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. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

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B2B Decision-making Sales Stakeholders 211

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

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Sales Sales Training Sales Management Onboarding 91

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Internet 71

Internet Sales B2B Sales Leadership 71

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. Therefore coaching is the best approach to accompany the Key Account Managers or some other key contributors.

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Key Account Management Global Accounts Account Management Management 130

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Where’s Coaching? Let’s start with those definitions. The Definitions. From Dictionary.com: [link].

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Sales Acquisition Publishing Sales Training 130

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

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Sales Decision-making Sales Training Sales Management 92

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? . About the author.

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Client Relationships Facilitation Brainstorming Meetings 130

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

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Sales Sales Training Decision-making Value Proposition 90

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. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

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Key Account Management Account Management Co-Creation Account Planning 130

Nutshell

AUGUST 6, 2020

The list has been divided into three categories for your convenience: podcasts, YouTube channels, and blogs. Most episodes are five to ten minutes long and deliver actionable advice on topics like SEO, content creation, and social media. The best sales email is the one that gets read. Best Marketing Podcasts. Marketing School.

Internet 90

Internet Marketing Co-Creation Media 90

Corporate Visions

JULY 23, 2020

The post The Necessity of Fluency Coaching by Tim Riesterer appeared first on Corporate Visions. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency Coaching. The Fluency Coaching Alternative. Situational Sales Enablement with Fluency Coaching.

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Facilitation Sales Management Marketing 119

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. Tell us about your current role as Sales Enablement Lead at IFF and how it’s changed in the last year.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

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%

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B2B Sales Decision-making Negotiation 198

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?

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Sales Sales Training Leadership Sales Management 111

Red Star Kim

MARCH 1, 2024

That’s the nature of the often long and protracted sales cycles in professional services. Provide training, coaching and support Getting people together in a workshop (social learning) was a good way to promote engagement. webinars, checklist, guides, templates, intranet, coaching etc).

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Stakeholders Decision-making Emotional Intelligence Communication 130

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. These points of contact are technical experts who provide support for specific topics. Having the COE Report Directly to the Executive Team.

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Account Management Innovation Co-Creation Organization 591

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

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Sales Training Sales Onboarding Profitability 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. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

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.

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Sales Media B2B Publishing 87

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.

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Sales Training Sales Leadership Profitability 52

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer.

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

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Facilitation Sales Training Sales Decision-making 92

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 78

Sales Management Management Sales Meetings 78

Mike Kunkle

NOVEMBER 30, 2018

Amid those congratulatory messages (which, humorously for me, included a fair number of contacts who saw it as a trigger event to try to sell me something), I’ve also gotten a lot of sincere questions (privately, not openly on LinkedIn) about why I decided to pause growing a very successful sales consultancy to join another company.

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Profitability Publishing Manufacturing Negotiation 130

SmartKarrot

FEBRUARY 12, 2021

The plethora of solutions or blogs may not be useful when it comes to gaining insight and knowledge. Here are the best insightful SaaS blogs that can help you make better decisions, solve complex issues, or understand new techniques to gain an advantage in the competitive SaaS world. The 20 Best SaaS Blogs You Must Follow.

Software 23

Software Software B2B Decision-making 23

Red Star Kim

AUGUST 30, 2022

And to balance the topics for reflective statements around the CIM’s Professional Marketing Competencies | CIM so I couldn’t focus all of my CPD on just, for example, strategy: Core capabilities. Integrated marketing communications – a review of several sales and selling methodologies and their integration with marketing processes.

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Marketing Digitalization Insurance Communication 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!

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Sales e-Learning Onboarding Software 52

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

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Sales B2B Artificial Intelligence Value Proposition 145

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. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

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Sales Decision-making Virtual Selling Remote Working 130

Miller Heiman Group

NOVEMBER 4, 2019

In this guest blog post, Tim Conroy, one of our inaugural Miller Heiman Group Icons , learning and development director with Applied Materials and an expert on sales coaching strategies, shares how he drives sales managers to perform their best. Why Sales Management Coaching Matters.

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Stakeholders Construction Sales Management Sales Training 58

Brooks Group

MARCH 21, 2023

The success stories in sales are certainly no different. Emotional maturity and accountability are essential for success in any career, especially in sales. And that is doubly true for a sales team, which is sometimes a challenge for a sales leader. How well do you work with other members of your sales and support team?

Emotional Intelligence 90

Emotional Intelligence Sales Sales Training Organization 90

Insightly

APRIL 13, 2021

5 steps to build a sales process that mirrors the buyer journey (Part 2). How to future-proof your sales process & avoid failure (Part 3). This is part 1 of a sales process blog series based on conversations with Insightly VP of Sales, Mark Ripley. What’s the ideal sales process for your business?

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Sales Construction Acquisition Decision-making 52

Scovel

SEPTEMBER 22, 2021

Do Individual coaching: We understand that sales managers are busy. You will have to get your sales team to acquire those skills so that you will be able to do your job as a manager. You have to manage your time and put in adequate efforts on training the sales teams constantly. Know your audience.

Marketing 52

Marketing Value Proposition Media Digitalization 52

Red Star Kim

JUNE 12, 2023

Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the good fortune of meeting through the Worshipful Company of Marketors. Digital Marketing update webinars (June 2023). hours to around an hour.

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Digitalization Marketing Advertising B2C 130

MDI Training

NOVEMBER 14, 2023

Read this blog post to see the results. Coach potentials: AI can make learning suggestions Answers from ChatGPT: The four main roles of a leader according to Covey – building trust, developing vision, implementing strategies, and coaching potential – can be supported to varying degrees by AI technologies.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Miller Heiman Group

DECEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Joan Ridgeway, sales training performance consultant at Roche Diagnostics , suggests innovative ways to make sales training more fun—and more effective. One of the most challenging roles in any sales organization is that of the sales manager.

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Healthcare Brainstorming Sales Innovation 51