Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

AUGUST 29, 2023

For example, regarding technology and gadgets, smartphones and laptops/PCs have the highest purchase intention (34% and 25%, respectively). Not only does it help with sales enablement, but it also helps craft better buyer journeys. It helps you effectively engage and convert your audience into loyal customers.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

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

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

Red Star Kim

FEBRUARY 21, 2024

The use of incisive questions can help you build your personal power. But there are many other types of questions that are used for different purposes – for example: Alternative option questions – These are a type of closed question – they offer more than one option. For example: “Do you prefer option A or option B?”.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . In addition to identifying key challenges, account planning helps establish sales leaders as trusted advisors to their customers. What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 84

Organization Account Management Sales Sales Training 84

Nutshell

FEBRUARY 20, 2024

That’s the idea behind inbound marketing—an essential marketing strategy for today’s businesses. 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. Inbound and outbound marketing can work together to create a holistic strategy.

Marketing 77

Marketing e-Learning Media CRM 77

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

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.

Sales 200

Sales Leadership Transportation Sales Training 200

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). It provides an overview of the Managing Brands workbook which was written by Kiran Kapur | Cambridge Marketing College. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

APRIL 11, 2023

Efficiency vs effectiveness of pitches Whilst much of the emphasis for pitch professionals and teams is to improve the efficiency of the pitching and tendering process, there needs to be equal attention on the effectiveness. Assess changing buyer trends We reviewed various research results about the shift in buyer expectations.

Government 130

Government Innovation Meetings Finance 130

Nutshell

FEBRUARY 20, 2024

In fact, one of the most effective ways to generate leads is through a landing page. So, what is a landing page, and how do you incorporate it into your overall marketing strategy? For example, you could create a landing page to announce a special event and include a CTA for the audience to purchase a ticket.

Marketing 71

Marketing CRM e-Learning Media 71

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

CRM 71

CRM Software Software Communication 71

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. 5 Business Insights That Take Sales Conversations to the Next Level 1. 5 Business Insights That Take Sales Conversations to the Next Level 1.

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. Read on to learn more about the next-action approach to sales.

CRM 62

CRM Sales Prioritization Decision-making 62

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Red Star Kim

SEPTEMBER 29, 2023

Build personal brand We did some exercises on identifying words that encapsulate our personal branding. Some observed that as the pace of change continued relentlessly, we all needed to be constantly updating our knowledge and skills.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

ProlifIQ

APRIL 12, 2024

Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. You can build custom reports and dashboards filtered by Amount Type to showcase the metrics most important to your business.

CRM 52

CRM Prioritization Profitability Business Growth 52

Nutshell

APRIL 26, 2023

Many businesses manage customer relationships through a CRM system, which is software that provides an overview of customer relationships and tools for moving leads down the sales funnel. CRM systems compile customer data from across multiple channels, allowing businesses to track leads and close more sales.

Marketing 171

Marketing CRM e-Learning Software 171

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. Effective lead management requires a strategic approach and a deep understanding of your target audience’s needs and preferences. What is a CRM? Let’s start with the basics.

CRM 52

CRM Management Prioritization Communication 52

Nutshell

SEPTEMBER 5, 2023

So, what should you include in your tech stack to set your business up for success? Why should you build a tech stack for your IT business? Your tech stack can include marketing tools, sales platforms, analytics and data software, employee management tools, and more. Why should you build a tech stack for your IT business?

Software 62

Software Software CRM Communication 62

PandaDoc

APRIL 23, 2024

In the world of sales, understanding how to implement an effective pipeline management strategy is paramount. From the initial stages of customer contacts to the final closure of a sales deal, we’ll elaborate on every step to help you and your salespeople stay more productive in handling the ebb and flow of the sales process.

Management 52

Management CRM e-Learning Sales 52

Arpedio

JANUARY 3, 2024

When it comes to customer acquisition and growth , businesses have two primary sales strategies at their disposal: inbound sales and outbound sales. Inbound sales involves drawing potential customers in through targeted marketing campaigns and personalized interactions, with a focus on building long-term relationships.

Acquisition 52

Acquisition Sales Media Decision-making 52

QYMATIX

MARCH 26, 2024

Although the market is highly competitive, there are innovative strategies that companies can use to capture markets and retain customers for the long term. Companies can develop targeted marketing campaigns and build customer loyalty by leveraging customer data.

Management 52

Management Artificial Intelligence CRM Software 52

Hubspot Sales

DECEMBER 11, 2023

However, questions about effectiveness remain. Sales is a famously extroverted job. Many virtual training programs include both elements for self-paced learning and coaching that take place when you’re being trained by a sales manager. Almost every synchronous session will include time for questions. Be prepared.

Brainstorming 95

Brainstorming Onboarding Internet Communication 95

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. Below, we outline each step and provide examples. Selling services online means reaching a wider audience compared to selling services at a brick-and-mortar location, but marketing to everyone will not help you get the customers you need to drive sales.

Media 117

Media e-Learning Onboarding Marketing 117

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. No longer are they just selling products or services—they’re building relationships and selling a great customer experience. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

OnStrategyHQ

DECEMBER 20, 2023

A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Part of that journey is the strategy built during strategic planning, and part of it is execution during the strategic management process.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% Here’s an example.

Sales 87

Sales Marketing B2B Digitalization 87