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Your Sales Management Guru



Building Organizations Through the Execution of Strategic Sales Management



Last Build Date: Mon, 13 Nov 2017 14:12:37 +0000

 



Think Better

Mon, 13 Nov 2017 14:12:37 +0000

  Think Better An Innovator’s Guide to Productive Thinking -a book review- Published by McGraw Hill, this is must read for any salesperson, sales leader, President or any manager.  Author Tim Hurson does a masterful job in leading the reader through the entire mental process of challenging the reader to think better. The sub-title uses […]



Brain Waves: Transform your sales team

Mon, 02 Oct 2017 15:25:43 +0000

Brain Waves; Transform your sales team to higher levels of performance Ok, let me confess right off.  Brain Waves is not my word, search on it and you will find many references to technical concepts that I have read about for the past 15 years. Recently I happened to have heard a sports talk radio […]



Folks: IT is all about Execution!

Tue, 19 Sep 2017 14:26:34 +0000

Folks:  IT is all about Execution During the past 12+ days we explored parts of the Western U.S. and drove nearly 1800 miles, we saw marvelous topography from the Grand Tetons, Yellowstone National Park, several cities in Montana and Wyoming plus we visited Mount Rushmore and the Badlands in South Dakota-it was a great trip. […]



Be a better Sales Manager, check out this Boot Camp Sept 22nd

Tue, 12 Sep 2017 22:19:39 +0000

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn   I thought I should share with you an answer  to many challenges Sales Managers face. It is a Sales Management Boot Camp offering an online video library along with 8   interactive discussions with a limited number of […]



SLAMMED! Sales Mgmt Boot Camp

Wed, 09 Aug 2017 13:36:40 +0000

  Slammed! Sales Management Boot Camp- 8 weeks, online We hear these comments all the time: Our revenues are flat We have too much to do, we don’t have time to build a sales organization I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably […]



The Lost Art of Closing

Wed, 26 Jul 2017 13:43:46 +0000

The Lost Art of Closing -a book review- Frequent readers of this blog certainly are aware of the Acumen Book Club concept, for those new readers the Book Club is sales training program we discuss in our Sales Management Boot Camps;  essentially the idea is that twice a year every salesperson in your organization reads […]



Add Advisory Boards to Your Sales Team

Tue, 18 Jul 2017 13:36:13 +0000

Boost Accountability, Insight — and Sales Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. We’ve also […]



The Sales Manager’s Guide to Greatness

Wed, 12 Jul 2017 15:59:59 +0000

The Sales Manager’s Guide to Greatness -a book review- I recently read Kevin Davis’s book, The Sales Manager’s Guide to Greatness, 10 essential strategies for leading your team to the top, published by GreenLeaf books.  This book hits the mark when it comes to setting the standard for successful sales management. What I enjoyed about […]



1st Half of the Year is Over! What’s Next?

Mon, 26 Jun 2017 14:38:14 +0000

First Half of the Year is Over! Steps to take to Ensure Success It’s a wrap.  But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer.  That’s the reality, but as sales leaders and executives we […]



Five Tools Every Sales Manager Should Use

Wed, 21 Jun 2017 13:25:53 +0000

Five Tools Every Sales Manager Should Use   During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.  After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.  […]