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. See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Logic is our friend.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. 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.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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 quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

JUNE 15, 2023

Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Insightly

APRIL 19, 2024

You can find out about all the ways Insightly CRM works with Microsoft products and apps in a similar article. What Google integrations are available in Insightly? These integrations are available for all users, though some require a paid Insightly plan. Psst – get the details on the Insightly Free Plan.)

CRM 52

CRM Marketing Customer Success Meetings 52

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

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. Other factors to take into account: Organisational culture (centralised or decentralised?) In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. What is feedback? Feedback Benefits What is coaching?

Procurement 100

Procurement Sales Construction Negotiation 100

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. What is your KAM Competencies Reference F ramework? Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Here are the best ten conversational AI tools for sales. In this article: What is conversational AI? The right words don’t always come easy.

Artificial Intelligence 105

Artificial Intelligence Sales Prioritization Meetings 105

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. And show the links between what the firm, teams and individuals need to achieve. And co-create a plan. Why do you need a business plan? Generate more referrals” is insufficient to drive action. Set SMART goals. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role.

Sales 102

Sales Account Management Communication Sales Management 102

Account Manager Tips

NOVEMBER 22, 2022

My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. The working environment will undoubtedly change from what you were used to with the previous procurement team. What is their role in optimizing costs? Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. And what will you say?

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

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. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

Artificial Intelligence 77

Artificial Intelligence Supply Chain Sales Decision-making 77

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Average Sales Cycle: 6 months. Sales Required to Hit Plan: 8.

Value Proposition 78

Value Proposition Global Accounts Sales Account Management 78

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? 11% research.

Digitalization 147

Digitalization Media Marketing Communication 147

Zendesk

MARCH 17, 2022

As much as we’d all like a Magic 8-Ball that can tell us the best sales strategy to use for every client, companies need to rely on numbers instead. While metrics can’t predict the future, they’re the best way to inform companies of what their next steps should be. One of the most useful sales metrics is ACV. ACV definition.

Sales 98

Sales Prioritization Sales Analytics Client Relationships 98

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails. Identify who your target prospect is and ask ChatGPT what's most important to them. Example: What are [job title's] top three priorities?”

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. The article states “ leading professional-services firms are considered the gold standard for operating as one-firm firms.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. There was discussion about the systems that can be used to track opportunities and the metrics to review what was being won (see below).

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. Change the organizational culture A common thread was that fee-earners have a predominantly inward focus ( e.g. What do I want? What can I tell people about my services?)

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. UK and offshore law firms, barristers’ chambers and accountancy firms were represented.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

QYMATIX

NOVEMBER 2, 2021

However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. Sales acceleration and profitability are difficult to mix. It is hard to have that sales growth cake and eat it too. Why is sales acceleration critical in B2B?

B2B 103

B2B Sales Profitability Sales Analytics 103