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

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

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. And we know that face-to-face communication is most effective in building relationships. This way we build mutual understanding and empathy.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Build your personal brand – Perception and Visibility. Build your personal brand – Perception and Visibility. PIA (Presence, Impact and Authority) How do you make a personal impact – Make a difference (kimtasso.com).

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 21, 2024

The use of incisive questions can help you build your personal power. The use of incisive questions can help you build your personal power. Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 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. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? 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. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Upland

AUGUST 29, 2023

For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent. Not only does it help with sales enablement, but it also helps craft better buyer journeys. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Apptivo

AUGUST 24, 2022

What is a challenger sales model? What are the pros and cons of challenger sales model? Steps to adopt challenger sales model. How to apply the challenger sales methodology into your business? What is a challenger sales model? Introduction. Final Thoughts. Introduction.

Sales 98

Sales Decision-making Value Proposition Construction 98

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

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. Can you share an example?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 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

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Nutshell

DECEMBER 7, 2023

At Nutshell, we build artificial intelligence into our software to help your sales reps accomplish more in less time. AI promotes productivity by analyzing data, generating new ideas, and saving time through automation. Find out how Nutshell uses Power AI to streamline your workflows.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails. You can ask ChatGPT to include a statistic from a certain blog link, Mendes suggests. Give ChatGPT the right information for maximum impact.

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Red Star Kim

SEPTEMBER 29, 2023

Build personal brand We did some exercises on identifying words that encapsulate our personal branding. The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

APRIL 5, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Mental Models, Cognitive Tunneling, and the Crisis of Qantas Flight 32 On November 4, 2010, Captain Richard Champion de Crespigny entered the cockpit of an Airbus A380 headed from Singapore to Sydney, Australia. What do you do? What do you fix first?

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

Red Star Kim

SEPTEMBER 26, 2022

And to understand the differences between sectors. And have the support they need to make an impact. From the discussions, exercises and polls they come across as impressive group. From the discussions, exercises and polls they come across as impressive group. What motivates them? What are their challenges? A need to connect.

Digitalization 147

Digitalization Media Marketing Communication 147

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. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. In this blog post, we’ll delve into the significance of personalization within ABS. Enhanced relevance Personalized content and interactions demonstrate that you’ve done your homework and understand your account’s business.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. Those objectives will help you decide which metrics make the most sense for your team to track. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

SalesGlobe

FEBRUARY 13, 2023

Understanding Role Differences In the first part of this series, we talked about the importance of role definition and how roles that are seemingly the same on the surface, but when you get right down to it, can be very different from one company to another. In order to address incentive compensation, you first need to understand the role.

Acquisition 52

Acquisition Innovation Retail Communication 52

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

FEBRUARY 15, 2024

They also require the ability to understand the goals, identify the issues and navigate problems to find solutions and enhanced performance. We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills. The terms (e.g. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 98

Marketing Sales CRM Sales Management 98

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 95

Marketing Sales CRM Sales Management 95

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

DECEMBER 19, 2023

Account-Based Selling Strategy: Key Takeaways Explore the ARPEDIO platform ← Back to blog What exactly is an Account-Based Selling Strategy? In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Red Star Kim

APRIL 11, 2023

Leaders of these business function have also been steadily building their internal capabilities and bench strength. In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms.

Government 130

Government Innovation Meetings Finance 130

MDI Training

JULY 26, 2023

High-Impact through Blended and Flexible Learning Over the last few years, we at MDI have been working with more and more tools to strengthen high-impact with our clients. You can find more details about these customer stories as well as High-Impact here in our MDI whitepaper.

Digital Transformation 52

Digital Transformation e-Learning Artificial Intelligence Leadership 52

Hubspot Sales

APRIL 28, 2020

Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes. Here's how you can generate a close to 100% sales email response rate from busy professionals with an empathetic approach.

Sales 99

Sales Publishing Decision-making Communication 99