Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). Sales Enablement initiatives ARE Change Management projects.

Sales Management 130

Sales Management Management Sales Sales Training 130

Corporate Visions

NOVEMBER 7, 2018

But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. Here are three counterintuitive ideas to help your salespeople really remember and use your content from your 2019 sales kickoff. Model conversations vs. new sales pitches.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. What does retention look like on your sales team? On average, seller retention is down 5% in 2019. Conclusion.

Sales Management 82

Sales Management Management Sales Sales Training 82

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." The best sales coaching is individualized. But it's not enough.

Sales Training 104

Sales Training Sales Onboarding Sales Management 104

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Business acumen (grossly under-taught in most sales curricula today). We also offer solutions to diagnose and improve your sales force’s effectiveness and hire more effectively. Get Connected with SPARXiQ!

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Miller Heiman Group

AUGUST 6, 2020

The Sales Conversation Metric evaluates how well your sellers deliver perspective to your customers, compared to the performance of the 1,000 global sales organizations that participated in the 2019 World-Class Sales Practices Study. Consistently conduct mutually valuable sales calls.

Negotiation 70

Negotiation Decision-making Sales Training B2B 70

Miller Heiman Group

OCTOBER 28, 2019

The Sales Conversation Metric evaluates how well your sellers deliver perspective to your customers, compared to the performance of the 1,000 global sales organizations that participated in the 2019 World-Class Sales Practices Study. Consistently conduct mutually-valuable sales calls.

Sales 49

Sales Decision-making Negotiation Sales Training 49