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There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why?

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have ...

Individuality is a key trait of today's salesperson and a critical component of their mindset.

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ...

Align content and technology with organizational initiatives Today’s digital world has dramatically and forever changed the selling environment. Business buyers now have answers, opinions, and research at their fingertips, thanks to advances in online and mobile technologies. As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within ...

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility.

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 ...