Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. However, achieving the highest levels of growth remains a challenge for many. This is a definite growth killer. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Strategic Account Management Association

SEPTEMBER 11, 2020

Per Forrester, 84 percent of firms aspire to be leaders. First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed. Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship.

CXM 520

CXM Account Management Customer Experience Management 520

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. It’s a critical component that I’m surprised is left out of other enablement conversations. Without this, there is only so much that enablement can accomplish.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily. And how can account planning help? There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Showpad

NOVEMBER 21, 2021

Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX. In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Tell us about your role as Director of Revenue Enablement at GHX and how it’s changed in the last year. .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Strategic Account Management Association

SEPTEMBER 13, 2021

When going through a challenging time, it is important to understand how the people behind their customer logos are impacted. SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

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 quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

FEBRUARY 15, 2024

The session covers everything you need to know about empowering sales leaders, applying Account-Based Selling (ABS) technologies and AI in Salesforce ecosystems, and the crucial interplay between technology, trust, and the future of B2B interactions.

B2B 52

B2B Account Planning Facilitation Sales 52

Force Management

OCTOBER 20, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Sales 76

Sales Marketing 76

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . There are almost no comfort zones any longer.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 113

Sales Prioritization CRM Communication 113

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Showpad

AUGUST 4, 2020

How do you scale sales enablement? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.

Sales 140

Sales Digital Transformation Onboarding Government 140

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Sales Outcomes

JANUARY 15, 2024

Several organizations we speak with express a desire for better sales and marketing alignment. ” When sales and marketing organizations do things on their own in an ad-hoc manner, go-to-market execution suffers. Marketing takes the lead in the orchestrated effort, but a strong interlock with the sales organization is essential.

Marketing 52

Marketing Finance Stakeholders Prioritization 52

Showpad

JUNE 29, 2021

Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Enablement for GTM teams becomes the engine to drive adaptive selling behaviors in a digital world. Showpad’s 2021 Modern Selling Study proves that enablement is more important than ever.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Red Star Kim

OCTOBER 16, 2023

Gaining the attention of busy professionals is challenging at the best of times. Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM. This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. You learned three critical success factors , enablement’s role when it comes to digital transformation , the role of change management and why you should lead this change process and how to scale your enablement efforts. What are “bad” sales practices? I hear you.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Planview

JANUARY 22, 2024

As we welcome the new year, we asked our team of product innovation experts and thought leaders to identify trends they’re seeing across the industry and within our customer implementations. Trend #1: Greater Financial Scrutiny on New Product Development Balanced Against Innovation Opportunity While the U.S.

Innovation 69

Innovation Management Supply Chain Digital Transformation 69

Arpedio

APRIL 27, 2023

From Strategy to Execution with Sales Enablement ← Back to blog In this blog post, we’ll explore what sales enablement is, why it’s relevant for sales professionals, and how sales enablement software can help to support your sales team. What is Sales Enablement?

Sales 52

Sales Software Software Sales Training 52

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

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?

Sales 52

Sales e-Learning Onboarding Software 52

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. They go beyond the surface level, diving deep into the needs, challenges, and aspirations of the clients.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Ask yourself the question “Does your sales leader love your CRM?” The webinar, entitled “7 Ways a CRM helps your sales leader stay sane” was a lively conversation among these exceptional professionals.

CRM 52

CRM Sales Decision-making Customer Experience 52

SBI

DECEMBER 30, 2019

Top 10 Blog Posts & SalesTech Acquisitions of 2019. TOP 5 BLOG POSTS OF 2019. The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. Read “Sales Tools to Increase Tradeshow ROI” if you not only want to have better insight on event ROI but also want to ensure a higher ROI.

Acquisition 32

Acquisition Sales Training Suppliers Marketing 32

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111