Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . Account planning is more critical today for anyone involved in complex B2B sales cycles.

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Questions in coaching – Empowering Coaching is a process to help people learn, act and change. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Upland

APRIL 5, 2023

Relationship management has never been more important in sales, and it takes a revenue team to build vital relationships with the people that matter. What is a Revenue Operations Team? This includes, primarily, people in marketing, sales, and customer success teams. Do You Need a Revenue Team? That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Sales Gravy

NOVEMBER 1, 2022

Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. Hiring the right salespeople is a huge challenge for sales leaders.

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

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: Essential, Plus, and Ultimate tiers are offered.

Software 85

Software Software Sales Remote Working 85

Hubspot Sales

MAY 18, 2021

Are there specific traits and habits that top-performing salespeople possess as compared to their peers? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Top sales performers scored an average of 7.6 Communicate Value. Image Source.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

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

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

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 111

Sales Prioritization CRM Communication 111

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. Sales Leadership Stats. Sales Performance. is invaluable.

Sales Leadership 141

Sales Leadership Leadership B2B Sales 141

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 76

Onboarding Sales Sales Training Communication 76

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

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Revenue Storm

JUNE 21, 2022

It has become very obvious, as I work with global sales teams, everyone’s jobs have changed. Yet, I continue to see Leaders do what they have always done, only faster now. This is absolutely top priority. That their Leaders are too busy to support them. Your Top 5. Their people are doing the same thing.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. That’s the nature of the often long and protracted sales cycles in professional services. Provide training, coaching and support Getting people together in a workshop (social learning) was a good way to promote engagement.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. We also talked about creating psychological safety.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

OCTOBER 16, 2023

Gaining the attention of busy professionals is challenging at the best of times. Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM. Some looked to LinkedIn’s Sales Navigator to drive data and process. Time is precious. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. What is coaching? .

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 105

Sales Meetings Stakeholders Customer Success 105

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Sales 114

Sales Brainstorming Leadership Insurance 114

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 78

Sales Management Management Sales Meetings 78

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 92

Sales Decision-making Sales Training Sales Management 92

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

SalesPop

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

Sales Management 52

Sales Management Management Remote Working Sales 52

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.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

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. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111

Miller Heiman Group

AUGUST 13, 2020

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. Here are five ways that sales leaders can help newly minted sales managers accelerate through the turn and spearhead recovery.

Sales Management 107

Sales Management Management Sales Meetings 107

Revenue Storm

MARCH 15, 2022

Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Many Sales Leaders are still adapting to the remote or hybrid working environment, which has helped fuel the talent frenzy.

Leadership 78

Leadership Prioritization Communication Organization 78

The Chapman Group

DECEMBER 8, 2020

These are often the top achievers in the organization. Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. As part of their responsibility of retaining a strategic account is the SAM’s coaching of any “Loyalty” type survey results. The Proven 8 .

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

JULY 30, 2020

Even your top performers can lose focus during the summer. This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. This year, take a different approach to the same challenge.

Sales 113

Sales Brainstorming Decision-making Communication 113

CMOE

SEPTEMBER 20, 2021

If you’ve read our article on coaching, you understand coaching has two focus areas—performance and development. Here, we will discuss how coaching improves performance and how you can leverage it to drive your team forward. What Is Coaching for Performance? Why Is Coaching for Performance Important?

Construction 98

Construction Decision-making Organization Profitability 98

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. that aims at coaching first-time leaders into effectiveness, through fictional situations and characters. Introduction: Luca is a sales representative in a company (Aurora Inc.) Every chapter offers a challenge and a solution, including its implementation.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Miller Heiman Group

NOVEMBER 19, 2020

Buyer behaviors have undergone massive changes over the past year, forcing sales organizations to evolve their processes to meet new demands and overcome new challenges. When sales leaders use predictive analytics paired with a CRM , they’re more likely to guide sellers to success. Get Sellers Buy-In. Get Sellers Buy-In.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 88

Procurement Sales Sales Management Negotiation 88