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 278

Co-Creation Negotiation Sales B2B 278

Strategic Account Management Association

DECEMBER 3, 2020

Sales and account management – no longer an expense but an investment. While firms once viewed sales as an expense, in this environment it’s clearly an investment. SAM will become (if it isn’t already) the standard bearer for all sales. O’Leary’s advice: Projects with the best “story” will be funded and resourced first.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

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. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 243

B2B Decision-making Sales Stakeholders 243

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 233

Sales Leadership Transportation Sales Training 233

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What makes these sales podcasts the best? Do you sell? Do you listen to podcasts?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

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 revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

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

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

MARCH 12, 2024

According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before. Sales AI is exciting, and also a little terrifying. That’s where sales AI comes in.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations? Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

MAY 3, 2023

As you are developing your sales strategy for 2023, one of the critical elements in determining your sales velocity is your Win Rate. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel. Let’s say I am working the four deals listed here. Time itself is the added dimension.

Sales 195

Sales Marketing 195

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

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

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

JUNE 1, 2023

In this article, we’re going to explore best practices of land and expand from an account planning perspective and share real life examples and stories from sellers who have used this strategy to succeed. What is land and expand in sales? After all, before an illustrious career in sales he served in the U.S.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? Altify’s latest book, Not Just Another Vendor , highlights one sales leader – Scott Jackson Senior Director, Sales Enablement, Comcast Business – whose team learned the valuable lesson of relationships over product or any other fit.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Strategic Account Management Association

AUGUST 10, 2021

SAMA’s and ZS’s The State of Sales Compensation for SAMs is the most comprehensive compensation survey of SAMs and KAMs available anywhere. SAM compensation was driven by sales attainment to a much larger degree than it was two years ago. They were found to be more accurate than traditional sales forecasting models.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions. Just 5 percent report no success at all ( Figure 3 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Upland

JULY 27, 2023

Is generative AI for sales the next big thing? ” Sales is one of those fields. Generative AI for sales – a perfect match As pointed out by the Harvard Business Review, sales has often lagged behind other areas of business in digital transformation. That could all change now, thanks to generative AI in sales.

Digital Transformation 195

Digital Transformation Sales Digitalization Decision-making 195

Strategic Account Management Association

AUGUST 18, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. How do you take care of your most important customers?

Account Management 520

Account Management Management Sales Leadership Leadership 520

Upland

AUGUST 25, 2023

After all, it takes an entire team to win a deal in today’s complex sales landscape. You need strong software solutions to turn these countless, important insights into actionable, daily sales activities. An influence map is vital because of expanding buying groups And we really mean the full revenue team.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

Management 137

Management Sales Leadership Leadership Sales 137

Strategic Account Management Association

JUNE 1, 2021

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. To what extent are sales leaders the same or different than general leaders? Only the hard driving person who tells the truth and is brutal delivers results.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Software Sales Guru

MARCH 11, 2024

Is sales success in the DNA? Read more The post Is sales success in the DNA? appeared first on Software Sales Gurus. For years I have assumed great sprinters just had DNA that I did not have. While there certainly is truth to this, it’s only a partial truth. He pointed out to me that the. He pointed out to me that the.

Sales 130

Sales Software Software 130

Hubspot Sales

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. insight you can only find at a revolutionary publication that supplements an esteemed legacy with a funky, devil-may-care edge — in short, you're looking for what The HubSpot Sales Blog has to offer, baby! 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.

Sales 126

Sales Internet Account Management Innovation 126

Hubspot Sales

SEPTEMBER 6, 2024

By using HubSpot’s AI chatbot builder, we enabled our prospects to get answers to their questions 24/7/365, regardless of sales rep availability. Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game.

Sales 115

Sales Negotiation Prioritization Communication 115

Strategic Account Management Association

AUGUST 26, 2024

The first step in next-gen, customer-centric sales By Dominique Côté, CEO & Founder, Cosawi and Principal, The Summit Group, and Kate Burda, CEO & Founder, Kate Burda & Co.

Marketing 520

Marketing Account Management Co-Creation Management 520