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

Holden Advisors

OCTOBER 21, 2021

Tough” isn't quite the right word – how about brutal? Word is that Welch had to buckle a bit on price to start the process, but the partnership has been a windfall for both companies. Sellers need enough confidence and willingness to lose the business to get a profitable deal. Yes, there is.

Negotiation 195

Negotiation Suppliers Profitability Government 195

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Very often, in life and business, we participate in what I call “the influence business.” Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

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. Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

NOVEMBER 8, 2023

Transitioning into a leadership role requires a whole new set of skills and strategies. If you can refine your process and strategy and present that to your team from the beginning — you're sure to start off on the right foot. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

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

PandaDoc

APRIL 3, 2023

Increased revenue Improving your sales and management teams can increase revenue for your company by helping everybody to make more thoughtful work choices. Improve productivity Increasing your sales team’s confidence to take independent actions can result in greater productivity. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Sales 98

Planview

FEBRUARY 14, 2024

In the fast-paced world of business today, one thing is clear: leaders want results, and they want them fast. This drive for efficiency and effectiveness is the foundation of modern business strategy. In a world where speed is critical, businesses are often left wondering why they can’t get things out the door faster.

Management 64

Management Organization Stakeholders Onboarding 64

Mike Kunkle

AUGUST 27, 2019

Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Management and leadership development. Developing business/financial acumen. Supporting strategic business objectives and tactical plans.

Sales 130

Sales Onboarding Leadership Sales Training 130

Hubspot Sales

NOVEMBER 28, 2023

So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. You can showcase value by Providing demos.

Negotiation 104

Negotiation Sales Leadership CRM 104

Upland

JANUARY 26, 2023

We are a more connected, virtual, and tech savvy business world than ever before. However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. Today, the horizon of B2B selling looks different than it did even just a few years ago. What is Account-Based Selling?

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Insightly

APRIL 10, 2024

As you’re out and about, you may want to use that time to improve your go-to-market knowledge and stay up to date on the latest trends. This season, take Closing Time with you. Closing Time is the podcast and YouTube Show designed for go-to-market leaders. These are questions CSOs ask themselves all the time.

Marketing 52

Marketing Healthcare CRM Media 52

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. How to Improve Sales Enablement for Your Team.

Sales 131

Sales Leadership Sales Management Decision-making 131

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least. That, right there, is emotional resilience in action.

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Account Manager Tips

SEPTEMBER 15, 2022

The client is not always right. And when they are wrong, for the sake of peace and customer retention, we say sorry. Even though I may not want a new job right now, I like to know what the market is looking for. And it felt overwhelming to start, and time consuming to continue. Table of Contents. Learn more.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

OnStrategyHQ

JANUARY 31, 2024

From supply chain optimization to Large Language Models and predictive analytics development, AI offers new ways for organizations and businesses to gain a competitive edge, improve efficiency, and change how they create value. But what is AI transformation, and why do you need a strategy?

Artificial Intelligence 52

Artificial Intelligence Brainstorming Supply Chain Government 52

Brooks Group

OCTOBER 25, 2023

Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors. The past few years have seen these challenges intensify as the business environment becomes more complex and dynamic.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. The result?

Marketing 106

Marketing Sales Decision-making Prioritization 106

Account Manager Tips

SEPTEMBER 7, 2022

If you're smart, you'll start building your personal brand now. Even though I may not want a new job right now, I like to know what the market is looking for. And it felt overwhelming to start, and time consuming to continue. Why I started to build my personal brand I hit a career roadblock in 2017.

Key Account Management 130

Key Account Management Account Management Management Media 130

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. Improving your team’s skill set is a largely objective process. By evaluating current performance metrics and comparing them to a successful end state, you can diagnose what areas need improvement and act accordingly.

Sales 136

Sales Leadership Communication Meetings 136

Zendesk

OCTOBER 20, 2023

The right customer service plan is like the Infinity Gauntlet in the Marvel Universe. The plan gives your business a blueprint to achieve your customer service goals. Delivering excellent customer service can drive revenue, increase customer retention , stimulate business growth, and improve customer satisfaction.

B2C 52

B2C Customer Experience B2B Software 52

ClearPoint Strategy

FEBRUARY 11, 2022

’ This is the dreaded question we hear so many times a day, in a work culture filled with meetings. After all, a key part of a successful strategy implementation process is getting everyone “rowing in the same direction.” Defining The Process. What are you doing to improve your performance?

Meetings 98

Meetings Decision-making Leadership Facilitation 98

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Transparency and involvement from company leadership.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

Help Scout

SEPTEMBER 14, 2021

With access to fewer resources and generally leaner teams, small businesses need to be more creative and tactful in their approach to customer service. Armed with those insights and learnings, you should be able to get started on — or refine — your own customer service program to start delivering consistently exceptional support.

Small Business 127

Small Business Energy and Utilities Decision-making Leadership 127

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. A customer journey map frames customer behavior as a story, providing a visual overview of the experiences consumers go through when interacting with a company. A customer journey map can help businesses get clued in.

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

KAM With Passion

FEBRUARY 22, 2021

True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

ClearPoint Strategy

JUNE 9, 2021

Many organizations have failed at trying to get everyone on the same page and agree to the details of a plan—more often than not, their efforts proved to be both ineffective and time consuming. In this article, we’ll explain it all (and share some SWOT analysis examples to boot) from start to finish. Something had to be done.

Finance 98

Finance Leadership Organization Decision-making 98

Hubspot Sales

JUNE 16, 2020

Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstances and competitive situations. First, let’s discuss ways sales reps can improve their individual performance. Start with the right mindset.

Sales 117

Sales Sales Management Negotiation Meetings 117

OnStrategyHQ

APRIL 25, 2024

AI is crucial for driving innovation and improving operational efficiency in today’s business environment. Introduction to AI guiding principles and responsible AI. Welcome to the journey of defining responsible AI within your organization! Play AI Guiding Principles Transcript “Hey, everybody, thanks for tuning in.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Planview

MAY 26, 2023

The big idea associated with this blog series is improving your odds of making a transformation stick. The core implementation leadership, including the portfolio sponsor, PMO leader, and change manager, managed the communication plan deliverables. You’ll see why change doesn’t happen overnight.

Organization 52

Organization Stakeholders Communication Logistics 52

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Having the right certification can put you at the top of the list for potential clients. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs.

Negotiation 78

Negotiation Leadership CRM Insurance 78

Arpedio

MARCH 18, 2024

Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth. It lays the groundwork for sales pitches that resonate with the real needs and structures of businesses, thus ensuring that marketing efforts hit the mark every single time.

B2B 52

B2B Stakeholders Sales Decision-making 52

Help Scout

APRIL 29, 2021

It develops organically in response to the decisions, behaviors, and policies of the people in the business. Some businesses have a primarily profit-driven culture, and others have a growth-driven culture. It shapes the whole attitude of the company, and over time that will lead to different decisions and different long-term outcomes.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

Insightly

AUGUST 14, 2023

It is a critical process in creating efficiency in your marketing and sales organizations, and in optimizing both inbound and outbound demand generation in companies of all sizes. Why is lead disposition important? Why is lead disposition important? They can tell if a lead is qualified, unqualified, or in need of additional nurture.

CRM 52

CRM Decision-making Advertising Prioritization 52

Zendesk

JULY 19, 2022

To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement. To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement.

Decision-making 98

Decision-making Remote Working Organization Customer Experience 98

Zendesk

JULY 19, 2022

To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement. To create a happy workforce, senior leadership needs to talk to team members to understand their unique employee experience and identify areas of improvement.

Decision-making 98

Decision-making Remote Working Organization Customer Experience 98

Zendesk

OCTOBER 4, 2021

As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. Although the path to sales management may seem daunting, you can succeed in this role with the right attitude and skill set. You begin to wonder, Do I have what it takes?

Sales Management 98

Sales Management Management Sales Leadership 98