Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Logic is our friend.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

JULY 3, 2023

Everyone is figuring out what it is, how to use it and what it can and can’t do. By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Let's take a look at why you might be losing sales opportunities and what to do about it. Table of Contents.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? However, it's not the slump itself that really matters, but what we do to address it. In this article, experts from HubSpot, Belkins Agency, and more share powerful tactics they resort to stay upbeat. What makes a bad sales month? Sales experts set off the common seven: 1.

Sales 109

Sales Management Sales Management Marketing 109

Red Star Kim

MARCH 1, 2024

Allow time for fee-earners to get to know us and what we do and can deliver. Manage expectations Clarity about what we hope to achieve will help to manage expectations. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. What is coaching? .

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 84

Co-Creation Artificial Intelligence Sales Onboarding 84

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. What is your KAM Competencies Reference F ramework? Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Sales 92

Sales Marketing B2B Digitalization 92

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. You need to listen intently and have a pulse on what they see as optimal timing.

Sales 86

Sales Stakeholders B2B Software 86

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Here’s an example: If you have a 6+ month sales cycle, you have just 18 weeks (or 90 business days) to fill your pipeline for 2022!

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Revenue Storm

FEBRUARY 21, 2023

Wait, what list? The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article about leadership. But surely what Dr. Angelou wrote does not apply to business leaders, right? And most certainly not to sales leaders? He shook his head. “No,

Acquisition 78

Acquisition Leadership Sales Profitability 78

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 137

Sales Training Sales Decision-making Communication 137

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. And show the links between what the firm, teams and individuals need to achieve. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager. Let's take a look at what they came up with. How to Train Sales Managers, According to Leaders Who've Done It.

Sales Management 111

Sales Management Management Sales Sales Training 111

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. Those qualities are almost a given in sales management, but the very best managers don't stop there — they exhibit some other key traits and behaviors that take their management skills from good to great.

Sales Management 122

Sales Management Management Construction Sales 122

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Myth #1: Sales enablement only adds more layers to and complicates tasks previously accomplished elsewhere.

Sales 134

Sales CRM Sales Management Digitalization 134

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. We’ll get into unique responsibilities of each later in this article.

Logistics 100

Logistics Sales Onboarding CRM 100

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. The sales professional and customer both have agendas.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Hubspot Sales

JUNE 1, 2023

If you’re a salesperson affected by these layoffs, you’re probably scared of what the future will look like for you career-wise. In this article, you’ll get some tips from peers who’ve been laid off in the past on how to rebound your career after a layoff. And that’s okay. Take care of your mental health and well-being.

Negotiation 97

Negotiation Publishing eCommerce Banking 97

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

Red Star Kim

JUNE 15, 2023

One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Here is a preliminary list but I’d be keen to know what sources you would add. Others may find that the M&BD team is responsible for research. Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

JULY 12, 2021

Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. And if you're like us, you thrive in a work-from-home environment for enough reasons to warrant another article in themselves! Create a community that’s "digitally on-call.".

Sales 123

Sales Media Digitalization Remote Working 123

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails. Identify who your target prospect is and ask ChatGPT what's most important to them. Example: What are [job title's] top three priorities?”

Sales 102

Sales Emotional Intelligence CRM Decision-making 102

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. If your industry has gotten more competitive, you have less leads, or you’re talking with prospects who don’t fully understand the benefits of what you do — you’re not alone.

Sales 87

Sales Sales Training Retail Advertising 87