Non-productive partner companies often hire the best, but fall short at training their talent. Don't make that mistake.
- By Ken Thoreson
- July 09, 2014
All successful salespeople are socially well connected within their communities.
- By Ken Thoreson
- December 03, 2013
CRM applications promise a lot, but often fail to deliver. And that's a bad deal for sales managers.
- By Ken Thoreson
- September 23, 2013
The sales techniques that worked five or 10 years ago won't work as well today. What modern prospects are looking for is a partner that can deliver Business Guidance Value.
- By Ken Thoreson
- August 14, 2013
Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.
- By Ken Thoreson
- June 19, 2013
Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.
- By Ken Thoreson
- March 04, 2013
By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.
- By Ken Thoreson
- December 03, 2012
Know what ingredients in sales, marketing and operations must be measured to perform at optimal levels. A partner needs to track at least four metrics for each department.
- By Ken Thoreson
- October 01, 2012
Sales contests are a great way to encourage high performance among sales teams while keeping it light. Here are some tips for setting up a sales contest.
- By Ken Thoreson
- July 04, 2012
During your early-stage and late-stage implementation phase, consider other steps where an inside approach can be implemented.
- By Ken Thoreson
- April 01, 2012
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