel 40

Your Sales Management Guru

MAY 15, 2017

Building Belief for Sales Success. NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership and Management Styles.

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Hiring Vendor Sales Video 56

Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. The more prescriptive process you create, the greater success your sales team will experience. The Results! What happened?

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

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.” Opportunity Management. Buying Technology.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Your Sales Management Guru

AUGUST 10, 2015

The User Buyer (Below the Line Buyer) is thinking needs and considering decision criteria, the Above the Line Buyer is more strategic and their consideration for any change is driven by the impact the product/service will have on corporate strategy or business plan, i.e. increase sales by 20%. Add this book to your sales library.

Buyer 40

Buyer Energy Sales Cycle Influencer 40

Your Sales Management Guru

MAY 18, 2015

Obviously I am drawing the analogy back to you as the sales leader. I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company.

Hiring 40

Hiring Lead Rank Lead Scoring Forecasting 40

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

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Top of Funnel Lead Rank Twitter Lead Scoring 98

Your Sales Management Guru

OCTOBER 13, 2015

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. But one area where additional improvements still can be made is the sales organization.

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Revenue Hiring System Case Study 40

Your Sales Management Guru

JANUARY 2, 2011

Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.

Sales Leadership 66

Sales Leadership Hiring Telemarketing Face-to-face 66

Your Sales Management Guru

OCTOBER 25, 2010

You can announce your yearlong sales contest at your kickoff meeting. The Guru is a big believer that every sales team should plan a trip or event for all quota achievers. If you would like a copy of a magazine column I wrote on sales contests, send me an email; Ken@Acumenmgmt.com. Ken Thoreson.

Sales Leadership 65

Sales Leadership Meeting Compensation Motivation 65

Jonathan Farrington

MAY 23, 2013

Recently I have written several articles about “Strategic Selling”- a term which seems to have been lost amongst more modern terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” Building Productivity : Sales productivity is a strategic issue.

Lead Rank 42

Lead Rank Lead Scoring Compensation Consultative Selling 42

HeavyHitter Sales

AUGUST 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Universities Dont Teach Sales! Favorite Sales Blogs & Web Sites. (My

Lead Rank 119

Lead Rank Lead Scoring Penetration Sales 119

HeavyHitter Sales

SEPTEMBER 8, 2008

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Kickoff Agenda: The Most Important Sales Meeting Agenda of the Year.

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Conference Call-back Sales Meeting Meeting 68

HeavyHitter Sales

SEPTEMBER 23, 2007

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Posted at 04:39 PM in Sales Tips | Permalink. Selling Power Magazine Blog.

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