Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. 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.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. As Seth Mars, Forrester analyst, pointed ou t in a recent webinar , it’s rarely one leader making a buying choice in a vacuum. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). click the image to see a larger version] This makes sense, right? You see where I’m headed, though, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Miller Heiman Group

OCTOBER 21, 2019

The report includes practical advice on how organizations can lessen the impact of economic changes on sales performance down the road. Register for the Webinar. The best sales organizations have a sales system that aligns a range of components (processes and strategies) around building and growing relationships with their customers.

Organization 50

Organization Sales Decision-making Marketing 50

FinListics Solutions

AUGUST 15, 2023

The COVID-19 pandemic emphasized the importance of cash flow and supply chain resilience, leading organizations to recognize the critical role of the financial-supply chain management connection. To explore this topic further, Dr. Stephen Timme, Founder and President FinListics Solutions , spoke on a webinar with Throughput.ai

Supply Chain 52

Supply Chain Management Profitability Decision-making 52

FinListics Solutions

AUGUST 15, 2023

The COVID-19 pandemic emphasized the importance of cash flow and supply chain resilience, leading organizations to recognize the critical role of the financial-supply chain management connection. To explore this topic further, Dr. Stephen Timme, Founder and President FinListics Solutions , spoke on a webinar with Throughput.ai

Supply Chain 52

Supply Chain Management Profitability Decision-making 52

Brooks Group

MAY 9, 2024

In a recent webinar, Sales Questioning Skills That Win More Deals , The Brooks Group Director of Sales Effectiveness Corey McKizzie and I shared the most effective sales questioning approaches for better sales discovery. Is your sales team leaving opportunities on the table because of poor questioning? But it’s a highly effective tactic.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. Lead Magnets : Create lead magnets.

Decision-making 195

Decision-making Software Software Retail 195

Planview

MAY 3, 2023

Which begs the question—how can today’s project managers leverage automation to drive maximum value for their organizations? The two sat down with PM Today’s Associate Editor Amy Hatton for a webinar on how to automate, scale, and adapt to unlock transformational value across an organization. Does any of this sound familiar?

Digital Transformation 52

Digital Transformation Future of Work Decision-making Stakeholders 52

Planview

OCTOBER 18, 2023

See why having a complete picture of your organization is the first step towards accelerating value delivery. Make Better Decisions, Achieve Better Outcomes Too often, organizations work in silos, causing necessary information to get stuck between teams and business functions.

Decision-making 59

Decision-making Prioritization Facilitation Organization 59

Zendesk

JANUARY 5, 2022

If they make it through the lead qualification process, you must develop a relationship with them and nurture that connection until they turn into paying customers. They may not be aware of your organization and what you have to offer. Sales leads vs. prospects: What makes them different? Types of sales leads.

Publishing 105

Publishing Sales Media CRM 105

SuperOffice

JUNE 14, 2022

You may go after a specific type of organization, say, a startup with over 50 employees. Then, you need to talk to a specific person in the organization – a VP, CRO, etc. When you deal with prospecting, you need to focus on finding champions, not decision-makers , advised Thibaut. Determine your ideal customer company.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Key Resources to Guide Your Organization’s Success.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Decision-making Advertising 155

Mike Kunkle

MARCH 31, 2023

When many organizations develop competency models and assess their sales force, they often weave both methodology and competencies into the assessment, which they can do, because they have implemented a specific methodology. These organizations are just combining them. But the definitions in this post still hold true.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices. High-performing organizations effectively track a wider range of sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Hubspot Sales

AUGUST 11, 2020

Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. Best for: Universal video software.

Software 143

Software Software Meetings Decision-making 143

Miller Heiman Group

JUNE 17, 2020

In a recent set of five webinars, we covered the essential issues raised by the coronavirus pandemic and offered practical tips to help sellers strengthen bonds with customers and achieve higher levels of performance. Watch the webinar on-demand here . Watch the webinar on-demand here. . Watch the webinar on-demand here. .

Decision-making 69

Decision-making Sales Stakeholders Organization 69

Insightly

JANUARY 4, 2024

Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. Insightly partnered with RevGenius to host a webinar with Mallory Lee VP of Operations at Nylas and Ping Del Giudice , a revenue leader and former VP of Revenue Operations at Leapsome. The moderator was Insightly CMO Chip House.

CRM 52

CRM Sales Decision-making Customer Experience 52

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Training webinars. Table of Contents How can Sales and Marketing collaborate?

Marketing 105

Marketing Sales Decision-making Prioritization 105

Planview

AUGUST 29, 2023

Today, organizations are constantly asked to “do more with less.” But most organizations lack basic resourcing capacity, and plans are often approved before resource capacity is evaluated, resulting in missed objectives and employee burnout due to overutilization. Organizations require an effective capacity planning strategy.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Planview

NOVEMBER 17, 2022

Before we dive into some of the details, dynamics, and lessons covered in the webinar, let us take a step back and briefly discuss what is meant by connected services. It is about connecting people to the right systems, delivery methods, and other parts organizations for the business and customer’s benefit. Now let’s dive in!

Software 52

Software Software Decision-making Profitability 52

Planview

SEPTEMBER 9, 2021

Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D. Webinar Q&A (all answers paraphrased ). For smaller portfolios, we did not make all capabilities mandatory.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Miller Heiman Group

JUNE 10, 2020

And the cornerstone of a formal lead qualification strategy is the strategic opportunity quality scorecard, which was the focus of our recent webinar Selling in the New Normal: Qualifying Opportunities Virtually. Decision-making process. Decision-Making Process. What are your top decision criteria?

Decision-making 81

Decision-making Prioritization Sales Organization 81

Planview

DECEMBER 28, 2022

Organizations must constantly adapt through strategic decision-making to ensure success with minimal risk or cutbacks. In a recent webinar with Planview, Forrester covered some best practices for effective product portfolio management —with a customer-centric approach. Orientation. This principle gets you to ask “how.”

Management 52

Management Prioritization Decision-making Innovation 52

Planview

APRIL 14, 2023

In a recent webinar , 37% of attendees said their number one challenge was balancing capacity for supply and demand on their projects. Dave walked through both challenges in our recent webinar on resource management. It requires sharp, short-term decision making.

Management 52

Management Prioritization Decision-making Organization 52

CMOE

MARCH 6, 2023

An organization’s success depends on a business strategy that establishes the organization’s mission and what decisions or actions must be taken to achieve it. Recognizing opportunities for and potential obstacles to strategic success requires knowledge and insight from the organization and outside sources.

Finance 98

Finance e-Learning Innovation Leadership 98

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In other words, nearly two-thirds of your buyers’ decision-making process was happening without any input from your sellers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

Miller Heiman Group

MAY 12, 2020

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Survey the sales landscape in your organization.

Sales 75

Sales Decision-making Finance Organization 75

Planview

MAY 15, 2023

For many products-led organizations, prioritizing environmental, social, and governance (ESG) activities, and thus sustainability initiatives, is no longer a nice-to-have but a must-have. Organizations with ESG initiatives must come through on their promise to prioritize minimizing their environmental impact.

Supply Chain 52

Supply Chain Prioritization Digital Transformation Manufacturing 52