Ken Thoreson
Ken Thoreson
Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.
Sales Management: Preparing for 2013
Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear...
Sales Leadership: The Impact of Creating a Sales Process
It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most...
Sales Leadership: Finding Fresh Air
Last Tuesday around 10pm I had just gotten back to my home from a neighborhood activity, sitting down on my porch, turning on the...
Sales Growth: 5 Proven Strategies
Five Proven Strategies from the Worlds Sales Leaders Over the Labor Day weekend I picked up a book with the above title, written by Thomas...
Sales Leadership: Focus on Focus
During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to...
The Power of the Influencer
I normally don't focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies...
Sales Leadership: Climbing Mount Everest
Climbing Mount Everest takes skills, plans, a strong team and luck. But it's how people work together that matters the most-just as it...
The End of Solution Sales
The Role of Sales Leadership & Management Now what does that title mean to you? Recently I spoke at a major software vendor's partner and...
Sales Leadership: Impacting Your 2013 Revenue
Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully...
Make Monday Morning Meetings Work
Based upon several comments/questions from various clients in the last 3 weeks, I decided to include a chapter from my latest book: "Leading...
Rules of the Hunt: Book Review
Rules of the Hunt: by Michael Johnson Over the weekend I picked up the book "Rules of the Hunt" from Michael Johnson, founder of SalesDog.com....
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...
Working a Trade Show is a Job
Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago. I have been speaking at a variety of industry...
Sales Leadership: Salesperson Business Plans
Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to...
Sales Leadership: Compensation and Summer Fun
Sales Compensation and Having a Fun Summer Sales Leadership Ideas At this time of year sales management must be looking at pipeline levels and goals…
Cross Sell & Up Sell Strategies for Summer
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...
Are You Facing Sales Fatigue?
The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more...
Sales Leadership: Creativity is Critical
In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and...
Sales Leadership: Gaining Insight & Accountability
Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO's have, that is an insights and...
No Foolin-Sales Mgmt Should be Thinking Summer
This past week during a consulting session with a client, with both the President and their sales manager we discussed several points that I...