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
March 14th, 2017 | Ken Thoreson | Sales Management Guru
21 page corners turned over! For those past readers of this blog and my book reviews, you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s - Read More
January 24th, 2017 | Ken Thoreson | Sales Management Guru
I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with "More Sales/Less Time" published by Penguin books. This book sets a different tone from her past books, "Selling to Big Companies," "SNAP Selling." and "Agile Selling - Read More
January 9th, 2017 | Ken Thoreson | Sales Management Guru
We hear these comments all the time: 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 My pipeline is full, but nothing is closing I don’t think - Read More
January 3rd, 2017 | Ken Thoreson | Sales Management Guru
Individually, at parties and in the news, questions of New Year’s resolutions are one of the major topics. Recently, I posted the following notes on my Facebook page. The post received many “likes and comments” from a variety of connected friends: May everyone and I mean everyone, enjoy the new - Read More
December 23rd, 2016 | Ken Thoreson | Sales Management Guru
Ken, are you crazy?  I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days? I have listed the top 10; let me know what I - Read More
December 15th, 2016 | Ken Thoreson | Sales Management Guru
While working with a client last week, it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans, and something most sales managers don’t take enough in developing – their 2017 Sales Kick Off meeting.   Already many larger organizations are booking - Read More
November 29th, 2016 | Ken Thoreson | Sales Management Guru
When it comes to how businesses pay their salespeople, there's no one-size-fits-all approach. That's especially true for many companies with diverse products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus - Read More
November 22nd, 2016 | Ken Thoreson | Sales Management Guru
At this time of year, it is not unusual for salespeople and sales managers to simply focus on closing business to achieve their yearly objectives, maximize their compensation plans, and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities, but many - Read More
November 14th, 2016 | Ken Thoreson | Sales Management Guru
While I was working on ideas for a few blog posts, it occurred to me to prepare a series based on the end of the year and the start to 2017. Depending on the person and the conditions in their sales organization, each article may or may not be pertinent. I decided to start with a sales management - Read More
September 26th, 2016 | Ken Thoreson | Sales Management Guru
The quality of new sales related books coming out is amazing, and “The Perfect Close” by James Muir is another high quality book to add to your library. James writing style along with his content makes this a complete book to take an average performer to the next level. He caught my attention when - Read More