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

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. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Outbound Engine

APRIL 9, 2020

Refinancing rates are in a constant state of flux, but they continue to represent a bargain compared to rates before the Great Recession,” says Bankrate.com. There’s no shortage of breaking news right now. Mortgage rates are down. And up, and then down again.). It’s a perfect recipe for consumer confusion. Refinance volume is up.

Decision-making 52

Decision-making Media Digitalization Publishing 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 114

Artificial Intelligence Emotional Intelligence Sales Decision-making 114

Strategic Communications

APRIL 29, 2024

VOICE SEARCH TECHNOLOGY IS REALLY NOT THAT NEW—BUT IT’S IMPROVING While voice search may seem like pretty advanced technology, it’s been around for decades, Total Voice Technologies notes on its blog. You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. It’s not magic. It’s the power of voice search.

Digitalization 52

Digitalization Publishing Marketing Communication 52

PandaDoc

AUGUST 23, 2023

Having painted such a picture, here’s all that you need to know about sales taxes and use taxes, and the difference between the two. Key takeaways Sales tax is charged on any product/service that someone purchases. The sales tax rate is state-specific and differs based on your location. Let’s dive right in!

Government 52

Government Sales Retail Transportation 52

Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. It represents the state of mind of potential customers as they progress through the stages of their purchasing journey. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Mike Kunkle

JUNE 12, 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. 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. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Sales Cycle Time. Customer Lifetime Value.

B2B 138

B2B Publishing Communication Organization 138

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Strategic Communications

MAY 16, 2023

A Facebook headline reads, “How to Generate Blog Posts in 1 Minute Using AI.” It’s a sponsored post from Jasper (more about this later), and while the concept is certainly intriguing and tempting—especially when facing a mountain of blog posts to create for various clients—there’s a certain amount of skepticism that goes along with it.

Co-Creation 52

Co-Creation e-Learning Publishing Media 52

Mercuri International

MARCH 28, 2023

In our series of three short blog posts, we’ll be taking a look at some of the key issues facing HR as they navigate the increasingly complex landscape of 2023. In our first, we take a look at the concept of ‘trust’ – and what it really means for team building and effective sales.

Remote Working 52

Remote Working Client Relationships Facilitation Communication 52

Customer Think

MAY 13, 2021

The other day, I was speaking with a colleague about the state of sales/selling. Sales/selling has little to do with what we sell. The post The Irony Of Change first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Challenging Our Customers' Status Quo Sales People Change The World!

Management 58

Management Sales 58

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state. The three core questions you need to answer as you conduct a gap analysis are: Where are we today ( our current state )?

Software 52

Software Software Construction Organization 52

Customer Think

DECEMBER 18, 2023

Since 2020, Pipedrive has released an annual State of Sales and Marketing study that provides insights into companies and their growth, with a focus on sales and marketing.

Marketing 59

Marketing Sales Digitalization 59

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Decades ago, the thought of creating a profitable business was a distant dream.

Digitalization 97

Digitalization eCommerce Finance Internet 97

LinkedFusion

SEPTEMBER 3, 2023

In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. Crafting an effective LinkedIn headline is crucial, especially for a sales professional. So, why should you create the best headline for LinkedIn as a sales professional?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

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

Jeffrey Gitomer

JULY 7, 2011

Or more powerfully stated, WHEN are they willing – at what point in your relationship with them would they be willing to risk a friendship or relationship they have with someone else, by referring them to you? Referrals are the highest percentage sales call in the universe. Why Can’t You Get More Referrals? Share this Post.

Leadership 119

Leadership Media Sales Sales Management 119

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. The strategic opportunity quality scorecard has three key uses in sales organizations: It measures the quality of an opportunity in two dimensions: desirability and winnability. Solution Alignment.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Customer Think

JULY 15, 2021

Virtually all states have ended restrictions on public and indoor dining, and ravenous consumers have been responding. Restaurants sales reached $66 billion in April, a 30% increase from February and a 120% vault over April 2020.

Sales 133

Sales 133

Sales Outcomes

OCTOBER 31, 2022

Sales professionals know that asking the right discovery questions is key to advancing the sales process. Good discovery questions, directed to the right person at the right time, can help uncover customer needs and wants and ultimately close more sales. Seven B2B Sales Discovery Questions For Success.

B2B 52

B2B Sales Meetings Organization 52

Customer Think

JANUARY 20, 2024

The New Year symbolizes a clean slate, and January is the ideal time for sales professionals to dust off 2023 and kick off their sales priorities for Q1 with a renewed vigor. Pipedrive’s The State of Sales & Marketing Report found companies that […]

Innovation 59

Innovation Sales Marketing 59

Hubspot Sales

MARCH 27, 2023

Selling services online means reaching a wider audience compared to selling services at a brick-and-mortar location, but marketing to everyone will not help you get the customers you need to drive sales. According to the HubSpot State of Marketing Report, 69% of marketers invested in SEO in 2021. How to Sell Services Online 1.

Media 121

Media e-Learning Onboarding Marketing 121

PandaDoc

MAY 15, 2020

Not only does it keep deals in motion, but PandaDoc’s type of electronic signature enables remote organizations to streamline sales, onboarding, training, and much more. In today’s digital world, the signing process for a paper document is time-consuming, wasteful, and, quite frankly, unnecessary. Good question! eSignature solutions.

Digitalization 124

Digitalization Cybersecurity e-Learning Negotiation 124

KAM With Passion

JUNE 20, 2021

Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. As already discussed in the first article , the goals, target audience and format of your KAM skills development efforts must be coherent with the state of development and maturity of your KAM initiative.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Customer Think

JANUARY 3, 2023

eCommerce sales in the United States have significantly increased over the past decade. In 2012, only 5% of retail sales happened online. Today the share of eCommerce stands at 16.1%, according to Statista. This is a golden time for eCommerce business owners, who can make millions by selling products online.

eCommerce 75

eCommerce Retail Sales Digitalization 75

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? . The COVID-19 crisis has challenged all areas of our lives; not only in business.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Hubspot Sales

APRIL 13, 2018

Think back to those sales voicemails. Would you like to reach more decision makers with your sales team's calling efforts? We have state-of-the-art technology that maximizes the accuracy of our data. Would you like to reach more decision makers with your sales team's calling efforts? Were they valuable?

Sales 110

Sales Decision-making Media Marketing 110

Customer Think

JULY 24, 2023

Pipedrive’s State of Sales and Marketing report found that 80% of sales and marketing professionals remain optimistic about the future and despite challenges, individuals maintain a resilient outlook. In today’s cut-throat business environment, people are working hard to build sales prospects and drive revenue.

Sales 52

Sales Marketing 52

MTD Sales Training

DECEMBER 9, 2019

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. Think: What state or frame of mind is my prospect in when I call? Why is that?

Sales 94

Sales Sales Training Marketing Management 94

MTD Sales Training

OCTOBER 24, 2018

He states that there are times when a customer isn’t right, and it will cause issues if we believe in this old-adage that they are always right. He states that there are times when a customer isn’t right, and it will cause issues if we believe in this old-adage that they are always right. that the customer is not always right.

Transportation 109

Transportation Sales Training Meetings Sales 109

Hubspot Sales

OCTOBER 5, 2018

The necessary training to become a licensed or certified real estate appraiser varies by state -- and some require state-specific courses in addition to the ones required by the AQB. The Appraisal Subcommittee (ASC) oversees individual states as they license and certify real estate appraisers. Property size. Property location.

Banking 98

Banking Finance Negotiation Communication 98

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. It has to do with the way that the buyer has changed their modus operandi. But the evolution of the buyer has been exponentially faster.

Suppliers 123

Suppliers Decision-making Media Sales Training 123

Brooks Group

MARCH 27, 2023

The dreaded sales slump. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed. However, it’s important to remember that sales slumps are a normal part of business and don’t have to be permanent. What Causes Sales Slumps?

Sales Training 52

Sales Training Sales Brainstorming Prioritization 52