Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Upland

APRIL 20, 2023

But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

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.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Arpedio

MARCH 13, 2024

Definition of Go-to-Market Strategy At its core, a Go-to-Market strategy is a comprehensive plan that outlines how a company will bring its products or services to market and reach its target audience effectively. This enables them to stand out from the crowd and capture the attention of their target audience.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 76

Onboarding Sales Sales Training Communication 76

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 90

CRM Decision-making Sales B2C 90

Showpad

NOVEMBER 7, 2023

Becoming a top-performing seller doesn’t simply happen after accepting the role. It requires a drive to try new methods and learn from previous mistakes. While every seller aspires to be a high performer, they can’t do it alone. While every seller aspires to be a high performer, they can’t do it alone.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

FEBRUARY 21, 2024

In the dynamic landscape of sales, understanding and leveraging sales metrics is not just advantageous—it’s imperative. Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. This can help in identifying best practices that can be replicated across branches, as well as areas that need improvement. Where to Start in Your Branch Review Every distributor is different. This ensures continuous improvement.

CRM 52

CRM Profitability Decision-making Software 52

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Upland

AUGUST 30, 2023

At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. We’ll discuss its significance in the buyer’s journey and strategies that businesses can leverage to effectively nurture leads and drive conversions. What Is The Marketing Funnel?

Decision-making 195

Decision-making Software Software Retail 195

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. By recognizing and strategically exploiting whitespace, companies can expand their reach, increase their market share, and ultimately drive revenue growth.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Sales 104

Sales Management Sales Management Marketing 104

Flevy

FEBRUARY 20, 2024

Competitive Benchmarking involves the comparison of an organization’s processes, performance metrics, and products against industry bests or best practices from other industries. It is a strategic tool that highlights gaps, uncovers opportunities, and drives an organization’s approach to market leadership.

Management 52

Management Digital Transformation Profitability Decision-making 52

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Source Chorus.ai

Software 85

Software Software Sales Remote Working 85

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Flevy

FEBRUARY 21, 2024

As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. It is an indispensable tool for shaping an organization’s strategic direction and ensuring its offerings resonate with the target audience.

Marketing 52

Marketing Management Digital Transformation Value Proposition 52

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

ACT

DECEMBER 18, 2023

What digital marketing channel has an ROI of 3500% , is entirely under your control, and can be leveraged whenever you want to drive sales? Unlike SEO or social media , your email marketing success doesn’t rely on automated algorithms or ever-changing content policies. Email marketing, of course.

Marketing 52

Marketing CRM Digitalization Profitability 52

Flevy

FEBRUARY 17, 2024

In today’s digital world, understanding your customer base is more crucial than ever. This functional group is essential for organizations aiming to improve customer satisfaction , increase customer loyalty , and drive revenue growth.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Enter Target Account Selling (TAS) – a meticulously crafted approach that focuses on precision rather than volume, quality over quantity, and personalization above all else.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Account Manager Tips

OCTOBER 11, 2021

But you can quickly improve with a little work and reflection. You need to take charge, make decisions and set goals for your customers so they can achieve success. Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52