Guest Column | October 9, 2012

The Power Of Selling The Influencer

By Ken Thoreson, president, Acumen Management Group LTD

I normally don’t focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies and even experiencing several sales situations within my own business I thought I might raise this topic.

First, I can recall when I was selling business focused software to the mid-sized market that we were trained to spend time with the people in the office during the early stages of the sales process and build a solid relationship with them.