IT and Business Insights for SMB Solution Providers

Ken Thoreson

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

Sales Management Guru
December 4th, 2017 | Ken Thoreson | Sales Management Guru
Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”When it comes to how businesses pay their salespeople, there's no one-size-fits-all approach. That's especially true for any company that is diverse. Each has its own business, margins, and - Read More
November 16th, 2017 | Ken Thoreson | Sales Management Guru
Published by McGraw Hill, this is must read for any salesperson, sales leader, president, or manager. Author Tim Hurson does a masterful job in leading the reader through the entire mental process of learning to think better.The sub-title uses the word “Guide” and indeed it is. I folded over 23 - Read More
October 16th, 2017 | Ken Thoreson | Sales Management Guru
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 hear a sports talk radio host discuss brain waves in terms of what winning football players must - Read More
September 19th, 2017 | Ken Thoreson | Sales Management Guru
During the past 12+ days we explored parts of the Western U.S. and drove nearly 1,800 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. That - Read More
August 10th, 2017 | Ken Thoreson | Sales Management Guru
We hear these comments all the time:Our revenues are flatWe have too much to do, we don’t have time to build a sales organizationI am frustrated with my sales team, do I have the right team?I have a problem growing sales profitablyMy pipeline is full, but nothing is closing I don’t think my - Read More
July 26th, 2017 | Ken Thoreson | Sales Management Guru
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 the same sales book - Read More
July 19th, 2017 | Ken Thoreson | Sales Management Guru
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 found that many partners are too close to their own organizations to have genuine insight into their own businesses, their marketplaces - Read More
June 29th, 2017 | Ken Thoreson | Sales Management Guru
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 need to take this week to reflect on the - Read More
June 15th, 2017 | Ken Thoreson | Sales Management Guru
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, by how many page corners I turn over. If you want to “up your sales game,” buy this book today.Jeb Blount’s latest book - Read More
May 24th, 2017 | Ken Thoreson | Sales Management Guru
Yesterday, I was interviewed by Keith Lubner from ChannelEQ ( on his podcast 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 - Read More