Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". To Sell, You Have to Take Action As a sales professional, you face a simple choice.

Publishing 85

Publishing Marketing Sales Management 85

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Outbound Engine

APRIL 9, 2020

There’s no shortage of breaking news right now. Among all the information coming at us every hour (or every few minutes, it seems) is the news that mortgage rates are low and refinance volume is up, although the reality isn’t quite that simple. Mortgage rates are down. And up, and then down again.). It’s a perfect recipe for consumer confusion.

Decision-making 52

Decision-making Media Digitalization Publishing 52

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. 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. .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

FEBRUARY 12, 2024

How does this material fit within your overall marketing or sales strategy? Make an emotional connection – Connect with your reader. Whilst it is usual to have business development professionals and experienced partners on this session, it was great to welcome a number of trainee solicitors too. What do you hope to achieve?

Media 130

Media Financial Services Advertising Decision-making 130

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. The factory of the future will have only two employees, a man and a dog.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. 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.

B2B 211

B2B Decision-making Sales Stakeholders 211

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

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. As we look to the future, it’s essential to anticipate and adapt to emerging trends that will shape the landscape of account-based selling.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Hubspot Sales

OCTOBER 18, 2023

It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. But The Computer Store connected him with his then-boss, Roger, who would ultimately bring him on board his first startup — a company at the center of the PC revolution called Businessland. And he did.

Prioritization 92

Prioritization Sales Management Management Marketing 92

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

FEBRUARY 21, 2024

Hypothetical questions – We can explore future scenarios. Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Nutshell

MARCH 17, 2023

After all, your welcome email sets the foundation of your branding and helps to establish the connection you have with your customers or potential customers. It’s not necessarily your “first impression” with a buyer, since the recipient has already engaged with your sales team or marketing content. So, what exactly is a welcome email?

B2C 154

B2C Onboarding Decision-making B2B 154

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. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . Private Equity firms are rubbing the crystal ball hoping to see the future of prospective targets and many of them have bet big this year. For some of you in B2B sales, this may come as a surprise. the SalesTech space is moving and expanding faster than at any time before. Continue reading.

Artificial Intelligence 37

Artificial Intelligence B2B Financial Services Healthcare 37

Hubspot Sales

JANUARY 29, 2018

But if it’s your job to call prospects , you don’t have to fall into the category of “pesky sales rep.”. Ways to open a sales call. “My Yes, this is a sales call! Have you got five minutes now or in the future for us to explore how [company] can achieve the same?”. Make it easy for them to make a positive decision.

Sales 135

Sales Decision-making Marketing Management 135

Arpedio

MARCH 8, 2024

Effective Business Relationship Management Strategies Explore the ARPEDIO platform ← Back to blog Table of Contents In today’s dynamic business landscape, the capacity for relationship building and partnership development is more than a nicety—it’s a sturdy keystone of enduring organizational success.

Management 52

Management Stakeholders Facilitation Innovation 52

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110

Nutshell

MAY 6, 2020

Not knowing how to proceed, and having little idea what the future may hold is a genuinely horrifying thing. Now is a perfect time for taking care of those backburner tasks, like writing that blog post you’ve been thinking of, or redoing your marketing funnel. Connecting with your audience. So what can be done? Gift cards.

Marketing 121

Marketing Advertising e-Learning Media 121

Hubspot Sales

OCTOBER 11, 2019

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads.

Brainstorming 125

Brainstorming CRM Media Decision-making 125

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy? The complexity of professional services firms adds to the strategy challenge. Others see it more as top-down or bottom-up approach to strategy.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Mike Kunkle

JUNE 12, 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. 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. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling?

Media 136

Media Software Software Marketing 136

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing.

Co-Creation 99

Co-Creation CRM Sales Value Proposition 99

Planview

MARCH 8, 2024

The group that Zetkin rallied in Copenhagen then — about 100 passionate women from 17 countries — has grown exponentially. In fact, International Women’s Day (IWD) is now an official holiday in more than 25 countries, with thousands of marches, debates, concerts, and talks taking place each year. Planview is proud to participate.

Banking 105

Banking Government Innovation Leadership 105

MTD Sales Training

APRIL 7, 2020

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic. The majority of our sales are face-to-face. More advanced tools like Zoom and Microsoft Teams and Adobe Connect can help you do more than just run meetings.

Decision-making 84

Decision-making Digitalization Virtual Selling Sales Training 84

MDI Training

JUNE 26, 2023

Sustainable leadership is the collaboration of multiple individuals striving to provide the best possible professional future for future generations. This means, then, that in a sustainable management style, strong thought is given to the future generation of workers. What is Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Red Star Kim

NOVEMBER 8, 2022

I had firms of lawyers and accountants contacting me for training on various interaction skills – from confident to commercial conversations, through telephone skills and then onto effective sales communications and meetings. New soft skills for remote working. Whether digitally or in person. Revive conversation and networking skills.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance.

Sales 92

Sales Sales Training Meetings Media 92

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. C-IQ has been adapted for sales professionals, educators and for couples. First, it looks at the way leaders communicate with their people and help shape organizational culture.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130