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, 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
May 22nd, 2017 | Ken Thoreson | Sales Management Guru
After spending a day working with a client and the company's 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 was my opinion that the organization - Read More
May 17th, 2017 | Ken Thoreson | Sales Management Guru
Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors? Any number of reasons – from rapid growth to hiring mistakes – could be responsible for a "yes" answer to any of those questions. But in working - Read More
April 20th, 2017 | Ken Thoreson | Sales Management Guru
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 somewhat easy, it took planning and - Read More
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