Showpad

NOVEMBER 21, 2021

I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

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

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

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

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

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

Outbound Engine

APRIL 9, 2020

Refinancing rates are in a constant state of flux, but they continue to represent a bargain compared to rates before the Great Recession,” says Bankrate.com. There’s no shortage of breaking news right now. Mortgage rates are down. And up, and then down again.). It’s a perfect recipe for consumer confusion. Refinance volume is up.

Decision-making 52

Decision-making Media Digitalization Publishing 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. 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.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

MTD Sales Training

DECEMBER 7, 2016

2016 has been a strange old year – if you thought Brexit was enough we were then Trumped by the States later in the year! From sales management to prospecting, we have tried to cover as many bases as possible to improve your overall sales processes and performance. So there we have it, your top 10 sales blog posts of 2016.

Sales Training 48

Sales Training Sales Sales Management Management 48

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

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

PandaDoc

AUGUST 23, 2023

Having painted such a picture, here’s all that you need to know about sales taxes and use taxes, and the difference between the two. Key takeaways Sales tax is charged on any product/service that someone purchases. The sales tax rate is state-specific and differs based on your location. Let’s dive right in!

Government 52

Government Sales Retail Transportation 52

Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. It represents the state of mind of potential customers as they progress through the stages of their purchasing journey. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

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

SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. 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. Nancy Nardin, Smart Selling Tools. Continue reading.

Artificial Intelligence 37

Artificial Intelligence B2B Financial Services Healthcare 37

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

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Sales Cycle Time. Customer Lifetime Value.

B2B 136

B2B Publishing Communication Organization 136

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. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework. Why did we build the course this way?

Sales 200

Sales Leadership Transportation Sales Training 200

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Strategic Communications

MAY 16, 2023

A Facebook headline reads, “How to Generate Blog Posts in 1 Minute Using AI.” It’s a sponsored post from Jasper (more about this later), and while the concept is certainly intriguing and tempting—especially when facing a mountain of blog posts to create for various clients—there’s a certain amount of skepticism that goes along with it.

Co-Creation 52

Co-Creation e-Learning Publishing Media 52

Red Star Kim

MAY 9, 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. Williams: Books, Biography, Blogs, Audiobooks, Kindle ). He argues that confidence and charisma are skills that can be learned, honed, practiced and mastered.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Mercuri International

MARCH 28, 2023

In our series of three short blog posts, we’ll be taking a look at some of the key issues facing HR as they navigate the increasingly complex landscape of 2023. In our first, we take a look at the concept of ‘trust’ – and what it really means for team building and effective sales.

Remote Working 52

Remote Working Client Relationships Facilitation Communication 52

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state. The three core questions you need to answer as you conduct a gap analysis are: Where are we today ( our current state )?

Software 52

Software Software Construction Organization 52

Customer Think

MAY 13, 2021

The other day, I was speaking with a colleague about the state of sales/selling. Sales/selling has little to do with what we sell. The post The Irony Of Change first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Challenging Our Customers' Status Quo Sales People Change The World!

Management 58

Management Sales 58

Customer Think

DECEMBER 18, 2023

Since 2020, Pipedrive has released an annual State of Sales and Marketing study that provides insights into companies and their growth, with a focus on sales and marketing.

Marketing 59

Marketing Sales Digitalization 59

LinkedFusion

SEPTEMBER 3, 2023

In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. Crafting an effective LinkedIn headline is crucial, especially for a sales professional. So, why should you create the best headline for LinkedIn as a sales professional?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Nutshell

DECEMBER 13, 2019

The internet is bursting with sales content. But if you’re like most people, you probably consider content creation to be a marketing activity, not a sales one—a tactic for generating leads, not closing them. So without further ado, let’s dive in and talk all things sales enablement content. But it’s worth it.

Sales 101

Sales B2B Decision-making Internet 101

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Decades ago, the thought of creating a profitable business was a distant dream.

Digitalization 94

Digitalization eCommerce Finance Internet 94

Showpad

AUGUST 4, 2020

How do you scale sales enablement? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.

Sales 140

Sales Digital Transformation Onboarding Government 140

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Jeffrey Gitomer

JULY 7, 2011

Or more powerfully stated, WHEN are they willing – at what point in your relationship with them would they be willing to risk a friendship or relationship they have with someone else, by referring them to you? Referrals are the highest percentage sales call in the universe. Why Can’t You Get More Referrals? Share this Post.

Leadership 119

Leadership Media Sales Sales Management 119

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. The strategic opportunity quality scorecard has three key uses in sales organizations: It measures the quality of an opportunity in two dimensions: desirability and winnability. Solution Alignment.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Customer Think

JULY 15, 2021

Virtually all states have ended restrictions on public and indoor dining, and ravenous consumers have been responding. Restaurants sales reached $66 billion in April, a 30% increase from February and a 120% vault over April 2020.

Sales 133

Sales 133

Sales Outcomes

OCTOBER 31, 2022

Sales professionals know that asking the right discovery questions is key to advancing the sales process. Good discovery questions, directed to the right person at the right time, can help uncover customer needs and wants and ultimately close more sales. Seven B2B Sales Discovery Questions For Success.

B2B 52

B2B Sales Meetings Organization 52

CMOE

FEBRUARY 24, 2023

Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals. a) plan a) plan runs an insightful blog focused on business coaching for organizations and individuals. They also host events that business leaders can register for.

Small Business 52

Small Business Leadership Profitability Publishing 52

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