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Your Sales Management Guru

Building Organizations Through the Execution of Strategic Sales Management

Last Build Date: Mon, 26 Jun 2017 14:38:14 +0000


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 […]

No Challenge, No Change

Mon, 01 May 2017 15:26:36 +0000

No Challenge, No Change After spending a day working with a client and their sales team, we normally set up three follow up web based sessions to ensure our recommendations are acted upon and their sales team actually changes.    After the second web based training it is my opinion that the organization most likely will […]

Sales Management Thought Leadership:  efficient effectiveness

Thu, 20 Apr 2017 13:14:42 +0000

Sales Management Thought Leadership:  efficient effectiveness As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon my upcoming vacation next week it could lend more credibility. Last year I had to catch two planes and a ferry to end up on an island in the Caribbean, while that sounds […]

Be an Optimized Sales Leader

Mon, 03 Apr 2017 14:45:41 +0000

Be an Optimized Sales Leader In every business cycle new ideas are built and strategies-tactics attempted to create a positive impact on the organization. For example, the role of quality control, Lean and Kaizen Management have been implemented in many areas of business to improve performance. In most cases each of these “re-engineering” type programs […]

The 4 Levels of Sales Intelligence

Mon, 20 Mar 2017 12:17:57 +0000

The Four Levels of Sales Intelligence By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal The speed and complexity of the modern marketplace is the domain of intellectual agility. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, […]