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Sales Management

Blog Entry
June 29th, 2017 | Ken Thoreson
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 first half: “what went better than expected, what things didn’t work?” Actions that need to be taken this week: - read more
Blog Entry
June 15th, 2017 | Ken Thoreson
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. - read more
Blog Entry
May 24th, 2017 | Ken Thoreson
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 failing organizations from the high performing firms? - read more
Blog Entry
May 22nd, 2017 | Ken Thoreson
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 most likely would not change. - read more
Blog Entry
May 17th, 2017 | Ken Thoreson
Are your sales inconsistent? Are you losing more opportunities than ever before? Does your sales team seem weak compared to those of your competitors? - read more
Blog Entry
April 20th, 2017 | Ken Thoreson
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 preparation. Taking a vacation for me becomes a big project for a variety of reasons, but mainly it’s time to unplug and “breathe fresh air.” - read more
Blog Entry
March 14th, 2017 | Ken Thoreson
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 book, “The Perfect Close,” is a great add to any sales library. - read more
Blog Entry
January 24th, 2017 | Ken Thoreson
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. - read more
Blog Entry
January 9th, 2017 | Ken Thoreson
We hear these comments all the time: - read more
Blog Entry
January 3rd, 2017 | Ken Thoreson
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: - read more


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