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  • Blog Post: The Ultimate Sales Strategy

    The Ultimate Sales Strategy During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. I think it is pertinent to almost every past client and all future clients. I just had...
  • Blog Post:

    Demonstrating to Win! – Best Quotes   This blog is made up of Quotes from a book: Demonstrating to Win , if you demonstrate any product, especially software, this book is a must read. The information included was created by a new salesperson at one of my clients.  The sales team has been reading one...
  • Blog Post: Understanding the Value of Information

    Understanding the Value of Information Guest Blog:  In the movie Wall Street , character Gordon Gekko stresses the value of information and how to get it. Now that may just be a movie and it may have been made over two decades ago, but some of the lessons still ring true. There is incredible value...
  • Blog Post: July Sales Training Tip: YouTube.com

    Your July Sales Training Tip: YouTube.com Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the...
  • Blog Post: Sales Leadership: Learning by Observing

    Learning by Observing This past week I had the opportunity to participate in what is called a Speakers Showcase, 10 professional speakers had an opportunity to stand up in front of 100+ Association managers and give a 15 minute program based upon your desired topic.   I used the topic: Gourmet Living...
  • Blog Post: Sales Mgmt: Training; Learn from Disney U

    Sales Leadership:  What is your training plan? Learn from “Disney U” As a sales manager one of your responsibilities is to develop the professionalism of your sales team.  After reading “Disney U”, How the Disney University Develops the World’s Most Engaged, Loyal, and Customer Centric Employees, you...
  • Blog Post: Sales Leadership: Has your team watched Pawn Stars?

    Sales Leaders:   Has Your Team Watched Pawn Stars? Recently during several coaching calls I heard a common theme and the trend of hearing these comments always occurs during the last month of each quarter.  What were those comments?  Either the prospective client was asking for some kind of discount...
  • Blog Post: Sales Management: Understanding “Setting the Hook”

    Sales Mgmt:  Understanding “Setting the Hook” One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity.  Are they early? Do they know what they need to know? Do they have an excellent strategy to close?  I like to think that a salesperson is a...
  • Blog Post: Salespeople: Expand Your Reach and Your Income

    Increasing Your Reach and Your  Income Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “non-competitive but sell in to your existing market”.   I call these Business-EcoSystem partners. It is a philosophy and tactic...
  • Blog Post:

    Sales Management: Keeping Your Team On Top On Sunday I was reflecting on what might be a good topic for this week’s sales management blog, when the idea was right there in front of me! On Friday afternoon, one of my client’s two new salespeople called me individually to practice making a telephone...
  • Blog Post: Sales Management: Finish Off October, Set Up November!

    Sales Management: Finish Off October, Set Up November Wow, I was shocked when October’s calendar flipped over and now it’s the 9 th !  During the past few days I have been suggesting to my clients several idea’s to ensure they finish off the year in a strong style.  I thought I would offer them and...
  • Blog Post: The Power of the Influencer

    The Power of Selling the Influencer   I normally don’t focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies and even experiencing several sales situations within my own business I thought I might raise this topic...
  • Blog Post: The End of Solution Sales

    The End of Solution Sales The Role of Sales Leadership & Management Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog...
  • Blog Post: Sales Leadership: Closing Summer Business

    Sales Leadership:  Closing Summer Business Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused.  This week will be about “teamwork”, everyone reading this blog should...
  • Blog Post: Cross Sell & Up Sell Strategies for Summer

    Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a discussion...
  • Blog Post: Are You Facing Sales Fatigue?

    Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.   As someone that works with partner...
  • Blog Post: The Future of Your Sales Team

    The Future of Your Sales Team       This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the...
  • Blog Post: Sales Leadership: 10 Sales Kick-off Idea’s

    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s   While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting...
  • Blog Post: The death of the salesperson

    The death of the salesperson has been greatly exaggerated The art of selling: “ The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: http://www.economist.com/node/21533371 . After reading my blog, then read the article, I would enjoy reading...
  • Blog Post: Sprint to the Finish-It’s that time of year!

    Sprint to the Finish—–It’s that time of year… A shaky banking industry. Roller-coaster days on Wall Street.  Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2011 begins to wind down, ending the year on a high note will...
  • Blog Post: The Essence of Education

    THE ESSENCE OF EDUCATION By Ken Thoreson This blog is from a chapter in my latest book: “Leading High Performance Teams” I thought you would enjoy it. As we move into the final months of the year ensuring your sales teams are more professional is critical to exceeding your goals. www.AcumenManagement...
  • Blog Post: What Does Success Look Like?

    This week I am posting a guest blog from Mark Hunter;  “The sales hunter”… It contains some real gems… What Does Success Look Like? By Mark Hunter “The Sales Hunter” It seems simple enough, doesn’t it — understanding what success looks like. Too often in the sales industry...
  • Blog Post: Sales Leadership; the lost art of discovery

    Sales Leadership: The lost art of discovery : Sales Training   As I am finalizing a program for a client of mine I thought I might share my thoughts around sales training. While Acumen isn’t a sales training firm, as a sales leadership consulting firm we get actively involved in designing course work...
  • Blog Post: Sales and Sales Management Resources for Everyone

    Sales and Sales Management Resources for Everyone This week’s blog is unique; first I am excited to announce that our blog was recently rated #19 out of the top 50 sales blogs in the US.  This list is a great resource any salesperson or sales manager, check it out. http://school.salescrunch.com/salescrunch...
  • Blog Post: NCAA Sales Management: Developing Winning Sales Strategy

    NCAA Sales Management: Developing Winning Sales Strategy Last week it was about golf and putting, this week after indulging in men’s and woman’s NCAA games all weekend it’s all about strategy. In my view there are several levels of strategy to consider. First, putting the right players on the floor...