Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Mike Kunkle

MAY 30, 2023

See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. What You Must Do First, stop whining. Logic is our friend. Let’s dig in.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Discover fifteen things you should stop doing and what to start doing instead. They react when things go wrong and they don’t have the authority or command over what happens next. Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Mike Kunkle

AUGUST 8, 2023

The result? Long-Term Strategy In the fast-paced world of business, the allure of short-term gains can often blind leaders to the importance of long-term strategy. With an average tenure of only 18-24 months, the pressure is on to deliver results. However, achieving the highest levels of growth remains a challenge for many.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. And yet, commitment to that long term change is perhaps the single most important ingredient (above all others) to help foster growth, bolster team engagement, and ultimately achieve and exceed sales goals.

Account Planning 195

Account Planning Management Leadership Organization 195

Upland

JANUARY 29, 2024

Let’s break down the benefits in greater detail: Improved customer understanding: Account planning involves researching and analyzing each customer’s needs, preferences and requirements so your sales teams can collaborate with their customers to tailor.their approach and offer more valuable solutions.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. But what happens when measurement becomes unmanageable? Core sales metrics are important to the strategic goals of an organization. The smart move is simply to identify the most important metrics. This is especially true for sales performance. This is great, right?

Sales 96

Sales Sales Training B2B Organization 96

Upland

MARCH 23, 2023

These usually include: What’s the latest update? Who else do we need to talk to? What do we know about their selection process? What’s the next step? Failure to build those relationships is often what causes things like sandbagging to occur. What is Sandbagging in Sales? Who are we talking to?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

APRIL 20, 2023

You need a strategy to defend and grow revenue in not only key accounts, but in every account. We’re also going to take a look at the greater revenue team, and why it’s important to have an entire village behind you as you begin to take on those most valuable accounts. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

MAY 3, 2023

If you don’t know how many opportunities to need to pursue to make your number, your vision for the future will be cloudy. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel. However, when we add the values of the deals, we get a different result. But what about Deal C?

Sales 195

Sales Marketing 195

Mike Kunkle

NOVEMBER 26, 2022

Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Here are three of the key reasons we’ve created this course: Businesses are investing heavily in enablement, yet many are struggling to achieve advanced maturity levels and move the needle on the metrics that matter most.

Sales 200

Sales Leadership Transportation Sales Training 200

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. I’ve been part of delivering these results, multiple times in my career, for both employers and clients. That’s obviously important, but it’s a separate topic for a different day.

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

NOVEMBER 21, 2023

Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions. Note: AirCo Solutions is a completely fictional company that we created for our Modern Sales Foundations training program at my employer, SPARXiQ.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Account Manager Tips

AUGUST 14, 2022

It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

NOVEMBER 19, 2022

Thinking about what you'll do when you get back to your desk or what you'll have for lunch? Transformation not information FACT: At some point in your career, you'll need to present to senior executives. A compelling presentation needs to answer the question, "so what?" We've all been there. The hook (2 minutes).

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Brooks Group

DECEMBER 20, 2023

View the on-demand webinar: Metrics that Drive Sales Revenue: How to Focus on What Matters Moving Beyond KPIs: Your Compass for Sales Excellence The power of sales metrics lies in the transformative impact data has on decision-making. “The We need to catch up,” said Alice Heiman.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Red Star Kim

FEBRUARY 15, 2024

We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills. What are the differences between coaching, mentoring and consulting? All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Jermaine Edwards

SEPTEMBER 24, 2020

I also learnt that even the most ineffective and inefficient systems worked long enough produce a result. The question I challenge myself, my team and customers with is… Is your hard work giving you the highest and best reward for what you are putting in? We first need to know what gets in the way. If we don’t know.

Key Account Management 130

Key Account Management Manufacturing Meetings Management 130

Red Star Kim

JULY 25, 2023

Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. Reflect on what is causing low mood Some people push feelings away or numb them. Everyone experiences occasions when their mental health falters. But we are able to influence mood.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Brooks Group

APRIL 10, 2024

But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. Sales leaders need to deliver sales training on effective prospecting techniques for every day of the quarter. But it’s more important to show what you know about your industry, product, customers, and market.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

MAY 17, 2023

As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company. What are executive interview questions? What are your strengths and weaknesses? Personality Interview Questions 1.

Decision-making 85

Decision-making Finance Leadership Profitability 85

Jermaine Edwards

JUNE 29, 2020

Every conversation matters. We all need to communicate with others. Do they even know what they want? And so for you and with your customers on a monthly recurring basis, we need to check in. ” But guess what? We always need to be in step and thinking about expectations. We all need team conversations.

Communication 130

Communication Decision-making Finance Key Account Management 130

Red Star Kim

MAY 9, 2023

Williams (2021) The sub-title of this 150 page, quick read book is “improve your social skills, master small talk, connect effortlessly and make real friends” isn’t quite achieved but it covers some important basics. But first you need to develop your sense of self – your mission in life and your values – and be authentic.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Hubspot Sales

MAY 12, 2023

How do you prepare for a test when you don’t know what questions they’ll ask? Table of Contents What makes a good executive assistant? What are executive assistant interview questions? 20 Interview Questions and Answers for an Executive Assistant What makes a good executive assistant?

Software 106

Software Software Shareholders Communication 106

Mike Kunkle

JULY 2, 2022

Many have worked to codify and influence what sales enablement is and does. So, what is sales enablement? The goal of enablement is to support sellers in supporting their buyers and customers, to help them facilitate buying decisions, improve the buying experience, and as a result, improve sales performance.

Sales 130

Sales Sales Training Leadership Decision-making 130

Arpedio

APRIL 29, 2024

What is the BANT Methodology? BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. The third component is Need. By identifying their needs, you can position your product or service as a solution that meets their specific challenges.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Nutshell

APRIL 3, 2024

GET THE TOOLKIT How to conduct an SEO website audit While it’s vital to conduct consistent website audits to help you benchmark your website’s progress, it’s equally as important to create a focus for your SEO audit. As a result, you need to consider the primary goal and process for your audit!

Stakeholders 71

Stakeholders Digitalization Marketing Internet 71

Brooks Group

MARCH 21, 2024

14% of underperforming teams) use the most effective strategy (needs/wants-based approach). The best sales discovery questions focus on needs and wants. Needs & Wants = Most Effective This approach focuses on understanding the prospective buyer’s specific needs, goals, challenges, and desired outcomes.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

DECEMBER 12, 2023

He told me, "Start by asking yourself, 'What can I do that a computer can't?' Focus on automating those non-client facing activities with AI so you can spend more time working with the client and developing relationships that matter." John Barrows , CEO at JB Sales , recommends being selective in how you use AI.

Sales 101

Sales Investors Prioritization Innovation 101

Hubspot Sales

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. What It Means for Sales Reps So, what exactly does that mean for you? So as a result, they are able to conduct much of their research independently, without the need for direct contact with sales reps or other employees at those companies.

CRM 82

CRM Sales Environment Leadership B2B 82

Zendesk

NOVEMBER 27, 2023

Moreover, they recognize the important role that tech platforms like Zendesk play in helping them to scale their limited resources, boost their efficiency, and ultimately serve more people. Though most teams aren’t responding to populations in crisis, there are important lessons to be learned from those working at the very frontlines.

Information Technology 52

Information Technology Decision-making Innovation Digitalization 52

CMOE

MAY 19, 2022

Ultimately, strategic leadership is what makes the difference between success or failure. Regardless of the position you hold in an organization—senior leader, mid-level manager, front-line manager, or leader of a group—your organization needs and wants you to lead strategically. Why Does Strategic Leadership Matter?

Leadership 128

Leadership Innovation Decision-making Organization 128

Strategic Communications

OCTOBER 7, 2021

Regardless of channel, though, there are some important communication practices that apply as much to the digital environment as to traditional communications. Regardless of channel, though, there are some important communication practices that apply as much to the digital environment as to traditional communications.

Small Business 141

Small Business Media Digitalization B2C 141

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? To successfully sell at this level, you need to adapt your strategies.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members. Read this first.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing? As a result, sales reps are keeping track of hundreds of relationships.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Brooks Group

MARCH 7, 2024

What Is a Consultative Selling Approach? Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution. In some cases, they may not have a clear understanding of exactly what is needed.

Procurement 68

Procurement Management Decision-making Sales Training 68