Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Training webinars. Table of Contents How can Sales and Marketing collaborate?

Marketing 106

Marketing Sales Decision-making Prioritization 106

Brooks Group

MAY 9, 2024

In a recent webinar, Sales Questioning Skills That Win More Deals , The Brooks Group Director of Sales Effectiveness Corey McKizzie and I shared the most effective sales questioning approaches for better sales discovery. Is your sales team leaving opportunities on the table because of poor questioning? But it’s a highly effective tactic.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Hubspot Sales

AUGUST 11, 2020

Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. Best for: Internal team communication.

Software 143

Software Software Meetings Decision-making 143

Strategic Account Management Association

SEPTEMBER 22, 2020

8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Mike Kunkle

MARCH 31, 2023

Competencies also include traits like curiosity, empathy, drive, and resilience, as well as skills like communication skills (especially questioning skills), relationship building, problem-solving ability, which is not illustrated in the example in the above chart. These organizations are just combining them.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Insightly

JANUARY 4, 2024

Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. Insightly partnered with RevGenius to host a webinar with Mallory Lee VP of Operations at Nylas and Ping Del Giudice , a revenue leader and former VP of Revenue Operations at Leapsome. The moderator was Insightly CMO Chip House.

CRM 52

CRM Sales Decision-making Customer Experience 52

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Key Resources to Guide Your Organization’s Success.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

SuperOffice

JUNE 14, 2022

To do prospecting, you need a communication channel and prospects’ contact information. You may go after a specific type of organization, say, a startup with over 50 employees. Then, you need to talk to a specific person in the organization – a VP, CRO, etc. Determine your ideal customer company.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Zoltner on HBR: 4 Things Sales Organizations Must Do to Adapt to the Crisis. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Decision-making Advertising 155

Arpedio

NOVEMBER 6, 2023

Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically. This data-driven approach allows sales and marketing teams to make informed decisions and tailor their efforts more effectively. Try ARPEDIO's Account-Based Selling Platform!

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives. TAS offers a roadmap for sales teams to cut through the noise, forge meaningful connections, and ultimately win lucrative deals.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

FEBRUARY 14, 2024

In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. By understanding and implementing these factors, organizations can improve their sales performance, drive revenue growth, and gain a competitive edge in the market.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Envisio

NOVEMBER 1, 2023

Envisio helps public sector leaders to drive better community outcomes through the delivery and transparent communication of their most important plans. Today, we are delighted to announce the launch of Envisio Projects – a suite of project management tools to help manage, deliver, and communicate Capital Improvement Plans (CIP).

Management 52

Management Government Stakeholders Decision-making 52

Red Star Kim

MARCH 16, 2023

This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture. Internal communication – Why, how and what (kimtasso.com). And a key theme is on culture change. They need to be focused.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Nutshell

AUGUST 28, 2023

The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process? Qualifying The qualifying stage marks the first time your reps make direct contact with a lead.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Red Star Kim

JUNE 7, 2023

Competitor strategies had to be inferred from the wide range of publicly-communicated content. times more likely to be in the top quartile of healthy and high-performing organizations”. However, the business rebranded its £13 billion digital communications arm (30 global agency brands) in Spring 2022 from Interactive to Song.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Nutshell

MARCH 15, 2024

This includes getting to know the prospect, their organization, role, wants, needs, and pain points. Be sure to avoid diving in with a hard sell each time you communicate with your prospective customers. It’s also great for separating prospects who are just kicking tires from those who are closer to making a decision and taking action.

CRM 71

CRM Software Software Communication 71

Miller Heiman Group

MAY 12, 2020

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Survey the sales landscape in your organization.

Sales 75

Sales Decision-making Finance Organization 75

Arpedio

FEBRUARY 15, 2024

From attracting prospects to nurturing leads and guiding them towards a purchasing decision, pre-sales serves as the backbone of a successful sales process, laying the foundation for meaningful relationships and sustainable growth.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Planview

MARCH 28, 2023

Although these two tools can have a beautifully synergistic relationship, many organizations use them independently. Organizations can use OKRs to set and measure progress toward their goals, and they can use roadmaps to communicate the work involved in achieving their big initiatives. How Do OKRs and Roadmaps Work Together?

Prioritization 52

Prioritization Facilitation Communication Decision-making 52

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. Many sales managers are bogged down by non-coaching tasks: Reporting numbers, attending unnecessary meetings, and making their own sales. Even your top performers can lose focus during the summer. Plan a sales contest.

Sales 121

Sales Brainstorming Decision-making Communication 121

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.).

Sales 130

Sales Onboarding Leadership Sales Training 130

CMOE

JUNE 21, 2021

Supervising can be extremely rewarding but also challenging—there are varying personalities, communication styles, skill sets, and roadblocks to manage, all while trying to maintain high-quality output. Supervisors are the linchpin that keeps team members—key contributors of an organization—on track. Communication. Recognition.

Onboarding 98

Onboarding Leadership Emotional Intelligence Communication 98

Zendesk

FEBRUARY 21, 2024

In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. Inside sales is the process of selling remotely over various communication channels, like phone , email , messaging , or social media. What do outside sales reps do?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Brooks Group

MARCH 6, 2023

The best programs are the ones tailored to your organization and sales force. In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Insightly

JANUARY 2, 2024

Review a webinar where sales leaders talk about ways to improve ROI from CRM. Revenue growth A CRM cannot make cold calls for you. Lead management , workflow automation , and assignment rules make sales reps more productive and less distracted. A CRM creates structure and makes it easier to identify and prevent bad data.

CRM 52

CRM Co-Creation Onboarding Decision-making 52

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 141

Sales Decision-making Software Software 141

Planview

NOVEMBER 9, 2022

Disruptions to effective product development are constant but don’t need to be detrimental to an organization’s ability to deliver innovation with speed and maintain a healthy ROI. Suppose organizations make adaptability a cornerstone of their product development strategy and overall culture.

Supply Chain 52

Supply Chain Innovation Prioritization Digitalization 52

Agile CRM

NOVEMBER 30, 2022

A sort of online conference called video conferencing enables participants to communicate with one another using webcams, VoIP, or SIP phones. For remote team meetings, customer support, webinars, and other purposes, video conferencing is an option. Enhance communication. Helps build relationships. Increases productivity.

Software 52

Software Software Internet Meetings 52

Mike Kunkle

JULY 2, 2022

The goal of enablement is to support sellers in supporting their buyers and customers, to help them facilitate buying decisions, improve the buying experience, and as a result, improve sales performance. How confusing can we make it?). Exit criteria per decision-maker per stage. Sales organization structure.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

APRIL 10, 2020

For your customers, that means there is a new expectation that they should be taken care of on a human level, not just as a means to make quota. Inbound organizations successfully use their customer data and a more human approach to gain customers. Sales teams supported by an organization revolving around the customer perform better.".

CRM 131

CRM Communication Decision-making Internet 131

Envisio

MARCH 8, 2023

Every year, we celebrate some of the inspirational women we work with in public service who are driving positive change in their organizations by championing greater organizational trust and transparency, higher performance, and better service for their communities. My passion for making data accessible to diverse stakeholders!

Government 52

Government Decision-making Leadership Stakeholders 52

Arpedio

DECEMBER 20, 2023

The criteria for qualifying leads as SQLs can vary but typically includes factors such as their level of engagement, budget, and timeline for making a purchase. Additionally, by nurturing SQLs through targeted communications and content, you can better position your brand and drive sales.

Sales 52

Sales Prioritization Decision-making Communication 52

Miller Heiman Group

SEPTEMBER 12, 2019

Consumers use a variety of tools, from social media to web search, to research and make purchases; some even allow their in-home digital assistant or internet-connected appliance to shop for them. Register for the Webinar. Focusing on decision-makers who are risk takers. Superior communication skills and interactions.

B2C 57

B2C Sales Decision-making Government 57

Nutshell

MARCH 19, 2024

When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. These techniques could differ vastly from one rep to the next, making managing interactions and buyer journeys tricky.

CRM 71

CRM Sales Software Software 71