Guest Column | October 19, 2012

Preparing For 2013

By Ken Thoreson, president, Acumen Management Group LTD

Last week I had the opportunity to participate in another conference (14th of the year). They are always great times when you can hear other speakers, learn new ideas, and meet new people. During the session I lead a panel discussion on “Killer Strategies for Prospecting” and I spoke separately on “Leveraging Your Business by Partnering”.  I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Panel Discussion
There were four panelists -all with real world experience in selling and marketing. We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team.   As you would expect there was a lot of give and take and great audience interaction on this topic.