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

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. Therefore, enablement is hard work. This remains true.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

The Center for Sales Strategy

APRIL 24, 2024

Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. After all, the value is not simply in seeing how much activity we have but in understanding the trends within that data to help salespeople improve. But if all we do is capture the data and not study the data, what's the point?

Sales 102

Sales CRM Management 102

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 quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work.

Sales 130

Sales Sales Training Leadership Decision-making 130

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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. It’s a critical component that I’m surprised is left out of other enablement conversations. Without this, there is only so much that enablement can accomplish.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Negotiation Organization 356

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. Top-performing strategic account managers get this. What’s standing in your way? They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within.

Prioritization 52

Prioritization Sales Management Management Sales 52

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing is available upon request.

Software 85

Software Software Sales Remote Working 85

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. An SCV aggregates data from multiple sources, such as marketing platforms, sales interactions, support tickets, and more. That’s where a single customer view, or SCV, comes in.

Government 77

Government CRM Decision-making Customer Experience 77

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Arpedio

JANUARY 3, 2024

When it comes to improving sales performance, businesses rely on various functions such as sales enablement and sales operations. These two roles play a crucial part in driving revenue growth and achieving sales objectives, albeit with different focuses. Enter sales enablement.

Sales 52

Sales Finance Sales Training Decision-making 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 90

CRM Decision-making Sales B2C 90

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Sales Training 74

Sales Training Software Software Sales 74

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Arpedio

DECEMBER 18, 2023

As businesses aim for growth, sales enablement has become an increasingly important strategy for success. But what is Sales Enablement , and how can it help businesses achieve their goals? In this article, we’ll explore Sales Enablement in-depth, including its strategies and practices that drive business growth.

Sales 52

Sales Business Growth Organization Marketing 52

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Arpedio

FEBRUARY 23, 2024

It involves the alignment and integration of sales, marketing, and customer success functions to drive efficiency, effectiveness, and ultimately, revenue growth. Key Components and Pillars Sales Operations : Sales operations encompass the processes, tools, and strategies that support the sales team in achieving their revenue targets.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Showpad

NOVEMBER 7, 2023

Becoming a top-performing seller doesn’t simply happen after accepting the role. Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. Source: Sales Enablement Pro And the investment pays off.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. Understanding these differences is crucial for optimizing your sales team’s development and driving better results for your organization. What is Sales Coaching?

Sales Training 52

Sales Training Sales Organization Meetings 52

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. 18% said they performed worse than their goals. Let’s go over how those top-performing sales reps met their goals. Sales and Marketing Alignment.

Value Proposition 101

Value Proposition CRM Media Sales 101

Arpedio

FEBRUARY 21, 2024

In the dynamic landscape of sales, understanding and leveraging sales metrics is not just advantageous—it’s imperative. Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Nutshell

JANUARY 24, 2024

For example, AI is revolutionizing sales and helping sales teams kick their efficiency up a notch. Revenue intelligence is one way you can use AI to help improve your business’s growth. 3 revenue intelligence platforms Keep reading to learn more about how you can use AI to improve your business’s bottom line!

Artificial Intelligence 71

Artificial Intelligence Software Software Advertising 71

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52