Partner Hiring and Training
Partner Hiring and Training Lessons from Sage Summit Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake. By Ken Thoreson You see it...
View ArticleSmart Salespeople: Power Network Map
Smarter Salespeople: Power Network Map This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention… During a...
View Article7 Benefits of a Prescriptive Sales Process
7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority...
View ArticleSales Leadership: You are the Practice Squad
Sales Leadership: You are the Practice Squad 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...
View ArticlePut a Little Personality into Selling
Put a Little Personality into Selling 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...
View ArticleThe One Must Do Action Step to Ensure a Great 2015
The One Must Do Action Step to Ensure a Great 2015 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 reach...
View ArticleIncreasing Velocity is a Critical Success Factor
Increasing Your Velocity is a Critical Success Factor It’s normal. After any keynote presentation members of the audience will approach me to ask further questions on my program or make more...
View Article7 Benefits of a Prescriptive Sales Process
7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each...
View ArticleWhy Can’t I get an accurate forecast?
Why can’t I get an accurate forecast? Just last week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s,...
View ArticleTrade Shows Can Work!-new idea!
Trade Shows Can Work-new idea! NOTE: Several weeks ago I wrote a blog on “Why Trade Shows Don’t Work”, shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows...
View ArticleIf it is too good to be true, it is! Sales Managers protect yourself…
If it is too good to be true, it is! KEN: Today I want to introduce John Moroney to you! He is more than a guest blogger, John has worked for Acumen Management Group for many years and is re-joining...
View ArticleBuilding a Sustaining Partner Community: a Channel Strategy
Channel Strategy: Building a Sustaining Partner Community -A Case Study- After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8...
View Article3 Magic Questions a Sales Manager Must Know
Three Magic Questions a Sales Manager Must Know One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity...
View ArticleMore Sales Less Time
More Sales/Less Time -A book review- If want to exceed your sales goals this year-read this book… I am not sure how some people do it? Jill Konrath has written three other sales related books and now...
View ArticlePut a Little Personality into Selling
Put a Little Personality into Selling 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...
View ArticleThe One Must Do Action Step to Ensure a Great 2015
The One Must Do Action Step to Ensure a Great 2015 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 reach...
View ArticleIncreasing Velocity is a Critical Success Factor
Increasing Your Velocity is a Critical Success Factor It’s normal. After any keynote presentation members of the audience will approach me to ask further questions on my program or make more...
View Article7 Benefits of a Prescriptive Sales Process
7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each...
View ArticleWhy Can’t I get an accurate forecast?
Why can’t I get an accurate forecast? Just last week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s,...
View ArticleTrade Shows Can Work!-new idea!
Trade Shows Can Work-new idea! NOTE: Several weeks ago I wrote a blog on “Why Trade Shows Don’t Work”, shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows...
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