Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

AUGUST 24, 2023

Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand. Human reps can navigate complex negotiations, adapt to quirky customer demands, and develop creative solutions. Example: Suppose a customer is considering a major investment in a new manufacturing facility.

Artificial Intelligence 83

Artificial Intelligence Emotional Intelligence Negotiation Sales 83

Zendesk

JUNE 28, 2022

This course includes training on account management, client mapping, relationship development, client retention, bid review, opportunity navigation, competitive positioning, and more. With MEDDIC, reps learn how to progress through a methodical assessment, qualification, and analysis of the enterprise accounts they’re negotiating with.

Sales Training 52

Sales Training B2B Sales Profitability 52