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

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Negotiation Organization 356

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

MDI Training

JUNE 26, 2023

Why Should We Lead More Sustainably? It is hard to imagine most companies today without the concept of “ sustainable leadership.” In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part. What is Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

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. I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us.

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. 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

Revenue Storm

FEBRUARY 21, 2023

The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article about leadership. We all aspire to be seen by our team as outstanding in our craft, but why don’t we spend more time thinking about our leadership legacy? Wait, what list?

Acquisition 78

Acquisition Leadership Sales Profitability 78

MDI Training

JULY 26, 2023

This saves your employees a lot of work, allowing them to focus on more complex tasks, thereby increasing the productivity of the company. By doing so, you involve more people in the company in your decisions, and you can work out your plans together. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Red Star Kim

JANUARY 16, 2023

10% Remote/hybrid working. Increase profile through thought leadership. Although I always wonder why managing efficiency takes precedence over growing revenues and profits – at a time when perhaps competitors might limit investment so those bold enough to do so obtain a “bigger bang for their buck”. 43% Fee pressures.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

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.

Negotiation 102

Negotiation Sales Leadership CRM 102

Account Manager Tips

OCTOBER 28, 2022

We Need to Talk: How to Have Conversations That Matter Why this book? Insight Selling: How to sell value & differentiate your product with Insight Scenarios Why this book? Humor, Seriously: Why Humor Is a Secret Weapon in Business and Life (And how anyone can harness it. Why this book? Why this book?

B2B 130

B2B Key Account Management Account Management Leadership 130

Revenue Storm

APRIL 11, 2023

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. Only on slide eight did they effectively ask, “Now tell us why you called?” Discuss your thought leadership and point of view.

Sales 78

Sales Leadership Meetings Media 78

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? Will it require new hires? New software?

Sales 195

Sales B2B Software Software 195

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. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. And why are they so important?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Red Star Kim

DECEMBER 5, 2023

Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Email Online Invitations that WOW!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

MARCH 1, 2024

Taking time to learn about fee-earners – their work, their clients, their priorities, their motivations – is the starting point. And we can ask questions Why are questions so important? We used force field analysis to consider the factors working for (the benefits) and against (the barriers and obstacles) the change.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024.

Sales 103

Sales Investors Prioritization Innovation 103

Red Star Kim

SEPTEMBER 5, 2023

The ideas are relevant whether you are working with knowledge transfer (e.g. And, of course, Carol Dweck’s work on growth vs fixed mindsets. Memory and reflection There’s interesting information on how memory works. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

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. Calls Made.

Management 115

Management CRM Leadership Sales 115

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in. Let’s dive in.

Meetings 98

Meetings Banking Sales Prioritization 98

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

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. Introduction: Luca is a sales representative in a company (Aurora Inc.) Introduction: Luca is a sales representative in a company (Aurora Inc.) Further to unexpected events, Luca is promoted into a leadership position, without any formal training or mentoring.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Be thorough and thoughtful when hiring. Let's dive in.

Management 102

Management Construction Sales Sales Leadership 102

Planview

OCTOBER 26, 2022

Successful, happy teams create incredible work, and the marketing and demand generation teams at Planview do exactly that. Based out of Colorado, Anthony Fowler has worked on our sales team in the past and now serves as one of our Demand Generation Specialists on the Marketing team. Who do you typically collaborate with?

Leadership 98

Leadership Healthcare Meetings Software 98

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.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. C-IQ has been adapted for sales professionals, educators and for couples. I’m often asked to provide training in conversation skills.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

MAY 25, 2023

The Benefits of Using LinkedIn’s Social Selling Index How LinkedIn’s Social Selling Index Works How to Find Your LinkedIn Social Selling Index Score The Social Selling Index was developed in 2014 , after identifying the platform’s top sales professionals and analyzing their in-app behavior. A 51% higher chance of meeting their quota.

Decision-making 93

Decision-making Publishing Leadership Media 93

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. I presented a methodology to design marketing and BD team structures in November 2015. Other firms will have these roles integrated. From within or beyond professional services?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

MDI Training

JULY 26, 2023

This saves your employees a lot of work, allowing them to focus on more complex tasks, thereby increasing the productivity of the company. By doing so, you involve more people in the company in your decisions, and you can work out your plans together. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 52

Artificial Intelligence Digital Transformation Leadership Digitalization 52

MDI Training

JULY 20, 2023

Irascible to slightly choleric, he says straightforwardly what he thinks, is constantly annoyed by trivialities, and doesn’t give much thought to the opinions and advice of others. Why don’t you try our tips right now? Why is that? Read More What is Sustainable Individualization in Leadership? show respect.

Communication 40

Communication Digital Transformation Leadership Digitalization 40

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.

Sales Management 130

Sales Management Management Sales Sales Training 130