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

AUGUST 8, 2023

In addition, to align around how everyone will support buyers and customers and the revenue engine, this is the group with whom the enablement team should develop their Sales Enablement Charter. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

KAM With Passion

MAY 27, 2021

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team).

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Sales 112

Sales Prioritization CRM Communication 112

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 96

Sales Management Management Energy and Utilities Emotional Intelligence 96

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Myth #1: Sales enablement only adds more layers to and complicates tasks previously accomplished elsewhere.

Sales 134

Sales CRM Sales Management Digitalization 134

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. It’s not that sales managers don’t want to lead effectively. This may lead to an emphasis on what they’re doing wrong, instead of recognizing strengths and skill gaps.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Showpad

AUGUST 4, 2020

How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. First, we talked about how enablement could be your engine to drive digital transformation. But what does it really mean? .

Sales 140

Sales Digital Transformation Onboarding Government 140

Mike Kunkle

AUGUST 27, 2019

Learning: Learning is the act of acquiring new knowledge and skills. Sales onboarding for new sales reps and new or promoted sales managers. Ongoing competency development for sales and sales management. Management and leadership development. Education: Education is generally longer-term learning, for some future purpose.

Sales 130

Sales Onboarding Leadership Sales Training 130

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. I usually chastise leaders for doing a series of downsizings.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Brooks Group

APRIL 17, 2023

What is a Sales Enablement Manager? If you’re looking to optimize the sales and marketing in your company, consider a sales enablement manager. With all the benefits they can give your company, you might wonder how to hire a sales enablement manager and what qualities to look for.

Management 52

Management Sales Training Sales Marketing 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . There are almost no comfort zones any longer.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

Sales 52

Sales Sales Training Sales Management Facilitation 52

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. You can think of training and enablement programs as similar waves along a continuum. As you move from left to right across the x-axis, your enablement programs become more flexible and more situational.

Sales 105

Sales Negotiation Decision-making Onboarding 105

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

Red Star Kim

NOVEMBER 18, 2022

Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. His firm had postponed its partner awayday to enable him to do so. Implement strategy.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. It also should cover hard and soft selling skills such as cold calls, discovery calls, and objection handling.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Showpad

JUNE 29, 2021

Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way. This will help them to improve their approaches regarding messaging, content, onboarding, training and coaching to drive better buyer engagement at all stages.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

Miller Heiman Group

JULY 15, 2019

In this post, we’ll take a closer look at the how performance-support practices, including sales management, sales operations and sales enablement, can help customer-facing sales professionals engage customers more efficiently and effectively. Our sales managers effectively coach salespeople to higher levels of performance.

Artificial Intelligence 58

Artificial Intelligence Sales Sales Management Facilitation 58

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Now that the conference has come to an end, it’s time for a recap.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology. Join us on this journey as we unravel the power of Mobilizers and unveil the transformative potential of the Challenger Sales methodology.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. You can think of training and enablement programs as similar waves along a continuum. As you move from left to right across the x-axis, your enablement programs become more flexible and more situational.

Sales 52

Sales Negotiation Decision-making Onboarding 52

Showpad

MARCH 19, 2021

” This theory differentiates between the talents and skills we’re born with and those we develop from outside influences. But someone who went through a lot of learning and coaching to develop top-end sales skills can be just as successful. The best type of coaching is truly personalized coaching.

Sales 52

Sales B2B Meetings Management 52

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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

SBI

OCTOBER 10, 2019

In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Design your “way of selling” that you can visualize, train and coach to. Analyze and iterate 1-5.

Value Proposition 39

Value Proposition CRM Sales Decision-making 39

SBI

SEPTEMBER 27, 2019

delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®. delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®. . in response to coaching assignments for feedback and evaluation.

Artificial Intelligence 34

Artificial Intelligence Account Planning Onboarding Profitability 34

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. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Hubspot Sales

OCTOBER 29, 2017

I recently featured a few of Gitomer’s videos on writing sales emails on this blog. In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

PandaDoc

FEBRUARY 3, 2020

Max’s approach is refreshing because he’s not trying to be anything other than 100% authentic in who he is and what he wants. After six months of working at PandaDoc, I’ve met a lot of great employees from all over the world. But there were a few teammates, in particular, that grabbed my attention early on. But, let’s be clear? REALLY listen.

Marketing 52

Marketing Sales Decision-making Negotiation 52