Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. An emerging theme was the combination of people and problem-solving skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak?

Management 147

Management Communication Leadership Digitalization 147

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

AUGUST 8, 2023

In addition, to align around how everyone will support buyers and customers and the revenue engine, this is the group with whom the enablement team should develop their Sales Enablement Charter. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

KAM With Passion

MAY 27, 2021

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team).

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Mike Kunkle

JULY 2, 2022

Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work. Many have worked to codify and influence what sales enablement is and does.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Sales 113

Sales Prioritization CRM Communication 113

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

CMOE

FEBRUARY 24, 2023

A strong coaching culture is integral to the long-term success of the modern workplace. Developing a successful coaching culture involves purposeful actions and a focused effort. Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals.

Small Business 52

Small Business Leadership Profitability Publishing 52

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

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

Red Star Kim

SEPTEMBER 26, 2023

Client focus and adaptation – The strategy and M&BD team structure must adapt to new market conditions and competitors , emerging client needs and new marketing approaches and technology. Often, a campaign approach will enable the processes to be integrated across different departments, sectors and offices.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. It’s not that sales managers don’t want to lead effectively. This may lead to an emphasis on what they’re doing wrong, instead of recognizing strengths and skill gaps.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Showpad

AUGUST 4, 2020

How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. First, we talked about how enablement could be your engine to drive digital transformation. But what does it really mean? .

Sales 140

Sales Digital Transformation Onboarding Government 140

Mike Kunkle

JULY 21, 2018

Done well, it’s one of the very best ways to train, coach, and improve skill levels. Keep in mind that with the sales enablement technology on the market today, many of these options can be conducted both virtually and in-person. It’s good for initial practice of a skill. One-on-One, Paired, or A/B Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

Mike Kunkle

AUGUST 27, 2019

Learning: Learning is the act of acquiring new knowledge and skills. Sales onboarding for new sales reps and new or promoted sales managers. Ongoing competency development for sales and sales management. Management and leadership development. Education: Education is generally longer-term learning, for some future purpose.

Sales 130

Sales Onboarding Leadership Sales Training 130

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. I usually chastise leaders for doing a series of downsizings.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Brooks Group

APRIL 17, 2023

What is a Sales Enablement Manager? If you’re looking to optimize the sales and marketing in your company, consider a sales enablement manager. With all the benefits they can give your company, you might wonder how to hire a sales enablement manager and what qualities to look for.

Management 52

Management Sales Training Sales Marketing 52

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

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

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

Sales 52

Sales Sales Training Sales Management Facilitation 52

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. You can think of training and enablement programs as similar waves along a continuum. As you move from left to right across the x-axis, your enablement programs become more flexible and more situational.

Sales 105

Sales Negotiation Decision-making Onboarding 105

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

NOVEMBER 18, 2022

Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. His firm had postponed its partner awayday to enable him to do so. Implement strategy.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

OCTOBER 18, 2022

I completed my MBA two decades ago although I consume the latest management books voraciously. This 2014 book by Professor Vlatka Hluplic didn’t appear on my radar but I had the privilege of meeting the author through my work with the Managing Partners Forum. In a nutshell. It focuses on people, purpose, collaboration and innovation.

Organization 130

Organization Innovation Leadership Management 130

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. It also should cover hard and soft selling skills such as cold calls, discovery calls, and objection handling.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Showpad

JUNE 29, 2021

Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way. This will help them to improve their approaches regarding messaging, content, onboarding, training and coaching to drive better buyer engagement at all stages.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

Miller Heiman Group

JULY 15, 2019

In this post, we’ll take a closer look at the how performance-support practices, including sales management, sales operations and sales enablement, can help customer-facing sales professionals engage customers more efficiently and effectively. Our sales managers effectively coach salespeople to higher levels of performance.

Artificial Intelligence 58

Artificial Intelligence Sales Sales Management Facilitation 58

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Now that the conference has come to an end, it’s time for a recap.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology. Join us on this journey as we unravel the power of Mobilizers and unveil the transformative potential of the Challenger Sales methodology.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52