Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. It’s hindering your chance of success. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. In this article, I’ll explore how these components intersect and show how their integration can transform your business. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But it’s tough. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

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. There’s guidance on how to test people so that new knowledge is embedded and old habits broken.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. How do you stand out from your peers? It was interesting to compare these lists with responses to “How do you think M&BD is perceived at your firm?”.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 97

Sales Sales Training B2B Organization 97

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. The marketing funnel is also known as the sales funnel. It is divided into several stages, each representing a different level of customer engagement.

Decision-making 195

Decision-making Software Software Retail 195

Sales Gravy

JANUARY 8, 2024

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships.

Innovation 75

Innovation Client Relationships Digitalization Sales 75

Red Star Kim

DECEMBER 5, 2023

Proactive marketing and business development executives – CRM, internal engagement and career insights. What CRM/systems would people recommend? There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Brooks Group

OCTOBER 2, 2023

There’s a good chance you’re in planning mode for your annual sales kickoff. Organizations sink huge amounts of time and money into this annual event aimed at aligning teams to boost sales performance in the upcoming year. But are you getting the value and improving sales performance enough to justify your investment?

Meetings 52

Meetings Sales Training Sales Leadership 52

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Flevy

JANUARY 17, 2024

Digital Transformation has evolved to become an overarching strategic process , reshaping how organizations leverage technology, processes, and people to fundamentally transform both operations and go-to-market strategies. . * * * * Digital Transformation has ceased to be a mere option and has become a necessity.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Mike Kunkle

JUNE 12, 2022

In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Engage your employees. Sales Force Structure.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

MAY 25, 2023

In short, if you’re not active on LinkedIn, you’re missing a huge opportunity to grow your business. The question is — how do you know if your posts are resonating with your target audience? Or, how do you perform against others in your industry and network? How does this translate to sales specifically?

Decision-making 88

Decision-making Publishing Leadership Media 88

Mike Kunkle

AUGUST 27, 2019

In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales. Sales onboarding for new sales reps and new or promoted sales managers.

Sales 130

Sales Onboarding Leadership Sales Training 130

Mike Kunkle

MAY 11, 2022

Sales Transformation. It’s a term that means different things to different people. In my experience, the potential for improvement in most sales organizations is significant. In my experience, the potential for improvement in most sales organizations is significant. Sales Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Account Manager Tips

OCTOBER 11, 2021

But you can quickly improve with a little work and reflection. You need to take charge, make decisions and set goals for your customers so they can achieve success. Do this instead: Plan your week around your priorities. Account plans are help you define your key account strategy. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Account Manager Tips

JULY 22, 2022

If you think your job is harder than it should be. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. Table of Contents. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. Indeed, for as long as there have been salespeople, there have been efforts by those same people to escape the stigma that the title seems to convey. It’s not easy to hide in plain sight.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. 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.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. 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. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 117

B2C Transportation Decision-making Logistics 117

Zendesk

OCTOBER 20, 2023

Your business is only as successful as your customers are. Customer success plans can boost customer satisfaction , improve customer retention , lead to future sales, create brand advocates , and increase customer lifetime value (CLV) for your business. Identify sales opportunities via cross-selling and upselling.

Customer Success 52

Customer Success Onboarding Software Software 52

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. Today we are learning more about Dave Frechette, a Senior Vice President of Sales at Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73