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. This is a post I never wanted to write. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. In some cases, it wasn’t the first time that they had to act.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. SIDEBAR: See this post on LinkedIn , where I shared the Deming quote, and the interesting comments that ensued.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

NOVEMBER 13, 2023

We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders. Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. It’s worse when other departmental subsets or supporting departments are misaligned, as well.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. Let’s dig in. Qualification First up, is qualification.

B2B 211

B2B Decision-making Sales Stakeholders 211

LinkedFusion

OCTOBER 6, 2023

Your success is ultimately influenced by how you organize your sales staff and manage your leads. In this blog, we aim to provide you with comprehensive information about Sales Development Representatives (SDRs) today, as they play a pivotal role in any sales team. How Does Sales Team Do Lead Generation?

Sales 52

Sales Internet Media B2B 52

Hubspot Sales

JUNE 9, 2023

In this guide, we’ll explore how you can get into sales without a degree. In this guide, we’ll explore how you can get into sales without a degree. 7 Expert Tips to Get a Sales Job Without a Degree How to Find Entry-level Sales Jobs What does it mean to work in sales? Table of Contents What does it mean to work in sales?

Sales 100

Sales Insurance Decision-making Transportation 100

Hubspot Sales

NOVEMBER 22, 2021

LinkedIn provides access to an ocean of prospects and some valuable insight into what makes them tick — but connecting with them is a struggle in itself. Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message.

Publishing 120

Publishing Leadership Media Sales 120

Hubspot Sales

OCTOBER 14, 2020

For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. What is social selling? LinkedIn, Instagram, and Twitter). Why is it so important to train your sales reps in social selling?

Media 136

Media Software Software Marketing 136

PandaDoc

AUGUST 9, 2023

LinkedIn has become the world’s standard professional network. There are more than 200 million LinkedIn users in the US alone. But despite being ever-present and necessary for career development, it’s surprising how many profiles don’t receive passing grades. LinkedIn is a tool for career advancement.

Value Proposition 83

Value Proposition e-Learning Government Digitalization 83

Arpedio

DECEMBER 8, 2022

Podcast: The Guide to Account-Based Selling. Back to blog. Together with GetAccept , our CEO, Ulrik Monberg, sat down to discuss everything related to account-based selling, including: What is account-based selling? Why is account-based selling important in a recession or economic downturn? Get started today.

Account Management 52

Account Management B2B Innovation Management 52

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Sales 40

Sales B2B Decision-making Marketing 40

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Sales 40

Sales B2B Decision-making Small Business 40

LinkedFusion

SEPTEMBER 3, 2023

It is not a hidden fact that optimizing your LinkedIn profile will result in more engagement with your prospect. And one of the most important parts of optimizing a LinkedIn profile is improving your headline. Improving headlines for LinkedIn will also increase your visibility in LinkedIn search.

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Red Star Kim

OCTOBER 20, 2023

The workshop covered writing basics, the psychology of persuasive writing and how best to adapt to different media and channels. We explored writing from professional services firms and looked at how to improve our firms’ written content. How do we make our words stand out? How do we make our words stand out?

Media 130

Media Communication Marketing Digitalization 130

Red Star Kim

DECEMBER 19, 2023

It wanted to raise the profile of new lead lawyers and support cross-selling with commercial clients in Hertfordshire, Bedfordshire and Buckinghamshire. It wanted to raise the profile of new lead lawyers and support cross-selling with commercial clients in Hertfordshire, Bedfordshire and Buckinghamshire.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Hubspot Sales

JUNE 6, 2022

The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Sales 127

Sales Publishing Decision-making Media 127

LinkedFusion

AUGUST 18, 2023

The best online networking and business relationship-building tool is LinkedIn. What are LinkedIn Read Receipts? How read receipts work? You can be unsure as to whether a message you send via LinkedIn has been opened and read by the intended recipient. How Does LinkedIn Read Receipts Work?

Communication 52

Communication Facilitation Customer Experience Sales 52

Hubspot Sales

OCTOBER 26, 2022

And how can you ensure your efforts are as effective as possible? And how can you ensure your efforts are as effective as possible? Maintain a presence in LinkedIn groups. Learn how to communicate with gatekeepers. But how can you prove to your prospect that your specific product is the one for their specific business?

B2B 87

B2B Decision-making CRM Communication 87

Scovel

SEPTEMBER 22, 2021

How to build an online brand for your organization: Online branding is a way of promoting your brand at all levels of online marketing , especially in demand and social. It’s more than just creating a blog or social media account. Here’s how you can build your online brand as well as your credibility.

Organization 84

Organization Media Digitalization Internet 84

Hubspot Sales

APRIL 27, 2021

However, even though I take on this persona, it’s still essential to understand how different salespeople like to work. This post will explain the difference between the hunter and farmer sales persona and how they take on sales activity. I replied, “I’m more of a Trapper. Trappers are also closing-focused in their roles.

Sales 125

Sales Client Relationships Profitability Account Management 125

Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. Scroll Through Skill Endorsements. For most salespeople, social selling on LinkedIn is a way of life. For most salespeople, social selling on LinkedIn is a way of life. In other words, they're experts in the basics of LinkedIn prospecting. Use Alumni Search.

Decision-making 145

Decision-making Marketing Management Sales 145

Insightly

JANUARY 25, 2024

This blog post explores what they shared. As such, you need personalization more than ever to make an impact and cut through the noise. Jen shared some data from Gong about how buyers feel about their interactions with sellers, and the data was disappointing. As such, branding is becoming more vital than ever for B2B companies.

Sales 52

Sales CRM B2B Decision-making 52

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. It’s been a game changer in how my team operates on a day-to-day basis." Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

SalesPop

OCTOBER 25, 2022

She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. Approach to Consultative Selling. The Influence of the Pandemic on Consultative Selling.

Negotiation 52

Negotiation CRM Meetings Marketing 52

Hubspot Sales

AUGUST 24, 2020

While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Here are some of the most prominent, effective strategies sales reps can employ to supplement their sales efforts.

Digitalization 124

Digitalization Media Sales Digital Transformation 124

Arpedio

MARCH 15, 2022

New Report: How to Maximize Customer Lifetime Value with Account-Based Selling Technologies. New Report: How to Maximize Customer Lifetime Value with Account-Based Selling Technologies. ? Back to blog. Maximize Customer Lifetime Value with Account-Based Selling. March 15, 2022. Read the full report.

Account Management 52

Account Management B2B Innovation Sales Technology 52

Zendesk

APRIL 18, 2022

While you’re not sharing your work with a professor these days, your sales reps need to know where and how leads had first contact with your company. A lead source is the specific channel through which a lead first learns about your business. Blog articles. It’s no different for sales and marketing teams when sourcing leads.

Media 98

Media CRM B2C Energy and Utilities 98

SuperOffice

JULY 5, 2022

How do you get their attention? So, how do you get there? Find out how they use your product and services and what you can do to make their workday better. Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period). And they have every right to be. Well, it starts by truly understanding them.

B2B 129

B2B Marketing Acquisition Media 129

LinkedFusion

SEPTEMBER 12, 2023

You can run an outreach campaign on social media platforms like LinkedIn, Facebook, and Instagram. In this blog, we have talked about getting leads for your online business, local lead generation strategies, and more. In this blog, we have talked about getting leads for your online business, local lead generation strategies, and more.

Construction 52

Construction Media Small Business CRM 52

Scovel

AUGUST 30, 2021

But without prospecting those target audiences, selling your product seems difficult. Below are some of the fresh ideas that might help you in prospecting on Linkedin. Set up Your Profile the Right way: Prospecting using Linkedin starts with profile optimization which is very crucial. This is your one page website on linkedin.

B2B 52

B2B Media Sales 52

Mike Kunkle

NOVEMBER 30, 2018

The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Relationship selling (not dead by any means; people make decisions emotionally). [ NOTE: This post was originally published in late November of 2018. Except for anyone with a large network, it’s 10 times more overwhelming.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Red Star Kim

SEPTEMBER 14, 2023

I posted this on LinkedIn on 13 th September. But it’s rare that we take time out to have lunch, which we did today and reflected on how long we’ve worked together. So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. What’s the longest time you’ve sustained a professional relationship?

Management 130

Management Leadership Innovation Government 130

Hubspot Sales

JANUARY 29, 2018

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? Here's how to engage the prospect so they don’t immediately hang up. I was looking at your LinkedIn company profile, and saw that one of your major projects this year is … ”. “I Make it easy for them to make a positive decision.

Sales 135

Sales Decision-making Marketing Management 135

Scovel

AUGUST 30, 2021

But without prospecting those target audiences, selling your product seems difficult. Below are some of the fresh ideas that might help you in prospecting on Linkedin. Set up Your Profile the Right way: Prospecting using Linkedin starts with profile optimization which is very crucial. This is your one page website on linkedin.

Media 52

Media B2B Sales 52