Today’s episode is another snippet pulled out from the TSE Hustler’s League where we talked about how you can craft a powerful message that’s going to impact your ideal clients, that they will enjoy and that they can resonate well with.
Ways to Craft a Great Message during the Prospecting Stage:
Identify the people involved in the buying process. Those people call the shots, whether it be the VP of Sales, or the CEO, or the procurement department.
Tie it back to something interesting about them. Is there any other nugget that you can use within the conversation?
Find a way to share a problem, a solution, and statistics that you can incorporate to tell a story.
Your next step is not the sale. It’s just to get an appointment to the next step so you can dive in deeper.
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Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management.
Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. As a sales management thought leader Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function.
Over the past 14 years his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America—from emerging, transitional to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and a $250-million national vertical software sales organization as vice president of sales. As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth.
In addition to the four released books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, Ken’s many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations. He has been published in Selling Power, VARBusiness, Reseller Management, Business Products Professional and SmartReseller. He is currently a columnist for Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog has been rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.
Ken is an author of four comprehensive, information-rich books about sales management. The latest of which, SLAMMED! For the First Time Sales Manager, is a fun book made for people jumping into sales management. Kens books are guide books with great tips, ideas, and tools for sales managers.
In this episode, Ken talks about how recruiting is a critical component of sales leadership and how it’s really about hiring the best candidate and not the best available candidate.
Ken is a leader at the Acumen Management Group that focuses around programs in place, alignment of compensation plan, marketing messaging issues and other issues that are preventing growth.
Here are the highlights of my conversation with Ken:
Ken’s coolest sales experience when he was the customer
Ken’s books on Sales Management:
Leading High Performance Sales Teams
Creating High Performance Sales Compensation Plans
Recruiting High Performance Sales Teams
SLAMMED! For the First Time Sales Manager
Why break it down to 4 books instead of condensing it into one:
What separates high performance salespeople from the rest:
How his book on Recruiting High Performance Sales Teams is different from others:
The top 3 most important points on recruiting:
The biggest mistakes people make when they’re hiring:
Success in companies vs. stagnant growth in others:
Building your personal business vision:
The importance of VISION for business growth:
On creativity: It can be learned.
How a manager can be effective as a coach or mentor:
Current projects Ken is working on:
Or send him an email at firstname.lastname@example.org
Ken’s Major Takeaways:
Think about what the definition of a professional is and make a commitment to increase your level of professionalism every quarter.
As a sales manager, focus not on the numbers; focus on the relationship and creating an environment that’s fun and with high expectations with accountability.