Mike Kunkle

JUNE 12, 2022

People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. Use a business model canvas to explore alternative models and alternative revenue sources. Solving Complex Business Problems. Zoltner on HBR: Match Your Sales Force Structure to Your Business Life Cycle.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

JANUARY 29, 2024

Some insight you get winds up being dated, disjointed, or detrimental to your overall sales acumen. Conduct some research to get a sense of who your prospect is, their role at their company, what their business does, and what their organization is up to. But there's a flip side. Do your homework.

Sales 81

Sales Publishing Software Software 81

Brooks Group

MAY 11, 2022

Successful leaders and superior performers can combat this with well-developed emotional intelligence (EQ) skills, which enable them to work well with a wide variety of people because they can respond effectively to rapidly changing conditions in the business world. Know your customers’ business acumen so you can speak their language.

Emotional Intelligence 52

Emotional Intelligence Supply Chain Sales Training Facilitation 52

Hubspot Sales

JULY 15, 2020

They don't physically interface with decision-makers from the businesses they engage with. Despite the structure surrounding it, the practice still requires critical thinking skills, considerable research acumen, and articulateness — as B2B inside sales reps need to be able to develop and express deep product knowledge.

B2B 81

B2B Construction Digital Transformation Sales 81

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. As you’ll be aware, the road to management is littered with unsuccessful and weak people, who believed they had the capacity and acumen to manage, but found it that step too far.

Sales Management 77

Sales Management Management Sales Decision-making 77

Hubspot Sales

APRIL 18, 2019

Instead of winning games, capture managers win business for your company. A capture manager is an individual who is a resource for a company's sales and business development teams. They have a solid understanding of the prospect's business and goals and they determine a plan to achieve them. Capture Manager. Responsibilities.

Management 67

Management Sales Leadership Communication 67

CMOE

SEPTEMBER 24, 2020

These skills help you understand how your organization succeeds or where it falls short, enables smoother communication across departments, and ultimately drives major business decisions. Even if accounting skills aren’t listed in your job requirements, having knowledge in this area helps demonstrate leadership and initiative.

Finance 98

Finance Profitability Decision-making Leadership 98

Brooks Group

MARCH 21, 2024

Practice Active Curiosity Approach each conversation with a genuine sense of curiosity and a desire to learn about the prospect’s business, challenges, and goals. Recognize and celebrate sales professionals who consistently demonstrate exceptional questioning abilities during customer interactions or sales simulations.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Miller Heiman Group

OCTOBER 7, 2019

Sellers need to display their business acumen and understanding of a client while avoiding a one-sided conversation. This gives sellers an opportunity to demonstrate their knowledge of the company, business acumen and industry knowledge at the highest, most strategic level.

Finance 61

Finance Decision-making Negotiation B2B 61

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales. Demo in bulk.

B2C 119

B2C Transportation Decision-making Logistics 119

Mike Kunkle

NOVEMBER 21, 2023

Yet, only two divisions in the company have performed far above average at new business development – Bill Money’s team, and George’s team, which recently graduated from Modern Sales Foundations and won the last year’s sales contest. It’s clear that a different level of business and industry acumen is required.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Brooks Group

JULY 13, 2022

Payoff can be described as growth potential, profitability, and how much account maintenance is needed to win or keep the business. It doesn’t have to be perfect, it’s more about briefly slowing down to take a strategic look at your account to create a plan to win future business, profitably. Don’t try to do all of this at once.

Energy and Utilities 73

Energy and Utilities Decision-making Sales Training Profitability 73

MTD Sales Training

MAY 4, 2018

Here’s seven of the biggest mistakes salespeople make in trying to win business. Imagine that the client says to you “In one minute, tell me what benefits you can uniquely bring to my business and how much better it will be if we partner up.”. So, tune into your buyers’ imaginations and make the demonstration come alive.

Decision-making 73

Decision-making Sales Training Profitability Sales 73

Account Management Skills

NOVEMBER 7, 2022

And it’s much more about looking for ways to add value to the client, to help them be successful in their role, and to proactively look for ways to bring more ideas, to help them reach their targets and grow their business. And that way, you’ll always be helping the agency expand their business as well.

Account Management 52

Account Management Management Suppliers Meetings 52

Janek Performance Group: Account Planning

MARCH 8, 2022

You could ask business questions that relate to inflation and see how it is impacting their operations. Having a candid dialogue around how inflation is impacting your client’s business is a wise move. First, you are demonstrating you care. Second, you are demonstrating business acumen.

Supply Chain 52

Supply Chain Sales Management Management Meetings 52

CMOE

SEPTEMBER 24, 2020

These skills help you understand how your organization succeeds or where it falls short, enables smoother communication across departments, and ultimately drives major business decisions. Even if accounting skills aren’t listed in your job requirements, having knowledge in this area helps demonstrate leadership and initiative.

Finance 52

Finance Profitability Decision-making Small Business 52

SBI Growth

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. In "Predictions for 2013" by Bersin , enabling managers is a must have: "Today, business leaders want their HR teams to help to drive the business by empowering and enabling managers to operate more effectively." Sales Leadership.

Sales Leadership 124

Sales Leadership Leadership Sales Sales Management 124

Hubspot Sales

DECEMBER 13, 2019

Strategy consultants have a presence in virtually every industry and can give an outside, expert perspective on business challenges. They offer fresh, objective takes on difficult issues and ensure that businesses are considering every angle when it comes to big decisions. A strategy consultant brings an outside perspective.

Decision-making 77

Decision-making Digital Transformation Healthcare Digitalization 77

Miller Heiman Group

MARCH 16, 2020

At this stage of the COVID-19 outbreak, organizations are dealing with two equally important factors—namely, keeping employees and their families safe and business continuity while preserving operations as best as possible. When there is fear, it is the job of the leader to demonstrate compassion, set direction, and get people focused.

Leadership 65

Leadership Decision-making Organization Marketing 65

Mike Kunkle

MAY 11, 2022

I’ve also been involved in larger business transformations which included the sales force, but encompassed reworking strategy, improving market and buyer acumen, adjusting product-market fit, adapting or fine-tuning business models, reworking sales models, developing new GTM plans, planning for disciplined execution of the changes, and more.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Miller Heiman Group

AUGUST 5, 2018

Solution selling used to work because buyers didn’t know how to solve their own business problems. Perspective establishes credibility by engaging buyers as partners in solving complex business problems. It can also take the form of an innovative idea or a piece of content that demonstrates how others have addressed similar obstacles.

Sales Analytics 56

Sales Analytics Sales Innovation Sales Technology 56

Miller Heiman Group

AUGUST 6, 2018

Solution selling used to work because buyers didn’t know how to solve their own business problems. Perspective establishes credibility by engaging buyers as partners in solving complex business problems. It can also take the form of an innovative idea or a piece of content that demonstrates how others have addressed similar obstacles.

Sales Analytics 55

Sales Analytics Innovation Sales Sales Technology 55

Hubspot Sales

AUGUST 4, 2022

That's why many job-seekers find themselves answering something known as business acumen interview questions. Here, we'll take a closer look at the nature of business acumen interview questions, see how to answer them effectively, and go over some example questions and answers. But what does that term mean? How to Answer.

Construction 98

Construction Finance Profitability Organization 98

Brooks Group

DECEMBER 8, 2022

It’s vital to keep realistic expectations in the sales business, but plenty of excellent items and buyers come from the tactic. It lets your business stand apart from the crowd. It allows you to be a trusted advisor with great business acumen. These will demonstrate knowledge and make more sales.

Sales Training 52

Sales Training Value Proposition Banking Internet 52

Hubspot Sales

OCTOBER 6, 2021

However, an independent consultant takes on more of an advisory role — offering insight to guide their clients' business decisions, shape new strategies, inform potential changes, and identify ineffective processes and procedures the company should ditch. You've always wanted to start a business. Be willing to hustle.

Insurance 74

Insurance Decision-making Suppliers Banking 74

MDI Training

JULY 7, 2022

Turbulent camel rides in Dubai, a heated scavenger hunt at the Madrid Palace and an exciting business rally our L&D Consultants Marina Begic, Nicole Altenberger and Alina Helmlinger have experienced quite a bit over the past few months. Business Rally. Digital Business Development Expertin und Senior L&D Consultant.

e-Learning 52

e-Learning Leadership Co-Creation Digitalization 52

SBI Growth

OCTOBER 30, 2013

Business Acumen – intelligence, adaptability, insight generation. This step gives you a demonstration of their capabilities in tasks you’ve designed. Sales aptitude – persuasion, resourcefulness, communication and problem-solving. This will help build team credibility with sales and improve support of your initiatives.

Sales Leadership 110

Sales Leadership Sales Leadership Acquisition 110

Hubspot Sales

MARCH 4, 2019

I enrolled at Harvard Business School after spending a few years in finance. They might build a brilliant product, but they're clueless about how to promote it and demonstrate value to potential buyers. Later, I learned that the way I'd handled this objection demonstrated sales potential. I didn't always want to go into sales.

Sales Training 102

Sales Training Sales Onboarding Sales Management 102

MTD Sales Training

MAY 15, 2020

Imagine that the client says to you “In one minute, tell me what benefits you can uniquely bring to my business and how much better it will be if we partner up.”. So, tune into your buyers’ imaginations and make the demonstration come alive. Both have an impact, particularly in demonstrations. or even worse.

Sales 62

Sales Decision-making Sales Training Profitability 62

SmartKarrot

SEPTEMBER 23, 2021

Identify business needs for growth, productivity improvement as well customer experience improvement opportunities. Possesses robust cross-functional team leadership skills and displays strong business acumen and decision-making abilities.

Customer Success 19

Customer Success Publishing Onboarding Leadership 19

Hubspot Sales

OCTOBER 23, 2017

Maybe one day, you’ll serve their type of buyer, but right now you don’t -- so don’t waste time trying to shoehorn your offering into their business. Qualify for business pain first. The better version would be "Where does this fall on your list of business priorities?" Need: Does the prospect have a business pain you can solve?

Sales 144

Sales Decision-making Stakeholders Value Proposition 144

SmartKarrot

APRIL 30, 2021

Evaluate, optimize current and recommend new strategies to grow client business. Partner with cross-functional leadership to transform and grow the customer success organization and value to meet and expand business needs. Define, drive, and demonstrate Quotient’s value for clients.

Customer Success 10

Customer Success eCommerce Customer Experience Leadership 10

SmartKarrot

JULY 8, 2021

Provide a comprehensive 360-degree view into customers’ experience with Weave’s products and services to the rest of the business. Develop and execute jointly agreed success plans with each customer, underpinned by regular business review meetings, to ensure speed to results against their desired outcomes.

Customer Success 10

Customer Success Leadership Client Relationships Stakeholders 10

Account Management Skills

APRIL 20, 2021

So having a business acumen, being commercially aware, is really, really important. Because she says at the end of the day, the key one is being focused on the client’s business. So it’s a great source of information to understand where their focus for their business is going to be for the coming years.

Account Management 52

Account Management Management Procurement Decision-making 52

Brooks Group

JANUARY 2, 2024

Sales Training Need: Consultative Selling Great salespeople possess business acumen and consultative selling skills that enable them to help prospects identify and solve problems. Focusing on the Right Things – Customer Needs and Wants The art of discovery is at the heart of great sales.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Hubspot Sales

JUNE 22, 2022

Establishing business relationships can be every bit as confusing and frustrating as it is essential. Still, some underlying principles can be applied in the context of almost any kind of business relationship to make the process of establishing one a bit more straightforward. Types of Business Relationships.

Stakeholders 105

Stakeholders Publishing Investors Prioritization 105