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How many times, after a three, six or twelve month sell cycle, have you lost a sale that’s critical to making your number for the quarter? When do you think you knew, in your heart of hearts, that you never had a real chance at winning the business? Was it after one meeting? Five? Fifteen? ...

Condensed from a Pipeliner SalesChat Interview with Ken Thoreson, conducted by John Golden Ken Thoreson is the president of Acumen Management Group and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions and has led development-stage entrepreneurship as well as $250 million national vertical software sales ...

The higher you go in a company, the more important it is that you take your role as a leader seriously.

If the all-encompassing Pareto principle has something to say about it, around 80% of the work that goes around in any given company is done by just 20% of its employees. This makes those hard-working employees, especially sales personnel, the true secret asset of any business, and is the main motive why certain firms manage to ...

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of ...

Wouldn’t it be great if you could increase your customer retention while also improving your employee retention and engagement? Defining who you are as a company is a great way to do this, but you can also accomplish it by taking your company culture and using it to define overall goals. Ask your employees how ...

Standout leadership doesn’t have to be complicated; it doesn’t have to conform to doctrine advocated by leadership gurus and HR pundits  who advocate a more theoretical model. In my experience, leadership that sets you apart from the crowd boils down to how well you practice these 10 basic human acts, not on how well you ...

In today’s business environment, Sales and Marketing are often divorced. In fact they often behave just like a divorced couple, constantly pointing fingers at each other, most frequently over lead quantity and quality. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is ...