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
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
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