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  • Blog Post: Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

    Sales Leadership:  Bringing a Sharp Focus to Your Sales Meetings During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. (more on that later), in both environments I have begun to revert to a similar sales management...
  • Blog Post: Sales Mgmt: 4 Steps on How to Not Get Fired!

    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of...
  • Blog Post: Sales Leadership: The Impact of Creating a Sales Process

    Sales Leadership: The Impact of a 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 organizations have not taken the time to define, write out and train their sales team on how to use prescriptive...
  • Blog Post: The End of Solution Sales

    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 client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog...
  • Blog Post: Sales Leadership: “Looking Forward”

    Sales Leadership:  “Looking Forward” Many individuals have commented on my Outlook signature block, before I have my personal signature and where many people say “sincerely”, I have the words “Looking Forward”. Why do I use those words?  They mean several different issues to me. First, I am a positive...
  • Blog Post: Sales Leadership: Gaining Insight & Accountability

    Sales Leadership: Gaining Insight and 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 help from other CEO’s.  Also many organizations never gain real insights from their customers or even help...
  • Blog Post: Sales Leadership and Management in a Recovering Economy

    Sales Leadership and Management in a Recovering Economy I am speaking this week in Houston on the title of this blog, it is March 19 th , 2012 and during the past few months the stock market has taken off and the papers shout out about the positive economic indicators that are being recorded: rents...
  • Blog Post: Sales Management & The Impact of Social Media

    Sales Management and the Impact of Social Media Ken Thoreson While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points.  I thought for this week’s blog I would also introduce...
  • Blog Post: Executive Toughness

    Executive Toughness   This week’s blog is a book review:  Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill.  Why am I adding this to my blog site?  My objective in addressing sales leadership issues is to provide you...
  • Blog Post: The Future of Your Sales Team

    The Future of Your Sales Team       This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the...
  • Blog Post: CRM: 15 Years Later, now a friend

    SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability...
  • Blog Post: A Walk Through a Broken Organization

    A Walkthrough of a Broken Organization Strategic sales management is often a weak link in solution provider companies.   Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting...
  • Blog Post: The Times are a Changing, Are You?

    The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging part of that exercise is I have to review the goals that I had set from the past year and grade my performance. I have saved these...
  • Blog Post: The death of the salesperson

    The death of the salesperson has been greatly exaggerated The art of selling: “ The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: http://www.economist.com/node/21533371 . After reading my blog, then read the article, I would enjoy reading...
  • Blog Post: Sales Leadership: Zen & The Art of Golf

    Sales Leadership: Zen and Art of Golf   One of my more popular blogs last winter was “Zen and Art of Snow Shoveling” based upon the famous book: Zen and Art of Motorcycle Maintenance and after yesterday I thought I might leverage that title one more time. Yesterday was a lovely fall day in the Smoky...
  • Blog Post: Corporate Entrepreneurship: Good for Small & Large Business

    Corporate Entrepreneurship : Good for both small and large business My reading pattern normally is to read a “business book” then switch to a “fun book” and then back to a business book; this routine allows me to read a diverse number of books and keeps me current and thinking creatively.    The latest...