Mike Kunkle

NOVEMBER 21, 2023

Training and Education: Training programs for staff on system operation, maintenance, and best practices for air quality management. Air Quality Testing and Monitoring: Comprehensive testing and monitoring services to verify and maintain indoor air quality standards.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Zendesk

JUNE 28, 2022

While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.

Sales Training 52

Sales Training B2B Sales Profitability 52

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Brooks Group

APRIL 23, 2024

As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Brooks Group

FEBRUARY 28, 2023

Sales team management software is being used widely by many companies to boost their revenues. What Is Sales Management? A sales management process involves working together towards a common goal to increase profit and revenue targets by implementing strategies to help the sales team hit set targets.

Software 52

Software Software Management Sales 52

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Senior decision maker titles also vary by industry. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.

Organization 84

Organization Account Management Sales Sales Training 84

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Resources: The inevitable change: Post-COVID-19 Sales Roles.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. What causes your throat to clench?

Sales Management 52

Sales Management Management Sales Leadership 52

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? Key accounts are the 20% of accounts that generate 80% of your company revenue.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. Welcome to Episode 53. Why you need to raise your prices and how to do it.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Arpedio

FEBRUARY 14, 2024

To stay ahead of the competition, it is essential to have a well-defined sales strategy , optimized sales tactics , and a sales team that is aligned with the business goals. On the other hand, sales effectiveness focuses on the strategies and tactics employed to maximize sales performance and optimize the sales process.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. Compared to B2B sales, B2C sales are usually more spontaneous and generate a lower profit per sale.

B2C 98

B2C Sales CRM Profitability 98

Brooks Group

MARCH 27, 2023

Understanding Sales Operations A company’s operations team is responsible for everything from managing leads, selling strategy, and territory planning. This post is an acting guide on efficient sales operations team structure! How Do Sales Operations Work? So, does your business require both?

Sales 52

Sales Advertising Sales Training Profitability 52

Apptivo

JULY 4, 2023

10 Sales KPIs 1.1 Monthly Sales growth 1.4 Sales pipeline 1.8 Sales cycle length 1.9 Sales closed-won vs closed-lost opportunities 1.10 But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. New leads 1.2

Sales 52

Sales Profitability Sales Management Sales Training 52

Hubspot Sales

AUGUST 30, 2023

This means AI will have a significant impact on the sales industry as well. Here are the top 11 AI predictions in sales that you should keep your eyes on. AI recognizes facial impressions and drives emotion-based decisions The market size for facial recognition software was valued at USD 4.35

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Brooks Group

JULY 13, 2022

They sometimes have nothing to do with your product or service at all, making them less obvious to identify. . Payoff can be described as growth potential, profitability, and how much account maintenance is needed to win or keep the business. Tip #3: Utilize a Clear and Organized Account Management Approach.

Energy and Utilities 74

Energy and Utilities Decision-making Sales Training Profitability 74

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. FREE DOWNLOAD Why is sales productivity important?

CRM 71

CRM Sales Software Software 71

MTD Sales Training

JANUARY 14, 2020

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. Naturally, this would involve making the arrangements to prove the value of your services through an initial meetup. How does it make you feel?

Value Proposition 75

Value Proposition Decision-making Sales Training Profitability 75

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Business acumen (grossly under-taught in most sales curricula today). Relationship selling (not dead by any means; people make decisions emotionally). A Performance & Outcome-Focused Approach, Yes.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Do they want to make more profit is they are selling on? Managing Director.

Negotiation 84

Negotiation Sales Profitability Decision-making 84

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

MTD Sales Training

NOVEMBER 2, 2018

And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. And it’s necessary for you to know how quickly that decision is made. Increasing productivity?

Value Proposition 87

Value Proposition Decision-making Sales Training Profitability 87

Brooks Group

FEBRUARY 28, 2023

Sales Cycle Time Sales cycle time refers to when you first contact a prospect until they make their purchase decision. This measurement helps you identify which areas need improvement to optimize your sales process and shorten the overall cycle. Setting sales goals for your business is vital to ensure its success.

Sales 52

Sales e-Learning Profitability Acquisition 52

MTD Sales Training

FEBRUARY 11, 2019

Backing up a little bit in the sales process , you may want to establish what criteria the customer is going to use in order to make a decision. What’s most important to him in making his decision? How will she know that she has made the right decision? Managing Director. Happy Selling! Sean McPheat.

Decision-making 79

Decision-making Sales Training Profitability Sales 79

MTD Sales Training

AUGUST 22, 2018

Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Their answer to this simple question with give you information as to their decision-making criteria. Happy Selling!

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

NOVEMBER 27, 2018

So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company. Here are some ways to check out why this regretful decision has been made: 1) Talk to your customer to find out the truth about what happened.

Sales Training 80

Sales Training Decision-making Profitability Management 80

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Let’s look at the elements that make up the sales velocity definition.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 138

Sales Training Sales Decision-making Communication 138

MTD Sales Training

FEBRUARY 4, 2019

How often have you then been disappointed that the sales didn’t materialise, especially after you had been convinced the customer bought into your solution and said all the right things while you were making your presentation? Will they be more profitable? Interest is transitory until they make the decision.

Decision-making 53

Decision-making Sales Training Profitability Meetings 53

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Why is Sales Negotiation Important? Negotiation is not easy.

Negotiation 85

Negotiation Emotional Intelligence Sales Profitability 85

MTD Sales Training

DECEMBER 5, 2018

Value may be decided by how it makes the buyer feel. Many scientists believe we actually make most of our decisions based on emotional connection to it, and then justify it afterwards with logic. Because your judgement of ‘value’ would be decided by a different criteria (in this case, how it would make you feel).

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

JANUARY 21, 2019

This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. How can you make sure this visit is productive and fruitful? You’re making it clear what you would like to achieve and setting the scene for further discussions.

Meetings 64

Meetings Decision-making Sales Training Profitability 64