Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Yes, the process depicts a progression, but buyers (and sellers) may not always move through the process linearly.

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

NOVEMBER 21, 2023

The pandemic-fostered urgency that once drove buyers to swiftly implement air quality solutions had dissipated. Commercial insights are also required to help buyers recognize problems they may not yet see coming. Buyer acumen gaps: Go scroll through the above list of vertical industries and target buyers.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Showpad

MAY 12, 2022

Reps can then look at the engagement analytics available within Showpad to understand if, when, and how buyers are engaging with their content. Ready to take the next step in your sales enablement journey? Armed with this information, reps can make insight-led decisions to tailor their follow-up approach. .

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Mike Kunkle

OCTOBER 8, 2023

It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. And if nothing else, it will offer a different lens through which to consider the future of the enablement profession.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. Map the Buyer Landscape The next concept is mapping the buyer landscape for opportunities in motion. Let’s dig in. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. In the ever-evolving digital marketing landscape, understanding and optimizing the customer journey is paramount for business success. What Is The Marketing Funnel?

Decision-making 195

Decision-making Software Software Retail 195

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. But it’s all about behavior change.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Customer Think

NOVEMBER 24, 2021

We give major props to the HubSpots of the world for coining the term “inbound marketing” and emphasizing the importance of content. They helped us all realize that content can bring in new audiences and play a starring role in both sales and marketing. But, as important as these developments were, the idea of inbound […].

Marketing 72

Marketing Sales Digitalization 72

Zendesk

FEBRUARY 17, 2022

That’s where the buyer’s journey comes in. What is the buyer’s journey? The buyer’s journey (sometimes called a purchase journey) describes the process a customer goes through to purchase a product or service. Why is the buyer’s journey important? Consideration.

Decision-making 98

Decision-making Media CRM Software 98

SuperOffice

JULY 5, 2022

The B2B buyer has changed. B2B buyers are: Thorough (67% of the buyer’s journey is now done digitally). Tough negotiators (B2B buyers refuse four offers before accepting the best one). Demanding (77% of B2B Buyers say their latest purchase was either “Difficult” or “Very Complex”).

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Sales 135

Sales Decision-making Healthcare Value Proposition 135

Outbound Engine

APRIL 9, 2020

If you want to stay top of mind, a strong email marketing strategy (consistently publishing relevant newsletters that make the buyer or seller more informed) is necessary for success in good times and bad. Make sure you are sharing timely, relevant information that helps your target audience move further in their own journey.

Decision-making 52

Decision-making Media Digitalization Publishing 52

Red Star Kim

JANUARY 22, 2024

I also wrote a blog post about one of Helen’s digital products here: System review: CogniClick for instant, personalised research (kimtasso.com) ) Further details of the author: Helen Kensett | LinkedIn Overview This simply but powerfully illustrated little black book comprises 260 pages. Our buyers’ reality is a constantly changing flux.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Mike Kunkle

AUGUST 8, 2023

Going beyond these three functions, there is an opportunity to align across other departments as well, in support of the customer-facing staff that serves buyers and customers. Invest in buyer persona and market research. This lack of customer-centricity can erode buyer trust and inhibit sustainable growth.

Sales 188

Sales Prioritization Innovation Leadership 188

SmartKarrot

MAY 25, 2021

The journey of the buyer or customer to use a product is referred to as buyer’s journey and customer journey. The buyer’s journey is similar to the customer’s journey. The buyer’s journey is the process buyers go through to evaluate, learn, and purchase a new service or product.

Value Proposition 10

Value Proposition Decision-making Media Customer Experience 10

Upland

JUNE 14, 2023

As most of the buying journey takes place online (Gartner), winning digitally has become synonymous with winning in sales. At the same time, it places a premium on the interactions sellers have with buyers. What is clear, however, is the importance of winning in regard to the digital space.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Scovel

MAY 4, 2021

This blog is for you!! Sales Funnel: The sales funnel in the selling process describes the journey of the buyer on his way to make the final purchase.As you would know that each buyer will be at their specific stage of their buying journey when you would have your touch points. Let’s get into it.

Negotiation 98

Negotiation Sales Decision-making Profitability 98

Mike Kunkle

NOVEMBER 26, 2022

At different stages of your maturity journey, you’ll need to do different things, right? This is also a great time to begin sharing your journey with others, to help them follow your path through the maturity levels to arrive at the Formal level. SPARXiQ Blog: [link]. Distribution Strategy Group Blog: [link].

Sales 200

Sales Leadership Transportation Sales Training 200

Customer Think

APRIL 13, 2023

With the average B2B purchasing journey taking approximately 350 days, it’s no wonder it is synonymous with being both long and laborious. B2B buyers generally […] But it doesn’t need to be.

B2B 115

B2B Digitalization Marketing 115

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. The ability to categorize each buyer into one of these discrete groups may seem difficult at first but should become obvious as you examine their: Track record for implementing new solutions. Buyers’ Adaptability to Change.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Hubspot Sales

APRIL 5, 2023

Table of Contents Sales Career and Salary Stats The Buyer’s Journey Lead Generation Stats Sales Software Stats Sales Careers and Salary Stats Practically every business in every industry needs salespeople. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Software 111

Software Software Sales Meetings 111

Strategic Communications

NOVEMBER 16, 2021

First there was AIDA, then the notion of a sales “funnel” emerged and the concept of a buyer’s journey that began at the top of the funnel (TOFU), moved to the middle of the funnel (MOFU) and ultimately ended with a sale at the bottom of the funnel (BOFU). Too Simplistic for Today’s Buyer’s Journey? You’re on their radar.

B2C 52

B2C Decision-making B2B Digitalization 52

Red Star Kim

FEBRUARY 8, 2024

They might also be helpful to younger fee-earners who are just starting their business development journey. They are helpful when guiding the production of content to match buyer needs and interests. Sector marketing – We know that sector marketing and developing niches is a successful strategy in professional services.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

Brooks Group

APRIL 7, 2021

Like a tidal wave of alphanumeric characters, thought leadership content has overrun the world of business — swamping business executives with value messages wrapped inside blogs, posts, email newsletters, digital ads, and more. In fact, every day this month, buyers have been bombarded — according to Texas CEO Magazine , more than 7.5

Leadership 61

Leadership Decision-making Sales Sales Training 61

Customer Think

NOVEMBER 18, 2021

We are witnessing more and more buyer-controlled customer journeys. Buyers check for online reviews and peer recommendations before making a purchase. Your most satisfied customers won’t go around singing praises about you. It would be awesome if they did. Wouldn’t it? Yes, absolutely.

122

122

Arpedio

FEBRUARY 22, 2024

In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. Rather than simply pushing products or services, consultative sellers act as trusted advisors, guiding prospects through a personalized journey to find the best-fit solutions.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Zendesk

APRIL 16, 2021

How lead generation fits into the customer journey. How to generate leads through blogs, email, web, and social media channels. That could be by reading one of your blog posts, visiting your website, or interacting with your social media accounts. How lead generation fits into the customer journey.

Media 98

Media B2C B2B Advertising 98

Brooks Group

SEPTEMBER 22, 2023

Today’s buyers are more discerning than ever. It’s not about tricking a buyer or persuading them to purchase something they don’t need. Many times, objections come from a place of buyer insecurity. In most cases, the buyer won’t want to give up the benefits, and will somehow find room in the budget for the complete offering.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

The Center for Sales Strategy

OCTOBER 15, 2020

Today’s buyers aren’t interested in being sold. The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey and sales process as well. Marketing content isn’t just for branding and lead generation anymore.

Marketing 81

Marketing Sales Organization 81

Nutshell

FEBRUARY 15, 2023

Today, consumers expect businesses to provide a seamless customer journey from the moment they first interact with a brand. That’s why optimizing your customer touchpoints is more important than ever, ensuring that they pave the way for a frictionless journey for your prospects. Don’t know where to start?

eCommerce 62

eCommerce Media Customer Experience Digitalization 62

Hubspot Sales

NOVEMBER 18, 2020

When identifying qualified leads, building relationships with potential buyers, guiding customers through the buyer's journey, and closing deals, every bit of information about your prospects helps. The intent of your prospects and customers throughout the buyer's journey. Why your current customers converted.

CRM 117

CRM Sales Publishing Decision-making 117

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . A strategic sales enablement business function — based on a smart strategy, effectively aligned to business goals and challenges and empowered by state-of-the-art technology — is the foundation and engine to solve your alignment challenges along the entire customer journey.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Showpad

JUNE 22, 2020

In this blog post, I will show you why sales enablement should be set up in a way that it becomes the engine and the driving force for your digital transformation efforts in sales. . They decide what’s valuable to them and when along their customer journey. 1: Align all selling processes to the customer journey(s). Only 19.0%

Digital Transformation 96

Digital Transformation Digitalization Sales Artificial Intelligence 96

Zendesk

APRIL 18, 2022

Essentially, identifying and tracking lead sources using customer relationship management (CRM) software enables your sales team to better understand the buyer’s journey and provide personalized content to your leads. Blog articles. Deciding which to concentrate on depends on your buyer persona. Email campaigns.

Media 98

Media CRM B2C Energy and Utilities 98

SBI Growth

OCTOBER 15, 2020

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey.

Marketing 78

Marketing Sales B2B Communication 78

Customer Think

DECEMBER 6, 2023

For marketers, the Golden Path conjures images of a magical journey, following a route sprinkled with marketing gold dust, where potential buyers effortlessly glide from curiosity […] While it has many meanings attributed to it, I’m using it here in a marketing context.

Marketing 59

Marketing Digitalization 59