Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Read more here: How Buyer Centric is your Sales Organization?

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The Center for Sales Strategy

NOVEMBER 17, 2020

How do you define culture at your company? How does culture tie directly to business and sales performance? Episode 3 of the Improving Sales Performance series with Jay Bailey, founder and CEO of Reatro Ventures , was engaging, enlightening, and motivating. And, what’s a fun brigade?

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The Center for Sales Strategy

APRIL 1, 2021

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series.

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The Center for Sales Strategy

MARCH 23, 2021

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report.

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The Center for Sales Strategy

JANUARY 2, 2020

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on the sales culture and company culture from 2019, and let them kickstart your 2020 sales strategy.

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Sales Gravy

DECEMBER 29, 2020

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

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The Center for Sales Strategy

DECEMBER 9, 2019

Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion. However, our 2019 Media Sales Report revealed some telling information related to how salespeople and sales managers feel about the culture of their company and industry today.

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The Center for Sales Strategy

DECEMBER 31, 2018

Today, we are bringing you a recap of the most popular sales culture and company culture posts we've published in 2018. Check out these top blogs on the sales culture and company culture from 2018, and let them kickstart your 2019 sales strategy.

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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.

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SBI Growth

JUNE 9, 2021

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

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The Center for Sales Strategy

OCTOBER 18, 2018

What is your sales culture? I frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one. Do you even have one?

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The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

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The Center for Sales Strategy

JULY 20, 2020

Start with your sales culture as your foundation and proactively instill and foster resilience. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm?

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MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. CEO of Equal Experts, Thomas Granier, states that it helps create a culture of transparency and openness. MTD Sales Training. Happy Selling! Sean McPheat. Managing Director.

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PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows.

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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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

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SBI Growth

JULY 2, 2020

This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially. There has been exponential growth in the amount of data generated since the start of the digital age.

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SBI Growth

JULY 1, 2014

Can you say the same for your sales culture? Sales Performance Management CEO Resources sales culture, CEO Leadership' Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office.

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SBI Growth

JULY 17, 2014

Every sales team has a sales culture. But most Sales Leaders don’t plan to have a great one. Sales Leader Director of Sales Resources sales culture,' Great ones are rare. They take a tremendous amount of work to establish and maintain.

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Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. Define Sales Coaching.

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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.

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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.

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Miller Heiman Group

AUGUST 12, 2019

More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. Looking to ensure that continuous development becomes a core element of your company’s culture?

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Engage Selling

JULY 1, 2015

Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go. Do you need to build a team culture?

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Customer Think

JANUARY 16, 2024

No regrets thinking is great mindset to install into your sales organization. Mark Twain once said, “Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did so.” That quote is about living a “no regrets” life. It produces personal happiness and increased […]

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Upland

AUGUST 25, 2023

But with the right leadership, and through a culture that builds trust, it’s possible to help sellers begin to see the importance of collaboration. It’s on this culture of collaboration that sellers can begin to create influence maps that enable them to grow revenue. Or they exist in a spreadsheet somewhere.

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Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

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Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

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SBI Growth

JANUARY 10, 2017

Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. Turn to the sales strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

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SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. Also, it discusses one symptom of a non-high performing culture - high turnover. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour.

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Sales Gravy

OCTOBER 2, 2023

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams.

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Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

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Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

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Showpad

AUGUST 15, 2018

When you hear about an organization’s culture, it generally refers to the benefits employees get while working there, like catered lunches, team happy hours, work-from-home days, and so on. In fact, the word “culture” has become something of a buzz word in the business world and a way for companies to attract top talent.

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Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

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Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

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Customer Think

FEBRUARY 21, 2024

Excellence means greatness and we enjoying watching moments of excellence. It can vary from watching a Broadway musical where actors and actresses thrill us with their ability to effortlessly dance and sing.

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Sales 52