A quick progression from the moment you meet a prospect to the moment you close the opportunity is critical to a partner's cloud business. The "Velocity Sales Process" shows you how to get from Point A to Point B.
- By Ken Thoreson
- December 01, 2011
By adding the element of planning with CRM applications, sales leadership will have a much-needed higher degree of implementation success.
- By Ken Thoreson
- October 01, 2011
Many partner organizations implement a CRM system thinking it's going to be a silver bullet. That's their first mistake. Here are some guidelines to ensure the execution of your CRM system is as good as its promise.
- By Ken Thoreson
- August 10, 2011
Partners and sales teams are entering uncharted territory in cloud computing. Here are six tips for building a successful cloud practice.
- By Ken Thoreson
- June 01, 2011
Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through.
- By Ken Thoreson
- April 05, 2011
Having financial ownership in a company doesn't mean you automatically have leadership, nor does being a manager make you a leader.
- By Ken Thoreson
- December 01, 2010
We don't need the approach of Halloween to realize that it's a scary world out there.
- By Ken Thoreson
- October 01, 2010
Partners who focus on net-new clients will see growth; but you'll need focus and correct execution to really pull out a win.
- By Ken Thoreson
- August 01, 2010
Once you're clear on strategic objectives, you can begin to build a sales compensation plan for your BPOS practice.
- By Ken Thoreson
- June 01, 2010
Strategic sales management is often a weak link in solution provider companies.
- By Ken Thoreson
- April 01, 2010
Last year may have been a depressing one for sales teams, but every difficult situation has a lesson in it.
- By Ken Thoreson
- February 01, 2010
Selling based on your buyer's personality can help increase your sales volume and improve your velocity.
- By Ken Thoreson
- December 01, 2009
The temptation to strike fear into the hearts of your salespeople can become overpowering at this time of the year, but there are better ways to get results.
- By Ken Thoreson
- October 01, 2009
Some general recommendations for making the weakest link in your company the strongest one.
- By Ken Thoreson
- August 01, 2009
Partner Web sites should be more than marketing vehicles -- they should be sales tools as well.
- By Ken Thoreson
- March 01, 2009