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Your Sales Management Guru

Building Organizations Through the Execution of Strategic Sales Management

Last Build Date: Wed, 09 Aug 2017 13:39:40 +0000


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.  […]

Sales EQ-a book review

Tue, 13 Jun 2017 14:12:02 +0000

Sales EQ-a book review  Twenty six page corners turned over!  Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to […]

A Sales Managers Recipe: What Cooking in 2017

Tue, 06 Jun 2017 13:01:10 +0000

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2017 to excite her team and also […]

What Separates Ave Firms from High Performing Firms?

Wed, 24 May 2017 17:42:42 +0000

What Separates Average Organizations from High Performing Organizations?  Yesterday I was interviewed by Keith Lubner from ChannelEQ ( on his Pod Cast Channel, while the theme of our conversation was focused on the IT Channel and Partner community as well as the Vendor environment, one of Keith’s insightful questions was: What separates the average or […]

Building Belief for Sales Success

Mon, 15 May 2017 15:18:44 +0000

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.  This topic of Building Belief becomes […]