Mike Kunkle

AUGUST 30, 2023

To be clear, I applaud the focus on sales competencies, behavior change, and providing the other support needed for sales success – the right buyer acumen, sales process, methodology, content, tools, coaching, environment, systems, and more – all the components of The Building Blocks of Sales Enablement.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

QYMATIX

DECEMBER 19, 2022

The year is coming to an end, and with that, we present you in this post our five most successful blog articles from 2022. ” With these five posts from our Predictive Sales Analytics blog, we ring in a restful and reflective holiday season and we also want to say THANK YOU. He was cold. Read the full article.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics e-Learning B2B 52

Mike Kunkle

MAY 30, 2023

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. Not of your sales force and not to build a sales enablement plan, as you normally would, but to help answer the “ should I stay or should I go ” (SISOSIG) question.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

NOVEMBER 21, 2023

No identification with actual persons (living or deceased), companies, places, buildings, and products is intended or should be inferred. Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). Brands have attributes, values and personality – customers will perceive or make associations with a brand that can be positive or negative. Brands can also be aspirational.

Management 130

Management Co-Creation Publishing Leadership 130

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. 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

Mike Kunkle

MARCH 31, 2023

It should be aligned to the customer lifecycle and buying process, where possible. Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Why did we build the course this way?

Sales 200

Sales Leadership Transportation Sales Training 200

Showpad

JANUARY 12, 2023

In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. . And that’s the same for our customers”. Building enablement around the customer journey.

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Mike Kunkle

APRIL 8, 2023

If you initiated the contact, timing remains important, but it’s not as crucial immediately – and it’s your job to uncover or create urgency and to build a compelling business case – assuming there is one. Mike Follow my work and connect The Building Blocks of Sales Enablement Book: [link] Building Blocks, Close Up!

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). Take a look at the below chart to see an overview of methodology aligned to the customer lifecycle and sales processes.

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships.

Prioritization 52

Prioritization Communication Software Software 52

Mike Kunkle

OCTOBER 2, 2022

It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). SPARXiQ Blog: [link]. The Building Blocks of Sales Enablement Book: [link]. Distribution Strategy Group Blog: [link].

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Showpad

JUNE 6, 2022

In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. My main focus now is building processes and engagement tactics around our use of technology for our sales teams.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

SuperOffice

JULY 5, 2022

B2B marketing is simple: Attract new customers and keep existing customers. The strategies differ depending on who you want to communicate with. It happens in three stages: Speak with existing customers. If you have paying customers, speak with them. If you have paying customers, speak with them.

B2B 129

B2B Marketing Acquisition Media 129

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Improved Customer Retention ABS extends beyond the initial sale.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Scovel

SEPTEMBER 22, 2021

How to build an online brand for your organization: Online branding is a way of promoting your brand at all levels of online marketing , especially in demand and social. Building Authority takes online branding to the next level and makes online branding presence authoritative. Embodying your brand with a blog allows customization.

Organization 84

Organization Media Digitalization Internet 84

Hubspot Sales

APRIL 6, 2023

B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. Pro tip: Read more about social commerce in this blog post. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience.

eCommerce 99

eCommerce B2B B2C Retail 99

Hubspot Sales

NOVEMBER 22, 2023

Imagine if every business had this level of customer knowledge and personalization. Wouldn’t you want to make your customers feel valued? That's where Customer Relationship Management (CRM) software comes in. Implement AI chatbots to handle routine customer inquiries, freeing up your team for more complex tasks.

CRM 82

CRM Artificial Intelligence Customer Success Decision-making 82

Zendesk

OCTOBER 2, 2023

After Squarespace launched in 2004, its sole employee for several years was founder Anthony Casalena, who steadily built up his website building business by maintaining an intense focus on customer satisfaction and feedback.

64

64

Arpedio

JANUARY 3, 2024

One of the biggest challenges businesses face today is understanding and optimizing the sales funnel process, which converts potential leads into paying customers. Key Takeaways: The sales funnel process relies on effective lead generation and lead nurturing to convert potential customers into paying customers.

Advertising 52

Advertising Media Prioritization Communication 52

Hubspot Sales

MAY 11, 2023

In business, you may have thought that marketing is solely responsible for attracting customers. But what if we told you that sales can work together with your marketing team to boost your customer base? Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy.

Sales 101

Sales Media Marketing Customer Success 101

MDI Training

MARCH 29, 2024

Successful Team Building for Boehringer Ingelheim RCV Do you prefer to listen to this article? Can you give us a brief overview of the successful team building for Boehringer Ingelheim RCV in June and December 2023? What strategies are needed for each? Onboarding and alignment regarding the team-building activities.

Digital Transformation 52

Digital Transformation Leadership Onboarding Artificial Intelligence 52

Arpedio

FEBRUARY 15, 2024

Enter pre-sales—a fundamental aspect of the customer journey that often goes overlooked but holds immense potential for businesses aiming to drive conversions and foster customer loyalty. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

APRIL 11, 2024

By leveraging AI technologies , sales teams can gain valuable insights from vast datasets, personalize customer interactions at scale, and predict future trends with greater accuracy. AI for sales represents a paradigm shift in how businesses approach customer acquisition and relationship management.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. What does customer-centricity truly mean? Gartner defines customer centricity as: “ the ability of people in an organization to understand customers’ situations, perceptions, and expectations.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Apptivo

OCTOBER 3, 2022

Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business.

Marketing 98

Marketing Value Proposition CRM Publishing 98

Hubspot Sales

JULY 7, 2023

In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. For example, AI can automatically update customer records and capture new leads from website visits, freeing up sales reps' time to engage with prospects and nurture relationships.

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110

Arpedio

MARCH 5, 2024

In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced. It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Hubspot Sales

MARCH 27, 2023

Selling services online means reaching a wider audience compared to selling services at a brick-and-mortar location, but marketing to everyone will not help you get the customers you need to drive sales. Lifestyle: Defining target audience by lifestyle means figuring out how your customers spend their time. Perfect your landing page.

Media 117

Media e-Learning Onboarding Marketing 117

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. In this blog post, we'll explore 14 essential best practices and tips from experienced sales managers at HubSpot.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Arpedio

FEBRUARY 19, 2024

In today’s fast-paced and competitive business environment, staying ahead of the curve requires embracing innovative technologies that enhance efficiency, productivity, and customer engagement. This blog post explores the role of AI in sales and its significance in modern business practices.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

ACT

JANUARY 10, 2024

A customer passes through multiple stages before finally purchasing your products or services. This is why modern businesses invest in lead generation and nurturing strategies that keep their pipelines full and help them generate consistent sales. As you already know, lead generation is about attracting potential customers.

Advertising 52

Advertising CRM Software Software 52