Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Recent lay-offs have shown that the oft-coveted “seat at the table” with executive leadership can’t be taken for granted.

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Sales Leadership Transportation Sales Training 200

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Therefore, enablement is hard work. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

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Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.

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Suppliers Innovation Leadership Decision-making 95

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.

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Sales Sales Training Leadership Decision-making 130

The Center for Sales Strategy

JULY 19, 2023

It’s a vital part of any leadership role. When you focus on growing a talent, you can improve performance by up to ten times. Here are five things you can do right now to nurture and grow your sales leadership talents. We consistently talk about the importance of growing and developing others.

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Sales Leadership Leadership Sales 101

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

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The Center for Sales Strategy

AUGUST 12, 2021

Throughout the entire third season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. Tune in now or keep reading for a brief overview!

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Sales Leadership Leadership Sales 121

CMOE

MARCH 5, 2024

Effective leadership is foundational to the continued success of any organization. At the heart of such leadership lie two pivotal qualities: recognition and accountability. These elements, in the right proportions, create leaders that motivate teams , drive performance, and foster an environment of trust and respect.

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Leadership Construction Innovation eCommerce 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

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

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Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

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Management CRM Leadership Sales 110

Mike Kunkle

AUGUST 27, 2019

In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales. Sales onboarding for new sales reps and new or promoted sales managers.

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Sales Onboarding Leadership Sales Training 130

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

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Sales Sales Training Leadership Sales Leadership 69

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. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

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Sales Management Management Sales Sales Training 130

The Center for Sales Strategy

MAY 26, 2021

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance (..)

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Sales Leadership Sales Leadership Management 118

The Center for Sales Strategy

FEBRUARY 2, 2022

This episode of Improving Sales Performance takes an interesting twist where host Matt Sunshine interviews a big competitor of The Center for Sales Strategy. And while we are competitors, there is one thing we absolutely agree on, and that is creating impact for clients.

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Sales Leadership Management 117

The Center for Sales Strategy

DECEMBER 8, 2020

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes , and engage in effective Planning to deliver top Performance.

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Sales Leadership Leadership Sales Decision-making 114

Account Manager Tips

AUGUST 14, 2022

Leadership 7. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Need more help to improve your key account management skills? 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients.

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Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

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Sales Training Sales Decision-making Sales Management 74

The Center for Sales Strategy

AUGUST 13, 2020

Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance. The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities.

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Leadership Sales Organization Media 118

Arpedio

FEBRUARY 23, 2024

It involves the alignment and integration of sales, marketing, and customer success functions to drive efficiency, effectiveness, and ultimately, revenue growth. It involves the alignment and integration of sales, marketing, and customer success functions to drive efficiency, effectiveness, and ultimately, revenue growth.

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Acquisition Facilitation Artificial Intelligence Decision-making 52

Flevy

MARCH 18, 2024

This essential function encompasses the activities organizations undertake to innovate and improve their products or services. It is through effective R&D activities that organizations can develop groundbreaking products, improve existing offerings, and discover new ways to meet customer demands.

Management 52

Management Digital Transformation Innovation Decision-making 52

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. However, effective outbound sales requires a sound strategy, tailored to the target audience and the market.

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Sales Value Proposition Decision-making Communication 52

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

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

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Organization CRM Sales Leadership 78

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.

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The Center for Sales Strategy

DECEMBER 30, 2021

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales leadership from 2021.

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Sales Leadership Leadership Publishing Sales 105

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

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Negotiation Sales Leadership CRM 100

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

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Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

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Sales Management Management Sales Artificial Intelligence 52

Sales Outcomes

FEBRUARY 5, 2024

Effectively targeting and pursuing segments of customers or prospects is foundational to salesperson and sales organization success. Targeting is simple and based on equally simply “sales math” – focus selling efforts on the segments that will provide the best return on investment and opportunity for revenue and profit growth.

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Marketing B2B Construction Sales 52

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

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Sales Training Management e-Learning Construction 98

Arpedio

OCTOBER 17, 2023

But how do you assemble, nurture, and lead a high-performing account management team? Reference checks: Contact references to gain insights into a candidate’s performance, reliability, and teamwork skills. Reference checks: Contact references to gain insights into a candidate’s performance, reliability, and teamwork skills.

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Account Management Management Client Relationships Emotional Intelligence 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

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Sales Management Management Sales Leadership Leadership 62

The Center for Sales Strategy

JUNE 3, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance. Tune in now to hear the Live broadcast or keep reading for a brief overview.

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Sales Leadership Leadership Sales 79

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

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