Mike Kunkle

JUNE 12, 2022

This is a post I never wanted to write. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. In some cases, it wasn’t the first time that they had to act. I usually chastise leaders for doing a series of downsizings. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

MAY 2, 2023

Building Trust and Rapport With a Statement of Intention (SOI) The goal of the Meet step is to develop rapport and trust with the buyer. Building Trust and Rapport With a Statement of Intention (SOI) The goal of the Meet step is to develop rapport and trust with the buyer.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Insightly

JANUARY 25, 2024

This blog post explores what they shared. Market forces shaping 2024 sales outlook Why do sales people and leaders need to be making resolutions in the first place? Market forces shaping 2024 sales outlook Why do sales people and leaders need to be making resolutions in the first place?

Sales 52

Sales CRM B2B Decision-making 52

Scovel

SEPTEMBER 22, 2021

Reading Time: 4 minutes. Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Many times we feel that the buyers don’t look at some excellent functionalities our product has or some capabilities in people we have built in certain domains.

Media 98

Media Decision-making B2B Organization 98

Mike Kunkle

MAY 15, 2019

Buyer – Seller Interface. [This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. The man will be there to feed the dog. What is AI?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. An ideal customer profile (ICP) describes what the most fitting potential buyers should look like.

B2B 98

B2B Sales Decision-making Publishing 98

Showpad

MAY 7, 2020

Or perhaps some of your colleagues want to talk to you about developing one. . I began my blog series for senior executives in April, driven by COVID19, with the goal of highlighting the value of an integrated sales enablement approach and why it matters more than ever. .

Sales 134

Sales CRM Sales Management Digitalization 134

Brooks Group

JUNE 12, 2023

It’s especially painful when a seller thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.” Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

Brooks Group

JULY 14, 2023

Competition is fierce and buyers have endless options and information available at their fingertips. Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

SalesGlobe

MAY 1, 2023

And today we’re going to talk about cycles and patterns. For those of you that do not know, I happen to read a lot of Ray Dalio and he talks about economic cycles. He talks about patterns that continue to repeat themselves. And today I have a very special guest that I asked to talk to me about this.

Decision-making 52

Decision-making Organization Communication Sales 52

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Sales 135

Sales Decision-making Healthcare Value Proposition 135

Showpad

DECEMBER 16, 2021

We saw an opportunity to centralize these initiatives when we went through a major merge of two companies. We had two sales organizations from different companies now having to learn about a new suite of products. Where is your team’s focus when it comes to supporting sales in this new virtual world of selling?

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Scovel

SEPTEMBER 22, 2021

Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Many times we feel that the buyers don’t look at some excellent functionalities our product has or some capabilities in people we have built in certain domains. Confessing.

B2B 52

B2B Media Decision-making Digitalization 52

Hubspot Sales

MAY 25, 2018

Amateurish behavior is when you display no skill or tact in a particular area. As a salesperson, you never want to be considered amateurish by your colleagues or prospects. There are so few in sales who are truly professional sellers. Sales leaders allow their teams to spend way too much time operating in reactive mode.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

SalesGlobe

NOVEMBER 10, 2023

I can’t recall in my lifetime that I’ve ever experienced so much change compressed into such a short period of time. It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. Now that’s not to say those things are not important.

Sales 52

Sales Account Planning B2C Organization 52

Showpad

AUGUST 9, 2022

It’s a phrase we’ve all heard a thousand times: Content is king. And when you have the right content, you start conversations, demonstrate value, and address pain points with buyers in ways no sales deck can. . And nearly one-third of sales organizations reported that relevant content is completely inaccessible when needed. .

Organization 52

Organization Account Management Sales Suppliers 52

Mike Kunkle

NOVEMBER 30, 2018

Except for anyone with a large network, it’s 10 times more overwhelming. Transforming Sales Results was doing quite well. I was building a series of strategic partnerships to farm out the leads that kept coming my way to other people I trusted to do a great job for these clients. Fair question.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Showpad

JANUARY 8, 2021

What that means is this: enablement teams fixed things on the last mile with a tremendous effort in terms of resources and budget to get things done on time and in quality. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. The virtual world is here to stay.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Brooks Group

DECEMBER 8, 2022

We’ll discuss what it is, when to use it, and a few tips to improve your sales pitch. . The more you know about your audience and do your preliminary research, the more effective sales pitch moments you can have with potential customers. When to Use Solution Selling. Improve Your Sales Process.

Sales Training 52

Sales Training Value Proposition Banking Internet 52

Arpedio

NOVEMBER 7, 2022

Back to blog. Now, what role does psychology and strategy play in all this? 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? What are the “raw ingredients'' of successful enterprise selling? Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

Back to blog. Now, what role does psychology and strategy play in all this? 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? What are the “raw ingredients'' of successful enterprise selling? Douglas Cole.

B2B 52

B2B Sales Decision-making Account Management 52

Hubspot Sales

MARCH 12, 2018

And you're right that they won't work every time. But I do have a theory. After all, why should SDRs spend time crafting 100 personalized emails when sending the same generic email to 1,000 people results in the same number of responses? No, this isn't an infomercial. To be eligible, just pay me one easy payment of $99.99

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

OCTOBER 26, 2018

There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.How do you break through inbox clutter and the black hole that is voicemail? for a reasonable amount of time. Be persistent.

Sales 109

Sales Media Decision-making Facilitation 109

Hubspot Sales

JANUARY 17, 2018

Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

Hubspot Sales

JANUARY 6, 2020

Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. In this blog post, we’ll discuss why frictionless selling drives great results, and how you can incorporate this new approach into your sales model. Image Source.

B2C 90

B2C Prioritization B2B Sales 90

Nutshell

OCTOBER 21, 2019

Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. We want our teams to be empathetic while dealing with customers and while collaborating with each other. We want our brands and our customer experience to convey empathy. How do you define it?

Marketing 90

Marketing Sales B2B Decision-making 90

Hubspot Sales

JUNE 12, 2018

A long time ago, IBM revolutionized sales with the introduction of BANT. In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople. This used to work well.

Decision-making 92

Decision-making Value Proposition Internet Publishing 92

Apptivo

AUGUST 17, 2022

Even the most successful and motivated salesman needs to be pushed and pumped at times to reach the desired target. Each deal they close is coupled with unanswered calls and emails which are quite frustrating at times. Each deal they close is coupled with unanswered calls and emails which are quite frustrating at times.

Sales 52

Sales Decision-making Communication Innovation 52

Hubspot Sales

APRIL 10, 2018

How are you doing? ". Now, last call, you were telling me about [business problem. The seller who asks the right questions guides the sale and wins the deal. Of course, you’ve got to be good at the fundamental questions to understand the customer’s current situation and the problems they want to solve. Probing Questions.

Meetings 82

Meetings Decision-making Manufacturing Sales 82

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

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. For example, I see a lot of advice recommending what enablers should do. What I don’t see enough of, is advice on how to figure out what to do.

Sales 56

Sales Onboarding Publishing Transportation 56

Showpad

MARCH 19, 2021

Growing up, someone might have won more raffle tickets than anyone else without seeming to try; now they blow their quotas out of the water with ease. Growing up, someone might have won more raffle tickets than anyone else without seeming to try; now they blow their quotas out of the water with ease.

Sales 52

Sales B2B Meetings Management 52

Brooks Group

JUNE 27, 2022

It can be a complex, time-consuming process. When you negotiate sales, each party tries to go for a deal that is in their favor. This means that both the buyer and seller must agree on a certain acceptable amount. Sales negotiation is a critical skill for any sales professional. Negotiation is not easy.

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

Brooks Group

MARCH 27, 2023

But you can easily get distracted by your team’s concerns, asking a lot of questions and talking about the specifics of your offer. But you can easily get distracted by your team’s concerns, asking a lot of questions and talking about the specifics of your offer. For example, Revenue.io

Sales 52

Sales Sales Training Software Software 52

Arpedio

JANUARY 17, 2023

Back to blog. However, that doesn’t mean they can’t be used simultaneously–in fact, they can be very effective when used in tandem. Let’s start with the basics: Cross-selling is when you sell one or more related or supplementary products or services to an already existing customer. Table of Contents. What is Cross-selling?

Profitability 52

Profitability B2B Account Management Decision-making 52

Mike Kunkle

AUGUST 30, 2023

At the same time, a unique set of challenges complicates this mission. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. This has caused some in the profession to almost lobby against being held accountable, citing that there is only so much they can do.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

SBI

MARCH 1, 2020

RICH : Buyers are more informed, smarter in terms of how they purchase, and better at identifying authenticity or hype in a sales process. RICH : Reinforcing sales professionals with a combination of soft skills (to consider the buyer first) and hard skills is incredibly important over the next 12-24 months.

Sales Training 47

Sales Training Sales Investors Digitalization 47