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 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
December 15th, 2014 | Ken Thoreson | Sales Management Guru
I kept nodding my head and saying, YES, YES, YES, as I turned the pages. “Amp up Your Sales,” published by AMACOM, written by Andy Paul, is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical, and most importantly, the right - Read More
December 9th, 2014 | Ken Thoreson | Sales Management Guru
Time for a new book review that must be added to your sales library! I finished this book by Colleen Francis, published by AMACOM on my flight back from San Diego. I could tell that the person next to me kept looking as I kept underlining various paragraphs, drawing circles around bullets, and - Read More
November 17th, 2014 | Ken Thoreson | Sales Management Guru
The concept of selling based on your buyer's personality style has been around for a while, but I'm often surprised at how many sales professionals aren't familiar with it. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, - Read More
November 10th, 2014 | Ken Thoreson | Sales Management Guru
Last week, I did a webcast for a vendor that was designed for their channel resellers. Its purpose was to discuss effective business planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. When people think about a - Read More
November 3rd, 2014 | Ken Thoreson | Sales Management Guru
In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments, and descriptions on various techniques used during the process. In my book: "Your Sales Management Guru’s Guide to - Read More
October 20th, 2014 | Ken Thoreson | Sales Management Guru
Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 - Read More
September 22nd, 2014 | Ken Thoreson | Sales Management Guru
The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year.  At this time of year, I am working with each of my clients to begin to position them for success. I - Read More
September 4th, 2014 | Ken Thoreson | Sales Management Guru
On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions offense or defense game plan or playbook might look like. Each week the starters practice against these players to gain a better perspective of what the real - Read More
September 4th, 2014 | Ken Thoreson | Sales Management Guru
While I was observing a sales meeting at a client’s site, when the president who is active in this meeting brought up a topic that took them down the rat hole.  Last week I almost lost it.  My job was to keep them on topic but in this case I took over; they were discussing an important - Read More