Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. Map the Buyer Landscape The next concept is mapping the buyer landscape for opportunities in motion. Let’s dig in. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

JULY 10, 2023

Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. Lack of insight into your buyers’ challenges and motivations An org chart doesn’t show you who has real influence. Lack of insight into your buyers’ challenges and motivations An org chart doesn’t show you who has real influence.

Decision-making 195

Decision-making B2B Account Planning Software 195

FinListics Solutions

FEBRUARY 27, 2024

Today's buyers are well-informed, conducting thorough research before engaging with sales reps. This means your team needs to operate more as strategic advisors, understanding customer goals and demonstrating the tangible value your solutions bring. Gone are the days of cold calls and generic pitches.

B2B 107

B2B Sales 107

Mike Kunkle

OCTOBER 2, 2022

It’s about deeply understanding their situation and desired outcomes, ensuring need and solution alignment, and working to produce the desired outcomes, from the buyers’ perspective. It’s value creation (solution matching, co-creation, or solution design to achieve outcomes). ” – Mike Kunkle.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Upland

APRIL 5, 2023

Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases. But what it does mean is that sellers need to make the most of their time with buyers. One of them surrounds the growing complexity of deals.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Upland

AUGUST 25, 2023

It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. This information can be used to develop strategies to influence stakeholders to choose your product or solution over a competing one. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Mike Kunkle

MARCH 31, 2023

Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock. Well, and because it really is an assessment of the buyers’ situation. See the image below.)

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Decision-making 103

Decision-making Sales Finance Prioritization 103

Sales Gravy

MAY 2, 2024

The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions. Modern buyers are savvier than ever, armed with an abundance of information at their fingertips. This knowledge equips them to engage in meanin.

Sales 74

Sales Stakeholders Meetings Marketing 74

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? Value leaks are often the byproduct of previous losses.

Negotiation 123

Negotiation Value Proposition Meetings Procurement 123

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers.

Suppliers 154

Suppliers Sales Organization 154

Brooks Group

JANUARY 2, 2024

By empathizing with the customer’s situation, great salespeople can tailor their offerings to provide customized solutions that truly address the unique requirements of each client. Mitigating Risk for the Buyer – Making the Unknowns Known Buying a product or service always involves an element of risk for the customer.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 25, 2024

This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. They then apply this knowledge to present the best product solution and overcome objections. Customers appreciate a professional, consultative sales approach.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

MARCH 28, 2024

By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. Your solution gets commoditized.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Showpad

JUNE 15, 2021

The modern buyer is changing, and for B2B companies this means one thing; the modern seller needs to change as well in order to keep up with evolving buyer behaviors. In the past, sales teams were in control and were in the driver’s seat of buyer-seller engagement. They expect a superior buyer experience.

CRM 98

CRM B2B Marketing Sales Leadership 98

PartnerTap

JANUARY 17, 2024

Many companies pointed to the general market conditions in 2023 or noted that buyers were taking longer to make purchasing decisions for their companies. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

Mike Kunkle

JULY 2, 2022

The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more.

Sales 130

Sales Sales Training Leadership Decision-making 130

Showpad

OCTOBER 4, 2023

Showpad is honored to announce that we have been named a Leader in The Forrester Wave : Sales Readiness Solutions, Q4 2023 report. We are a global sales enablement front-runner with a comprehensive solution that helps sales and marketing teams improve win rates, close deals faster, and ramp new sellers quickly.

Innovation 52

Innovation Sales Publishing Marketing 52

Hubspot Sales

NOVEMBER 9, 2020

Buyers today are inundated with information from every angle, and are skeptical of being sold to with empty claims that aren’t backed by relevant data. The "always be closing" school of thought ignores buyer needs entirely and places the salesperson at the center of the sales process, taking a brute-force approach to closing deals.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Arpedio

MARCH 15, 2024

Unlike transactional selling, which prioritizes closing deals quickly, strategic selling emphasizes a consultative and solution-oriented approach aimed at delivering maximum value to customers. Solution-Oriented Approach: Focusing on providing value-added solutions and outcomes rather than simply pushing products or services.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. HubSpot’s fastest growing customers - # of deals done - focused on customer connection drove 5x more growth, 19% more growth for those engaging throughout the customer lifecycle.

CRM 78

CRM B2B Decision-making Business Growth 78

Arpedio

FEBRUARY 22, 2024

Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings. Understanding and engaging with the economic buyer is essential for securing buy-in and moving the sales process forward.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

PartnerTap

FEBRUARY 12, 2024

Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers. Plus, there are more people involved in every decision these days.

Sales 52

Sales Decision-making B2B Suppliers 52

Hubspot Sales

APRIL 1, 2024

We all know buyer research is changing. Buyers are more informed and empowered than ever before. Then, personalize your outreach to each prospect to make it more relevant and engaging. If not, when you reach out to them, they’ll already “know” you to some extent and be more likely to engage. They may reach out to you.

CRM 83

CRM Sales Environment Leadership B2B 83

Hubspot Sales

MARCH 11, 2024

Why is video so effective at increasing email response rates, generating engagement, and improving close rates? Hitting “play” on a video message and hearing a real person introduce themselves, answer questions, and share excitement about a solution really resonates with prospects in a way that bulleted text never will.

Sales 110

Sales Meetings Stakeholders Customer Success 110

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Are unaware of which buyers are active in a buying journey.

Value Proposition 116

Value Proposition Sales Decision-making Prioritization 116

Showpad

OCTOBER 16, 2023

And across the commercial landscape, competition is fierce and expectations from buyers are higher than ever. Forward-thinking companies and their sales teams are already using AI-powered capabilities to their advantage: adding further value to every buyer interaction, while working faster and smarter.

Artificial Intelligence 52

Artificial Intelligence Sales Banking Finance 52

ACT

APRIL 25, 2024

The second email opens with a reference to your recent LinkedIn post, connects it to your pain points , and offers a helpful solution. Why personalised messages matter in sales outreach Every industry is crowded with multiple players offering similar solutions. Collecting buyer data in a platform like Act!

Sales 52

Sales Decision-making Media CRM 52

Hubspot Sales

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them. That means learning to be disruptive.

Decision-making 107

Decision-making Meetings Sales Organization 107

SalesGlobe

NOVEMBER 10, 2023

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. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth. And it’s the same for sales.

Sales 52

Sales Account Planning B2C Organization 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. Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. Solution selling is one of the best ways salespeople can sell with empathy. Selling a solution runs deeper. When Is Solution Selling Used? Solution selling is ideal for industries with highly customized products and/or packages.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

Brooks Group

APRIL 10, 2024

Since 84% of B2B buyers now start the purchasing process with a referral, it’s a no-brainer for your sales team to take an active approach to gaining more sales referrals as a prospecting method. Ask Questions Instead of Pitching Solutions An initial sales call should almost never be an attempt to close the sale.

Sales 87

Sales Media B2B Publishing 87

Arpedio

DECEMBER 20, 2023

At its core, social selling is all about connecting with potential customers, offering personalized solutions, and providing value throughout the buyer’s journey. It involves connecting with potential customers, offering personalized solutions, and providing value throughout the buyer’s journey.

Business Growth 52

Business Growth Media Decision-making Digitalization 52

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. It’s a joint effort, and you should be working — not fighting — with your buyer to reach an ideal solution. This doesn’t mean you’re at your prospects’ mercy. I have the final say."

Negotiation 117

Negotiation Decision-making Stakeholders Meetings 117

Arpedio

APRIL 15, 2024

This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process. Sales enablement encompasses a range of activities and tools aimed at equipping sales teams with the knowledge, resources, and support they need to effectively engage with prospects and close deals.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Showpad

JUNE 29, 2021

Reason #1: Changing buyer behaviors. Enablement is becoming more prevalent than ever due to changing buyer behaviors. As in previous economic crises, buyers have adjusted their buying behaviors very quickly. These changing buyer behaviors were a huge challenge for many sales forces. Now, that sounds like a lot, right?

B2B 111

B2B Digital Transformation Decision-making Digitalization 111