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
August 10th, 2015 | Ken Thoreson | Sales Management Guru
You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled “Selling Above and Below the Line by Skip Miller,” published by AMACOM. Reading my past book reviews, you know I “fold over” the corners of the pages that I find especially enlightening. In - Read More
July 8th, 2015 | Ken Thoreson | Sales Management Guru
Every salesperson and all sales leaders at this time of year must focus on maintaining or even increasing their levels of energy especially for the months of July and August. With vacations, a summer attitude of relaxation, and with the first half of the year completed, many sales teams take a deep - Read More
June 15th, 2015 | Ken Thoreson | Sales Management Guru
Recently, I wrote a popular blog that was picked up by a variety of other publications/web site - Sales Management: The Need for Creativity. It covered why sales managers must develop their levels of creativity to solve the multitude of problems they face and the need to assist their salespeople - Read More
June 1st, 2015 | Ken Thoreson | Sales Management Guru
I have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. Last week while working with a - Read More
May 11th, 2015 | Ken Thoreson | Sales Management Guru
Sales Management Audit On a scale of 1 to 5 with 5 being HIGH and 1 being LOW, rate your overall sales management plan. ____ Rate how well do you know the true or real total value of your pipeline. ____ Rate how comfortable are you that you know what percentage of the pipeline in the current - Read More
March 24th, 2015 | Ken Thoreson | Sales Management Guru
What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company – they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the - Read More
March 16th, 2015 | Ken Thoreson | Sales Management Guru
Last week, I was in Arizona speaking at a conference. During my program, I used the phrase: If it isn’t fun, it isn’t selling!, and the reaction I received was interesting. Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as to how to have - Read More
February 9th, 2015 | Ken Thoreson | Sales Management Guru
As an Eagle Scout, I can discuss the topic of “Be Prepared” easily. “Boom’s Day,” the largest fireworks display in the U.S., occurs each Labor Day weekend in Knoxville, TN, – so what does that mean? An estimated 400,000 people flock to the river front to watch the event; boats on the river, people - Read More
January 19th, 2015 | Ken Thoreson | Sales Management Guru
This week’s blog is a book review, "The Soft Edge" by Rich Karlgaard, published by Jossey-Bass.  This is an excellent management book for any level in any company. I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! - Read More
December 29th, 2014 | Ken Thoreson | Sales Management Guru
What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is to reach out to every one of their existing clients, in a physical meeting, if possible, and discuss with them their use/satisfaction and impact of the - Read More