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. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

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! What is the reason for this?

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

MDI Training

MAY 30, 2023

Inner Development Goals for a better leadership world Many companies invest in training and programs to prepare their leaders for the challenges of business. But in addition to traditional goals such as increasing sales and optimizing efficiency, Inner Development Goals (IDGs) are also gaining importance.

Leadership 52

Leadership Digital Transformation Emotional Intelligence Co-Creation 52

MDI Training

NOVEMBER 14, 2023

Exploring the Influence of AI on Leadership Roles: Learn more about the ongoing ChatGPT experiment by MDI CEO Gunther Fürstberger In a ChatGPT experiment, our CEO Gunther Fürstberger tried to test the boundaries between artificial intelligence and humans. He asked himself and ChatGPT the same questions to determine the differences.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

MDI Training

JUNE 28, 2023

Sustainable individualization in leadership – pious hope or real alternative? When leaders are supported in their development processes and have the opportunity to leverage their strengths, they can develop more effective leadership approaches that are also aligned with sustainability goals.

Leadership 52

Leadership Digital Transformation e-Learning Digitalization 52

The Center for Sales Strategy

DECEMBER 21, 2022

Providing quality content that helps our clients and visitors improve their sales performance is our goal, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales leadership from 2022.

Sales Leadership 19

Sales Leadership Leadership Publishing Sales 19

Revenue Storm

MARCH 15, 2022

Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Many Sales Leaders are still adapting to the remote or hybrid working environment, which has helped fuel the talent frenzy.

Leadership 78

Leadership Prioritization Communication Organization 78

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.

Sales 188

Sales Prioritization Innovation Leadership 188

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

SBI Growth

MARCH 11, 2018

Every sales leader knows the routine. 5 Steps to Exceed Your Annual Revenue Number You are deep into the first quarter. Do you have a plan to hit your 2018 revenue goal? You crushed last year’s number. Your CEO and board.

Sales Leadership 63

Sales Leadership Leadership Sales 63

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Cosawi

DECEMBER 28, 2021

In the first article of this series on critical success factors for accelerating the SAM journey, we discussed the importance of establishing a SAM Center of Excellence (COE) to enable the SAM journey evolution, sustainability and agility. To lead effectively, they must embrace change through agile leadership.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

The Center for Sales Strategy

DECEMBER 23, 2019

Reflecting back to 2011, there’s How to Build a Winning Team for your Sales Organization, then there's, Do You Onboard New Sellers Like the Cleveland Browns Onboard New Quarterbacks? Both articles provide insight on how to learn from coaches and teams' mistakes and apply lessons learned to sales today.

Leadership 70

Leadership Onboarding Organization Management 70

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? He instantly said: “That’s easy.

Acquisition 78

Acquisition Leadership Sales Profitability 78

Red Star Kim

JANUARY 3, 2023

Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Change management 20 insights on change management processes and communication (kimtasso.com). Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Cosawi

SEPTEMBER 30, 2020

Transformation through Leadership. We need to be agile to transform our companies, which starts with agile leadership. It is time to become more human than ever: How we express leadership, listen to our employees & customers, and how we do business need to be anchored in humanity & care. Agile Leadership.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

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

The Center for Sales Strategy

MAY 28, 2021

> Take Action to Fix Your Post-Pandemic Sales Turnover Problem – Top Line Leadership. Suppose for a moment that 25% of your sales team quit before the end of 2021. "Quality performance starts with a positive attitude.”. Jeffery Gitomer. AROUND THE WEB -. > Recent polling suggests this is possible.

Leadership 113

Leadership Sales Management 113

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

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. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

MDI Training

JUNE 26, 2023

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? What Are the Benefits of Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Sales Readiness Group

MAY 15, 2023

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals.

Sales 133

Sales Sales Management Management Sales Leadership 133

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. Discuss your thought leadership and point of view. It is too early in the sales cycle to know what to sell them. How aligned is it to yours?

Sales 78

Sales Leadership Meetings Media 78

Gunter Media Group

JULY 30, 2019

I was so moved by the sermon and its leadership principles I was compelled to share with you the key points of his sermon. Everyday we bring our leadership skills and attributes to our everyday occupation and we all have our blind spots. Leadership position within your company. Great work self satisfaction. Your day flies by.

Profitability 52

Profitability Leadership Performance Review Meetings 52

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 104

Negotiation Sales Leadership CRM 104

The Center for Sales Strategy

APRIL 12, 2023

Are you looking to stay on top of the latest trends and strategies within the sales industry? It’s no secret that successful businesses need a strong sales department in order to be competitive.

Sales 100

Sales Leadership 100

EcSell Institute

MARCH 12, 2021

A while back, Harvard Business Review released an article about " The Business Case for Curiosity." The article details the profound impact that curiosity has on teams and performance. Photo by Hattie Kingsley Photography.

Leadership 52

Leadership Management Emotional Intelligence Sales 52

EcSell Institute

MARCH 12, 2021

A while back, Harvard Business Review released an article about " The Business Case for Curiosity." The article details the profound impact that curiosity has on teams and performance. Photo by Hattie Kingsley Photography.

Leadership 52

Leadership Management Emotional Intelligence Sales 52

Engage Selling

MARCH 23, 2019

It’s one of the toughest jobs out there at the best of times. There’s no education program you can sign up for—or diploma you can achieve—that gives you a direct transfer of the skills needed to perform at an elite … Read More »

Sales Leadership 83

Sales Leadership Leadership Sales Sales Training 83

Maximize Business Marketing

SEPTEMBER 28, 2020

The four areas of leadership most leaders focused on are; Listen, Learn, Communicate, and Lead. These people include your sales people, marketers, customer service and executives. The post 4 Leadership Ideas For Leading Through A Crisis appeared first on Maximize Business Marketing. Obama – Putin and B2B Marketing.

Leadership 52

Leadership Energy and Utilities Government B2B 52

MDI Training

JUNE 26, 2023

What is Sustainable Individualization in Leadership? June 2023 | Digital Transformation , Leadership Impact , Leadership in the digital transformation | 0 Comments Sustainable individualization in leadership - pious hope or real alternative? Read More Inner Development Goals for a Better Leadership World by Aline | 30.

Digital Transformation 96

Digital Transformation Artificial Intelligence e-Learning Leadership 96

Showpad

FEBRUARY 16, 2024

Sales takes one look at it, gripes that it won’t work with their buyers, and never touches it again. The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. Invite sales leaders to provide feedback on early iterations.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Louise Collins Associates

NOVEMBER 24, 2017

It is not enough to have sales graphs and market share predictions when introducing change to an organisation. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. She also creates thought leadership videos.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130