Mike Kunkle

APRIL 8, 2023

Instead, I’ll offer something you can consider regardless of the specific method you use – the levels of qualification – which is something that I rarely hear discussed. As always, this is contextual, but you should establish a lighter, minimum requirement to avoid disqualifying too early.

B2B 211

B2B Decision-making Sales Stakeholders 211

QYMATIX

DECEMBER 22, 2021

The year is coming to an end and we know you’re all eagerly awaiting our “Best of 2021” blog articles. Every year we come up with a theme under which we decorate the five most successful blog articles. While doing so, you can relax and revel in our “artful” contributions.

Artificial Intelligence 52

Artificial Intelligence B2B Profitability Innovation 52

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. So what’s the motivated B2B seller to do? We’ve reached out to influencers and compiled a list of the industry’s leading blogs below.

Sales Management 98

Sales Management Management Sales Publishing 98

Account Manager Tips

SEPTEMBER 15, 2022

“Represent Conduent as an “industry thought leader” within the Technology space” ( You can download the complete job descriptions here ). Are you put off the idea of personal branding? Think of personal branding as how you present yourself to the world. Think of personal branding as how you present yourself to the world.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Manager Tips

SEPTEMBER 7, 2022

Here's how. Represent Conduent as an “industry thought leader” within the Technology space” ( You can download the complete job descriptions here ). Are you put off the idea of personal branding? Think of personal branding as how you present yourself to the world. How much more visible could I get.

Key Account Management 130

Key Account Management Account Management Management Media 130

Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? But what do we mean when we say account planning? This whitespace is where you can thrive.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Showpad

NOVEMBER 16, 2021

In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . To have success leading this transformation, you have to be committed to it. What opportunities are you looking to maximize? .

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Marketing competencies are typically well defined (see Preparing M&BD professionals for the future – learning, skills (kimtasso.com).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. To expose and unravel deeply held values and beliefs that frame and support what we think and say. Socratic questioning is a way to drive logical argument.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. How Do They Think? Once you have determined ‘Who matters?’’ by assessing their Level of Influence, you next want to get a sense of the individual. Before you can change someone’s mind, you have to look inside it.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Brooks Group

JANUARY 24, 2024

But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year. What are high-performance sales teams doing differently? In this blog post we share 6 of the key differences between successful and underperforming teams.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Red Star Kim

JULY 25, 2023

Sometimes I find a book for non-mental health professionals that I can recommend to counselling clients to support the work we do together in therapy. The brain’s job is to save you as much time and energy as possible. Notice them and observe how they make you feel When it comes to thoughts, attention is power.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

MAY 16, 2023

Keys to Assertive Communication Assertiveness is the ability to stand up for what you believe while staying calm and positive and respecting others’ views. Assertive behaviour ensures that you’re able to make decisions which means you will hold some responsibility for outcomes. Can you approve this?” And Why Should You Care?

Communication 130

Communication Brainstorming Decision-making Marketing 130

Nutshell

FEBRUARY 20, 2024

What if instead of going out and finding leads, you could get leads to come to you? In this guide, we cover everything you need to get started with inbound marketing. Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy.

Marketing 77

Marketing e-Learning Media CRM 77

Mike Kunkle

NOVEMBER 26, 2022

You RESULTS probably RESULTS see RESULTS a RESULTS key RESULTS theme RESULTS emerging RESULTS here. How we aim to achieve this: A 1-on-1 Coaching Kickoff Call (30 minutes) to ensure your Building Blocks Mentor understands your objectives and to offer initial guidance on how to best leverage the course.

Sales 200

Sales Leadership Transportation Sales Training 200

Hubspot Sales

AUGUST 12, 2020

Here's how to understand the difference between inbound and outbound sales. Essentially, with inbound you are attracting interested customers by providing incomparable value. Now that you understand the difference between inbound and outbound sales, let's review some tactical steps to get you started with inbound selling.

Sales 135

Sales Decision-making Healthcare Value Proposition 135

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do. Revenue is an accounting term, and you can’t enable it.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

DECEMBER 22, 2022

Understanding perceptual maps (segmentationstudyguide.com) or How To Create A Perceptual Map Of Your Brand’s Competitors (getlucidity.com). Planning resources: Why do you need a business plan? Consider how to target and enter different markets. Fee-earners see the reasons why we do what we do.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

MARCH 6, 2024

But improving sales effectiveness is a complex task that few organizations do well. Here’s a better way to measure the effectiveness of sales in your organization so you can improve performance. If you want to grow revenue, your KPIs should focus on sales volume, deal size, or win/loss ratio.

Organization 84

Organization Account Management Sales Sales Training 84

Red Star Kim

JANUARY 22, 2024

Whilst not specific to the professions, I like the book and really value some of the practical ideas and exercises it includes. Book review: Sales Mind – 48 tools to help you sell by Helen Kensett. And illustrated with interesting examples and exercises so you can attempt to implement them. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

MARCH 6, 2023

Be more strategic – A metaphor: Analyse, join and align the dots Be more strategic – A metaphor: Analyse, join and align the dots At the start of the session we talked about what strategic means to us and how we explain the need for strategy to our internal stakeholders. Align the dots – Where do we want to be and how will be get there?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

DECEMBER 14, 2022

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) We started the day with delegates reflecting on their favourite quotes and sayings – as a way to uncover their underlying key values which will form the basis of their personal brand (These are shown in the image above).

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Brooks Group

APRIL 10, 2024

But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. Here’s how sales teams can improve their prospecting efforts. But it’s more important to show what you know about your industry, product, customers, and market.

Sales 87

Sales Media B2B Publishing 87

PandaDoc

APRIL 23, 2024

In the world of sales, understanding how to implement an effective pipeline management strategy is paramount. This article lays out essential steps that enable you and your team to do just that. There are just a few final strokes separating you from signing the contract and kicking off the project or shipping your product.

Management 52

Management CRM e-Learning Sales 52

KAM With Passion

OCTOBER 7, 2020

We define Account Management (AM) as the set of methods, processes and practices to manage existing customers. The AM system must be formalised and standardised while adapting to how each customer buys and uses the vendor’s offering. How relationships with customer contacts are managed. Do all companies see it that way?

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Red Star Kim

MARCH 4, 2024

But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak? Some reasons relate to your line manager and some depend on you. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Jermaine Edwards

MARCH 17, 2020

How do you know what to do at the different stages in your customer relationships? The customer life cycle is one of a few important contributing models for giving any individual, team and organisation greater clarity and confidence to know what to do when the next steps in the relationship journey are unclear.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. How do they differentiate themselves from others? Let’s explore the key components of crafting a compelling value proposition.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Leveraging data analytics tools allows you to gather insights into the behavior and preferences of your target accounts.

Advertising 52

Advertising Sales CRM Media 52

Nutshell

MAY 26, 2023

But while every business has a sales pipeline, not every business makes a point of tracking or managing it—something you should definitely do. Doing so can help you optimize it to drive more conversions and revenue. But you might not be sure how to manage a sales pipeline for a professional services company.

Management 62

Management CRM Prioritization Sales 62

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. You might be wondering, can you use AI for sales? And if you can, should you?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

SuperOffice

JULY 5, 2022

B2B buyers consume so much content about your brand, your products and your competitors that they probably know more than you do. And finally, when they’re ready to talk to sales, they contact you. Each time you get their attention, you need to keep it. How do you get their attention?

B2B 129

B2B Marketing Acquisition Media 129

Nutshell

JUNE 7, 2023

Every business needs to keep track of their sales pipeline , which is a representation of how leads move toward becoming customers. But you might be wondering how to manage a sales pipeline for a roofing company. These stages represent how far through the pipeline each lead is.

Management 62

Management CRM Prioritization Sales 62

Apptivo

FEBRUARY 20, 2023

Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

Management 103

Management Sales Software Software 103

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. All you want is to attract more people who might be interested in your product or service. So, what are you doing wrong?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Nutshell

FEBRUARY 11, 2021

Publishing blog content on a regular basis creates value for your company by attracting new visitors to your website and aligning your brand name with expertise. But do you know how much each one of your blog posts is actually worth —in terms of actual revenue for your company? How do you calculate BVA? (1

Marketing 62

Marketing CRM Publishing Performance Review 62