Ken Thoreson

Sales Contests: Building a Culture of High Performance

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the...

Sales Leadership: Why Winners Win!

Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. Last week...

Sales Management & Discipline

Last week it happened-again. I received a call from a former client that was concerned about the status of their sales team and VP...

2015 Sales Predictions

KEN: I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in...

Build Predictable Revenue

Build Predictable Revenue In Your Organization Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures,...

11 Actions Sales Management Must Take Now!

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great...

Hire High Performance Sales Teams # 2

Hiring High Performance Sales TeamsFollow this formula to hire sales superstars(Second installment of a two-part article on sales recruiting) “If you can find good people,...

Hiring High Performance Sales Teams #1 of 2

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting) You’ve got sales quotas,...

Selling Above and Below the Line

You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled: Selling Above and Below...

Why Can’t I get an accurate forecast?

Just week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase...

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...

10 Traits Buyers Seek in Salespeople

The 10 Traits Buyers Seek in Sales Superstars Selling yourself is the first step. What really separates the best salespeople from the rest of the pack?...

Enhancing Your Executive Edge

Enhancing Your EXECUTIVE EDGE How to Develop the Skills to Lead and Succeed It’s time for another book review!  Last week I was on vacation and...

What is all this talk about added value?

A mind is like an umbrella, it must be opened to work….  During my keynote at a recent sales kickoff meeting I opened up the...

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...

It’s a Scary World Out There!

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger...

Do You Know Your A, B, C’s?

How to dramatically improve revenues & profitability Depending upon the client’s situation, one of the top five actions we take is to perform an A,...

Should Salespeople Prospect Anymore?

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar...

Sales Leadership: 5 Steps to Exceed 2015 Quota

Sales Leadership: How to Ensure You Exceed Your 2015 Quota The end of the year is rapidly closing in and while everyone in your organization...

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...

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