Apr 23, 2015 By Ken Thoreson

The 10 Traits Buyers Seek in Sales Superstars

What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the... Read More

Sales

Apr 09, 2015 By Ken Thoreson

If it Isn't Fun, it Isn't Selling!

Last week I was in Arizona speaking at a conference; during my program I used the phrase, "If it isn’t fun, it isn’t selling!" and the reaction I received was interesting. Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as... Read More

Sales

Feb 20, 2015 By Ken Thoreson

Advice for Sales Managers: Always Be Prepared

As an Eagle Scout, I can discuss the topic of “Be Prepared” easily and, based upon my upcoming vacation next week, I could lend more credibility. I am leaving Friday morning, catching two planes and a ferry to end up on an island in the Caribbean. While that sounds somewhat easy, it took planning... Read More

Feb 13, 2015 By Ken Thoreson

3 Steps to Increasing Your Value Proposition

During my keynote at a recent sales kickoff meeting, I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition, but also the need for a company to prove their value proposition during the sales process. Many... Read More

Sales

Jan 07, 2015 By Ken Thoreson

The One Must-Do Action Step for Salespeople to Ensure a Great 2015

What is the first action step all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the... Read More

Sales

Dec 11, 2014 By Ken Thoreson

A Sales Manager’s Recipe: What’s Cooking in 2015?

Last week, after a keynote program called Gourmet Living, an attendee came up to me afterward and discussed her challenges as a sales manager. The last three years had been tough, and she was looking for new ideas for 2015 to excite her team and also to simply change up the routine. Since my... Read More

Nov 24, 2014 By Ken Thoreson

4 Ways to 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 professionals aren't familiar with it. Knowing the four basic personality styles in the model can help you communicate and build a relationship with... Read More

Featured, Sales

Nov 19, 2014 By Ken Thoreson

Are You Ready for 2015 Business Planning? 3 Tips to Improve the Process

Last week, I did a webcast for a vendor that was designed for their channel resellers. Its purpose was to discuss effective business planning and to review a specific process to ensure that their plans and, more importantly, their execution in 2015 will be at higher levels. When people think about... Read More

Nov 13, 2014 By Ken Thoreson

Sales Recruiting: 2 Crucial Tips for Scoring Your Interviews

In every book on sales management, especially those that are focused on recruiting and interviewing salespeople, there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In my book, Your Sales Management Guru’s Guide to... Read More