Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. 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.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Account Manager Tips

FEBRUARY 28, 2021

What are the top skills companies are looking for and how do you get good at them? A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. Move to the cloud to improve connectivity and integration. Always seeking positive business outcomes.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Mike Kunkle

JULY 2, 2022

How I Define Sales Enablement. It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. Background & Context. Enablement is Booming. Sales technology and tools.

Sales 130

Sales Sales Training Leadership Decision-making 130

Mike Kunkle

NOVEMBER 26, 2022

Here are three of the key reasons we’ve created this course: Businesses are investing heavily in enablement, yet many are struggling to achieve advanced maturity levels and move the needle on the metrics that matter most. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? .

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

OCTOBER 24, 2021

How can you use them as a diagnostic tool to identify gaps to close? How can you use them as a diagnostic tool to identify gaps to close? How can you use sales analytics and strategic objectives to prioritize those gaps? For example, it all starts with Buyer Acumen – or a deep understanding of your buyers and customers.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Account Manager Tips

AUGUST 14, 2022

Business Analysis 9. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Need more help to improve your key account management skills? It's not an easy job, and you need many different skills to do it well. Table Of Contents. Creativity 2. Persuasion 3.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

APRIL 10, 2024

Here’s how sales teams can improve their prospecting efforts. How to Define a Qualified Prospect Before you can begin to think about prospecting and lead generation, you’ve got to understand what a qualified prospect looks like. In sales, it means staying focused. But it’s tough. Here are some to focus on.

Sales 88

Sales Media B2B Publishing 88

Hubspot Sales

JANUARY 31, 2018

Definition of Business Acumen. Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. And how do some reps skyrocket their career growth? The answer is simple: Business acumen. What is Business Acumen?

Emotional Intelligence 110

Emotional Intelligence Decision-making Sales Leadership 110

Hubspot Sales

OCTOBER 9, 2023

But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt. 5 Business Insights That Take Sales Conversations to the Next Level 1.

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

Hubspot Sales

JUNE 16, 2020

First, let’s discuss ways sales reps can improve their individual performance. How to Improve Your Sales Performance. Improve your business acumen with an emphasis on your vertical market. You can take small steps to improve your business acumen each day. What is sales performance?

Sales 117

Sales Sales Management Negotiation Meetings 117

Account Management Skills

FEBRUARY 22, 2024

But I think the agency business model and how account managers are set up in their roles needs an overhaul before the finger is pointed at their lack of skill/abilities. There’s often a mismatch in expectations.

Account Management 52

Account Management Management Client Development Account Growth 52

Nutshell

APRIL 13, 2020

John has helped mega-companies like Salesforce, Box, and LinkedIn drive results with proven techniques for filling the funnel and improving tactics throughout the sales cycle. John shared a lot of tips on how to actually put this into practice, starting with what he called his “personal guidelines to success.” Work Hard and Smart.

Decision-making 133

Decision-making Construction Sales Publishing 133

Hubspot Sales

DECEMBER 16, 2020

Anyone who has the passion, business acumen, creativity, and critical thinking skills necessary to found and operate a business of their own can take on the challenges and responsibilities that come with entrepreneurship. Kaur and Hurley provide a prime example of how entrepreneurship can be an instrument of industry change.

Innovation 140

Innovation eCommerce Software Software 140

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. Only 23% of successful teams (vs.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Hubspot Sales

MARCH 22, 2021

How can you up your sales game by learning how to tell value-based stories? When you prepare with purposefully crafted value-based stories, you can quickly pique the interest of busy executives and get them listening for solutions that could bring similar value to their problem. What are value-based stories? Do your homework.

Shareholders 128

Shareholders Value Proposition Decision-making Communication 128

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. Developing business/financial acumen. Deepening customer/buying acumen and domain expertise. Supporting strategic business objectives and tactical plans.

Sales 130

Sales Onboarding Leadership Sales Training 130

The Center for Sales Strategy

OCTOBER 8, 2019

Many clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business. In order to do that effectively, we teach salespeople how to think like a business owner. There are endless amounts of podcasts out there on business development and new ones being released daily.

Marketing 80

Marketing Sales 80

Openview

JANUARY 24, 2019

“We all have blind spots – those areas for improvement and growth. How well are you coaching your sales team to invest in their heart? The one thing they can bring to the business table is their heart. “Who knows, you may be that close. Blind spots, we all have them and they have the potential to be damaging.

Value Proposition 94

Value Proposition Sales Leadership Decision-making 94

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. This is a post I never wanted to write. In some cases, it wasn’t the first time that they had to act.

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

MTD Sales Training

NOVEMBER 27, 2017

So, what should a business development manager (BDM) develop as habits, the normal way of behaving? They are always looking at how they can find out more about their competitors or their prospects. Leverage Your Business Intelligence. This behaviour becomes the norm for us and we see it as such; a normal way of doing things.

Management 106

Management Emotional Intelligence Profitability Sales Training 106

Hubspot Sales

AUGUST 28, 2019

It's also smart to speak about the consequences for your reps and the business if they don't move deals forward. It's also smart to speak about the consequences for your reps and the business if they don't move deals forward. How long does it take for your customers to extract value from your product? Let's face it. One quarter?

Sales 141

Sales Sales Leadership Leadership Meetings 141

Hubspot Sales

MARCH 18, 2019

But how do you protect those customers from the competitors who are no doubt courting them? How to know whether your company needs a key account management strategy. How to know whether your company needs a key account management strategy. How to identify key accounts. How to write a key account management plan.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

Arpedio

FEBRUARY 23, 2024

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. By optimizing sales operations, organizations can increase sales productivity, enhance pipeline management , and improve overall sales effectiveness.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Hubspot Sales

MAY 3, 2021

Here, we'll go over those two concepts, see how they differ, explore how one informs the other, get a feel for why each is so important, and review how you can implement one of your own. Ultimately, it's a series of steps made by a business for that business. Reps need structure and consistency.

Sales 128

Sales Construction B2B Organization 128

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. Provide correct contact information to project administrator.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

SEPTEMBER 8, 2020

It’s every salesperson's nightmare — you start a new job, and right off the bat, you're excited to close some business! You are so excited to get some business that your lips throb, but things don't according to plan. By the fourth week, you are starting to slide a bit because others are starting to close business.

Sales 127

Sales Construction Management Organization 127

Mike Kunkle

NOVEMBER 30, 2018

I had more business than I could handle personally and was currently working with a very large, enviable client. I had more business than I could handle personally and was currently working with a very large, enviable client. Business acumen (grossly under-taught in most sales curricula today). Fair question.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

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

ACT

AUGUST 4, 2023

Few things are as exhilarating as starting a new business. Whether you want to diversify your income with a side hustle or leave a lasting impact, starting your own business is an enticing path forward. And with more than 465,000 new business applications filed in June alone, be prepared to face fierce competition.

Insurance 52

Insurance Small Business Investors Finance 52

Brooks Group

JULY 13, 2022

Every salesperson has heard the phrase “value-based selling”, but other than being told to provide value when selling, there is little direction and instruction on how to do it, or what qualifies as value. . How does that challenge impact their goals and objectives? How does that challenge impact their goals and objectives?

Energy and Utilities 74

Energy and Utilities Decision-making Sales Training Profitability 74

Showpad

JUNE 15, 2021

These changes dramatically impacted the way companies do business and changed what’s needed to thrive as a seller in this day and age. Modern selling requires creativity, business acumen and the ability to translate complex ideas in a simple way. So how will the martech stack of the future evolve? The fourth pillar.

CRM 98

CRM B2B Marketing Sales Leadership 98

SBI Growth

JANUARY 12, 2014

It quickly became crystal clear how important Sales Ops was to this EVP. Download our Sales Ops Clout Assessment to gauge how much influence you have. Clout Builder #2 – Business Acumen. Once you have the data, how will you apply it? Business acumen is essential to the sales ops leader and their team.

Finance 102

Finance Decision-making Sales Marketing 102

Hubspot Sales

OCTOBER 19, 2020

While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. How should an organization approach sales coaching to achieve these outcomes? Collaborative.

Construction 131

Construction Sales Sales Training Communication 131

Hubspot Sales

DECEMBER 7, 2020

The process of coordinating and carrying out that kind of cooperation is known as partner enablement — a way to tap and train businesses beyond yours to sell your product or service on their own. Different partners will have varying degrees of sales acumen and technical knowledge. Partner enablement can be a complicated game.

Sales 94

Sales Onboarding Construction Organization 94

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)?

Sales 52

Sales Onboarding Communication Negotiation 52

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. Set a goal.

B2C 120

B2C Transportation Decision-making Logistics 120