Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI

DECEMBER 18, 2018

On the sales side, according to CSO insights: Slightly more than half of sellers are making quota – clearly, there’s a big opportunity for improvement. As more marketers take ownership for driving business decisions with their market and customer data this is a growing concern. Sales enablement – 8%.

Artificial Intelligence 49

Artificial Intelligence Sales Technology Prioritization Decision-making 49

Showpad

FEBRUARY 28, 2018

Given the advancement of B2B e-commerce and innovative sales and marketing technology, sales people no longer control a B2B buyer’s entire journey. Now, B2B buyers conduct a majority of their research online and often are close to a decision before ever even contacting a sales representative.

B2B 40

B2B Artificial Intelligence Value Proposition Digital Transformation 40

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. The Sales Pitch Framework. Make it real and tangible. 5 Great Sales Pitch Examples.

Sales 143

Sales Artificial Intelligence Value Proposition Decision-making 143

Hubspot Sales

OCTOBER 26, 2017

Sales, sales operations, sales enablement, and marketing executives will learn to improve sales team results. This year's topics include machine learning, artificial intelligence, and other emerging technologies. Location: Philadelphia. Speakers include: Not announced yet. Date: 2/6/18 - 2/8/18.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

SBI

SEPTEMBER 16, 2020

Now, candidly, in this new era of remote work, a lot of the responsibility is put on the individual sales reps. We’re all facing new challenges and attempting to work toward a “new normal,” but understanding that remote work doesn’t eliminate the need for clear coaching, it makes it all the more important. JIM: Chorus.ai

Artificial Intelligence 68

Artificial Intelligence Remote Working Onboarding Prioritization 68

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

Hubspot Sales

FEBRUARY 8, 2023

If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs.

Artificial Intelligence 116

Artificial Intelligence Sales CRM Decision-making 116

Hubspot Sales

MARCH 18, 2019

Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople. Does it make reporting easy?

CRM 95

CRM Sales Artificial Intelligence Decision-making 95

SBI

OCTOBER 19, 2017

With Aviso technology and a powerful AI smart layer powering our platform, sales and sales operations teams work within a collaborative tool to deliver accurate forecasts, improve pipeline management, and make smart selling decisions to close more deals. This complexity makes it harder to forecast.

Management 50

Management CRM Sales Prioritization 50

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20