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. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

AUGUST 25, 2023

Is the org chart your only recourse to finding out the all-too-valuable information of who holds sway – who has the authority to be your best friend and cause deals to close, or who could come out of the woodwork and soil your best chance at growing net new revenue? No. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. There’s Never Been a Better Time To Build an Account-Based Sales Culture Face-to-face sales are back on the rise after several years of losing traction, says a recent study performed by Forrester. So are relationships.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Revegy

MARCH 29, 2024

In today’s competitive business landscape, optimizing sales processes is essential for driving revenue and sustaining success. Sales enablement software offers a strategic advantage by empowering businesses to streamline operations, track performance, and make data-driven decisions.

Software 105

Software Software Sales Decision-making 105

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. A typical sales process includes stages like prospecting, qualification, needs analysis, solution presentation, negotiation, and closing.

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

APRIL 5, 2023

With an ever-evolving buying journey, businesses need a revenue team behind them to create the best experiences for customers, build key relationships that matter, and grow and retain revenue in accounts. We’ve seen the era of lone wolf sellers come and go. Do You Need a Revenue Team? That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Upland

SEPTEMBER 29, 2023

Visualizing relationships: being able to visibly see the relationships not only between your revenue team and their buying group, but the relationships between the stakeholders themselves, is key to success. Activate the revenue team: use the information from your stakeholder map to begin building relationships with key stakeholders.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

JULY 3, 2023

By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. ChatGPT offers revenue teams a powerful tool to augment their sales efforts.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. In a world with account planning, sales productivity is greater, revenue rises, and customers are better served.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

MARCH 29, 2023

As you will see, this goes well beyond the data collected in the CRM system, and often warrants additional, specialized technology, like relationship mapping tools , married to world-class sales methodologies and best practices, ideally integrated and 100% native to your CRM solution. Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

FEBRUARY 3, 2023

When used effectively, relationship mapping can help bolster revenue, build lasting relationships, flank against competition, and help establish sellers as trusted advisors to their key accounts. Relationship Map vs an Org Chart Sellers will often confuse a relationship map with an organizational chart.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Holden Advisors

FEBRUARY 8, 2022

For over a decade, consultants have told us that CX will continue to be the driving force in companies’ increased revenue. Instead of CX, Accenture is advocating for Business Experience (BX), saying, “A great experience is defined not by what you offer but by how well you enable your customers to achieve the outcomes most important to them.”

Customer Experience 312

Customer Experience B2C Publishing B2B 312

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . It does this by enabling the entire revenue team to collaborate on a winning strategy together. Achieving this “trusted advisor” status opens the door to future, recurring revenue. .

Account Planning 195

Account Planning Leadership Software Software 195

Mike Kunkle

MAY 30, 2023

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. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. Logic is our friend.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

OCTOBER 2, 2022

In contrast, modern, professional, B2B selling should be about finding people who have problems you can solve or opportunities you can enable, who have the ability and intent to address these challenges or opportunities, to help them get the results they want. They look for need and solution alignment. ” – Mike Kunkle.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Arpedio

APRIL 30, 2024

Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue. These components include: Account Segmentation: Categorizing your client base into segments based on common characteristics, needs, and revenue potential.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Nutshell

JANUARY 24, 2024

Revenue intelligence is one way you can use AI to help improve your business’s growth. On this page, we’ll cover everything you need to know about revenue intelligence, including: Table of Contents What is revenue intelligence? Why use revenue intelligence? What is revenue intelligence? So, how does this work?

Artificial Intelligence 71

Artificial Intelligence Software Software Advertising 71

Mike Kunkle

MARCH 31, 2023

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. click the image to view a larger version] Competencies enable the reps to more effectively navigate the process and execute their methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. By providing sales professionals with the right information at the right time, sales enablement empowers them to deliver value-driven solutions that address customer needs.

Sales Training 52

Sales Training Sales Decision-making Account Planning 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%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

APRIL 8, 2023

Feasibility Buyer , who is concerned about how your solution will work in their company, in context? F unctional Buyer , who is a user of your solution and is impacted by the day-to-day use case and process or workflow changes? First, do they view you, your company, and your solution: Positively ? Neutrally ? Negatively ?

B2B 211

B2B Decision-making Sales Stakeholders 211

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. AI for sales involves leveraging machine learning, data analytics, and predictive modeling to drive sales performance, improve customer engagement, and optimize revenue generation.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Mike Kunkle

JULY 2, 2022

Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work. Many have worked to codify and influence what sales enablement is and does.

Sales 130

Sales Sales Training Leadership Decision-making 130

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Solution Development: Developing customized solutions and proposals that address the specific needs and requirements of potential customers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Kainexus

MAY 2, 2024

Digital transformation in today's business landscape catalyzes agility, enabling organizations to adapt swiftly to market changes and capitalize on emerging opportunities. It fosters a culture of innovation, empowering teams to explore new ideas and solutions that can propel the business forward.

Digital Transformation 56

Digital Transformation Digitalization Artificial Intelligence Internet 56

Arpedio

APRIL 15, 2024

The adoption of AI technologies is not merely a trend; it represents a fundamental shift that empowers businesses to optimize their sales processes, improve customer engagement, and drive revenue growth. By analyzing large volumes of data in real-time, AI can identify trends, predict customer needs, and recommend personalized solutions.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Force Management

DECEMBER 14, 2023

What you can control is the tools you provide to help that partner sell your solution. It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. How do we specifically solve these problems with your solution? •

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

QYMATIX

APRIL 18, 2024

Karlsruhe, Germany – Lucas Pedretti, Managing Director of Qymatix Solutions GmbH, has been booked as an external speaker for eight events organized by the German Association of Technical Wholesalers (VTH). CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE About Qymatix Solutions GmbH Qymatix is your autopilot for B2B sales.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 52

SBI

MAY 16, 2019

Company Celebrates Two Industry Awards, Announces Major Product Releases, and Opens Inaugural Sales Enablement Customer Roadshow Series. May 16, 2019 9:14 AM EDT- Upland Software, Inc. The Association of Proposal Management Professionals® (APMP) recently named Upland Software as Vendor of the Year.

Software 22

Software Software Account Planning Innovation 22

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

Brooks Group

MARCH 25, 2024

Data from our Best Practices of High-Performing Sales Teams report shows: 95% of teams who met or exceeded revenue goals follow their sales process all or most of the time. Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

OCTOBER 10, 2023

In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. Price: Free.

Software 108

Software Software Banking Value Proposition 108

Showpad

JUNE 15, 2021

Revenue teams realize that only focussing on efficiency isn’t the way to achieve revenue goals. What worked a few years ago is no longer the way to drive meaningful interactions that translate into revenue. The future of enablement. Customers want fast time-to-value and they want solutions to their problems.

CRM 98

CRM B2B Marketing Sales Leadership 98

Arpedio

FEBRUARY 19, 2024

By understanding the potential of AI in sales and its impact on business operations, sales professionals can harness the power of technology to drive revenue growth, improve customer relationships, and gain a competitive edge. AI sales solutions have the potential to revolutionize the way businesses generate revenue.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

FinListics Solutions

OCTOBER 26, 2023

The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance performance.

Finance 59

Finance B2B Organization Sales 59

Hubspot Sales

SEPTEMBER 23, 2020

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. How additional sales solutions are added matters.

Software 130

Software Software CRM Sales 130

Nutshell

FEBRUARY 15, 2023

Data enrichment is the process of collecting and analyzing information about your leads, sales processes, and marketing strategies to gather in-depth insights that enable you to make data-backed improvements to your operations that drive more revenue. What is data enrichment? What is lead enrichment? So, what is lead enrichment?

Decision-making 62

Decision-making Advertising CRM Marketing 62