Mike Kunkle

NOVEMBER 26, 2022

I want to be clear that while the The Building Blocks of Sales Enablement framework is my content, and while I will be involved in this learning experience as an advisor for ongoing course content and as a Building Blocks Mentor in the coaching sessions, this course is “ Powered by FFWD “ (Felix’s company).

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

OCTOBER 8, 2023

It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation. One that I will expand over time from this foundation.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

JULY 19, 2018

So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. CRE Online Blog. Want to grow your appraisal skills and real estate career? Want to grow your appraisal skills and real estate career? Happy reading! Keller Williams.

Investors 128

Investors Finance Marketing Construction 128

Mike Kunkle

JUNE 12, 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. I usually chastise leaders for doing a series of downsizings. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. And today, even functions entitled sales training are doing some enablement work. Senior sales leaders and C-suite execs, this one’s for you.

Sales 130

Sales Sales Training Leadership Decision-making 130

Brooks Group

MAY 2, 2023

Building Trust and Rapport With a Statement of Intention (SOI) The goal of the Meet step is to develop rapport and trust with the buyer. Building Trust and Rapport With a Statement of Intention (SOI) The goal of the Meet step is to develop rapport and trust with the buyer.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Insightly

JANUARY 25, 2024

This blog post explores what they shared. Market forces shaping 2024 sales outlook Why do sales people and leaders need to be making resolutions in the first place? Market forces shaping 2024 sales outlook Why do sales people and leaders need to be making resolutions in the first place?

Sales 52

Sales CRM B2B Decision-making 52

Apptivo

OCTOBER 5, 2022

It is worth noting that buyers want to be understood. As per reports, 84% of buyers are likely to make a purchase from the salespersons who understand their needs & preferences. At the same time, 57% of buyers state that salespersons lack knowledge regarding business. Introduction. Build trust.

Value Proposition 98

Value Proposition CRM Software Software 98

Scovel

SEPTEMBER 22, 2021

Reading Time: 4 minutes. Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Many times we feel that the buyers don’t look at some excellent functionalities our product has or some capabilities in people we have built in certain domains.

Media 98

Media Decision-making B2B Organization 98

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. Disclaimer: Before I continue, I want to disclaim that while I try to mention other initiatives throughout, I will talk a lot about training in this post, using it as an example.

Sales Management 130

Sales Management Management Sales Sales Training 130

Mike Kunkle

MAY 15, 2019

Buyer – Seller Interface. [This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. The man will be there to feed the dog. What is AI?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. An ideal customer profile (ICP) describes what the most fitting potential buyers should look like.

B2B 98

B2B Sales Decision-making Publishing 98

Showpad

MAY 7, 2020

Or perhaps some of your colleagues want to talk to you about developing one. . I began my blog series for senior executives in April, driven by COVID19, with the goal of highlighting the value of an integrated sales enablement approach and why it matters more than ever. .

Sales 134

Sales CRM Sales Management Digitalization 134

SalesGlobe

FEBRUARY 21, 2024

Michelle Seger Once an investment has been made today, we’re going to have a great conversation with Edward about the continuously sales landscape and the interaction between buyers and sellers. We’ll also talk about sales performance management systems and how they can really enable the S.R.O. So largely in the U.K.,

Sales 52

Sales Retail B2C Management 52

SalesGlobe

FEBRUARY 21, 2024

Michelle Seger Once an investment has been made today, we’re going to have a great conversation with Edward about the continuously sales landscape and the interaction between buyers and sellers. We’ll also talk about sales performance management systems and how they can really enable the S.R.O. So largely in the U.K.,

Innovation 52

Innovation Sales Retail B2C 52

Brooks Group

JULY 11, 2023

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. In fact, an open-ended questioning process can lead buyers towards a decision much more effectively since they’ll be verbalizing exactly what they need in a solution. What are Open-Ended Questions?

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Brooks Group

JUNE 12, 2023

It’s especially painful when a seller thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.” Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

Brooks Group

JULY 14, 2023

Competition is fierce and buyers have endless options and information available at their fingertips. Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Sales 135

Sales Decision-making Healthcare Value Proposition 135

SalesGlobe

MAY 1, 2023

And today we’re going to talk about cycles and patterns. For those of you that do not know, I happen to read a lot of Ray Dalio and he talks about economic cycles. He talks about patterns that continue to repeat themselves. And today I have a very special guest that I asked to talk to me about this.

Decision-making 52

Decision-making Organization Communication Sales 52

Showpad

DECEMBER 16, 2021

We saw an opportunity to centralize these initiatives when we went through a major merge of two companies. We had two sales organizations from different companies now having to learn about a new suite of products. Where is your team’s focus when it comes to supporting sales in this new virtual world of selling?

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Scovel

SEPTEMBER 22, 2021

Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Many times we feel that the buyers don’t look at some excellent functionalities our product has or some capabilities in people we have built in certain domains. Confessing.

B2B 52

B2B Media Decision-making Digitalization 52

Hubspot Sales

MAY 25, 2018

Amateurish behavior is when you display no skill or tact in a particular area. As a salesperson, you never want to be considered amateurish by your colleagues or prospects. There are so few in sales who are truly professional sellers. Sales leaders allow their teams to spend way too much time operating in reactive mode.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

SalesGlobe

NOVEMBER 10, 2023

I can’t recall in my lifetime that I’ve ever experienced so much change compressed into such a short period of time. It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. Now that’s not to say those things are not important.

Sales 52

Sales Account Planning B2C Organization 52

Showpad

AUGUST 9, 2022

It’s a phrase we’ve all heard a thousand times: Content is king. And when you have the right content, you start conversations, demonstrate value, and address pain points with buyers in ways no sales deck can. . And nearly one-third of sales organizations reported that relevant content is completely inaccessible when needed. .

Organization 52

Organization Account Management Sales Suppliers 52

Nutshell

MAY 10, 2019

When your sales emails are focused only on what you want, you’re not selling—you’re spamming. That’s a problem, because once a potential buyer identifies you as a spammer, any chance you had of building a fruitful sales relationship has scattered to the wind. A spammer doesn’t speak your language.

Transportation 122

Transportation Suppliers Manufacturing Software 122

Mike Kunkle

NOVEMBER 30, 2018

Except for anyone with a large network, it’s 10 times more overwhelming. Transforming Sales Results was doing quite well. I was building a series of strategic partnerships to farm out the leads that kept coming my way to other people I trusted to do a great job for these clients. Fair question.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Nutshell

DECEMBER 13, 2019

In this article we’ll talk about sales enablement content: what it is, why it’s important, the six kinds your company needs (with real examples of sales enablement content that Nutshell uses every day), and some valuable tips on how to create your own. The internet is bursting with sales content. What Is Sales Enablement Content?

Sales 101

Sales B2B Decision-making Internet 101

Showpad

JANUARY 8, 2021

What that means is this: enablement teams fixed things on the last mile with a tremendous effort in terms of resources and budget to get things done on time and in quality. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. The virtual world is here to stay.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Brooks Group

DECEMBER 8, 2022

We’ll discuss what it is, when to use it, and a few tips to improve your sales pitch. . The more you know about your audience and do your preliminary research, the more effective sales pitch moments you can have with potential customers. When to Use Solution Selling. Improve Your Sales Process.

Sales Training 52

Sales Training Value Proposition Banking Internet 52

Arpedio

NOVEMBER 7, 2022

Back to blog. Now, what role does psychology and strategy play in all this? 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? What are the “raw ingredients'' of successful enterprise selling? Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

Back to blog. Now, what role does psychology and strategy play in all this? 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? What are the “raw ingredients'' of successful enterprise selling? Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

SalesGlobe

NOVEMBER 15, 2022

I love this is a great time of year when the leaves are changing, they’re falling, but it’s still warm out. It’s like when, when it’s hot, you want to be cold. When it’s cold, you want to be hot. Download a Copy of the Presentation. Mark Donnolo. Michelle Seger.

Sales 52

Sales Value Proposition Retail Acquisition 52

Nutshell

APRIL 13, 2020

Here’s how he described it: “Earlier in my career, what I was doing was setting very high and lofty goals for myself, and I would achieve those goals, and then I would set another huge mountain to climb. And what was happening was a lot of times I’d get very frustrated on reaching that next pinnacle that I set for myself.

Decision-making 133

Decision-making Construction Sales Publishing 133

Showpad

NOVEMBER 17, 2020

As your marketing team is preparing for a new fiscal year, it’s the time to bring everyone together to reflect on how well your marketing content performed this year. Before we can talk about how you can show the impact of your content, we have to define what content ROI is. What is content ROI? Calculate content ROI. Investment.

Marketing 98

Marketing Brainstorming Decision-making CRM 98

Hubspot Sales

MARCH 12, 2018

And you're right that they won't work every time. But I do have a theory. After all, why should SDRs spend time crafting 100 personalized emails when sending the same generic email to 1,000 people results in the same number of responses? No, this isn't an infomercial. To be eligible, just pay me one easy payment of $99.99

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

OCTOBER 26, 2018

There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.How do you break through inbox clutter and the black hole that is voicemail? for a reasonable amount of time. Be persistent.

Sales 109

Sales Media Decision-making Facilitation 109