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 19th, 2012 | Ken Thoreson | Sales Management Guru
Sales Leadership: Closing Summer Business Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused. This week will be about “teamwork”, everyone reading this blog should - Read More
May 21st, 2012 | Ken Thoreson | Sales Management Guru
Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies During a recent meeting with a new client's sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a - Read More
May 14th, 2012 | Ken Thoreson | Sales Management Guru
The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily - Read More
September 29th, 2010 | Ken Thoreson | Sales Management Guru
Every partner organization should commit to a minimum of one vertical market. A focus on verticals enables higher revenues, better margins, lower cost of sales, faster order flow, and a higher average order size. But to target a vertical market effectively, you need to develop a niche, line-of- - Read More