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 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

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 211

B2B Decision-making Sales Stakeholders 211

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. It should be essential reading for anyone in a L&D, HR, training or coaching role.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery.

Sales 95

Sales Decision-making Sales Training Communication 95

Brooks Group

APRIL 9, 2024

The B2B buying journey is getting longer and more complex. Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. 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

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

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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 81

Negotiation Sales Training Decision-making Sales 81

Red Star Kim

OCTOBER 16, 2023

Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East). Generate more referrals” is insufficient to drive action. Sidestep the slew of ideas and focus on a few, well-proven approaches to developing more referrals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

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

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. I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us.

Sales 200

Sales Leadership Transportation Sales Training 200

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.”

Emotional Intelligence 83

Emotional Intelligence Sales Decision-making Sales Training 83

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

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 81

Prioritization Sales Training Sales Construction 81

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 198

B2B Sales Decision-making Negotiation 198

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Sales 98

Hubspot Sales

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. So, let's get started.

Sales 109

Sales Media Marketing Customer Success 109

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. In this post, we will go over: What is Sales Training Software? EdApp Source EdApp is a training software that supports sales teams.

Sales Training 80

Sales Training Software Software Sales 80

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 120

Sales Sales Training Negotiation Facilitation 120

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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. Sales leaders choose the best approach to fit the needs and learning styles of their team members.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. By the end, you’ll know whether or not a custom CRM is the right choice for your business and which software options might be a better fit for your needs. What is a custom CRM?

CRM 127

CRM Software Software B2C 127

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 94

Sales Sales Training Communication Meetings 94

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. One thing’s for sure: It’s quickly becoming more advanced and widely available. You might be wondering, can you use AI for sales?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. A great speaker can help motivate your sales team, elevate your mission, and drive results.

Sales 93

Sales Sales Training Meetings Media 93

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Artificial Intelligence 110

Artificial Intelligence CRM Sales Meetings 110

Hubspot Sales

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. Table of Contents What is sales enablement? The good news?

Sales 74

Sales CRM Communication Sales Environment 74

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Get certified.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. EI is a perishable skill.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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 120

B2C Transportation Decision-making Logistics 120

Brooks Group

SEPTEMBER 22, 2023

Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s not about tricking a buyer or persuading them to purchase something they don’t need.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Arpedio

APRIL 29, 2024

Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. This refers to the financial resources that a prospect has available to invest in your product or service. What is the BANT Methodology?

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52