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
Get on the right track and start your week off with a well-informed, well-organized game plan.
- By Ken Thoreson
- January 01, 2009
You may have a sense of urgency driven by end-of-year deadlines for quotas or bonuses, but you need to show prospects how moving forward at this point will benefit <i>them</i>.
- By Ken Thoreson
- November 01, 2008
Some easy dashboard metrics for partners who want to squeeze as much as they can from their strategic sales-management plans.
- By Ken Thoreson
- September 01, 2008
What does it take to tackle a niche market? Ken has some advice before jumping in.
- By Ken Thoreson
- June 01, 2008
Microsoft partners can blunt the impact of the recession by maintaining focus with these handy tips.
- By Ken Thoreson
- May 01, 2008