Our team at Sales Gravy interviewed Ken Thoreson, president of Acumen Management Group, Ltd. As a sales management thought leader, Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training…
In Malcolm Gladwell’s book, The Tipping Point, there is a story about Paul Revere and the immense influence he had. People knew him. People recognized him. When the needed to get the “word out” that the British were coming, people…
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share, and continually stay “top of mind”…
Partner Managers are under-utilized, under-trained, and under-performing when it comes to hitting the organization’s goals and objectives. Companies that sell through indirect channels rely heavily on the Partner Manager to maintain relationships with channel partners and drive the business. More…
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed how vendors are well-intentioned when developing…