MDI Training

JUNE 26, 2023

Why Should We Lead More Sustainably? It is hard to imagine most companies today without the concept of “ sustainable leadership.” In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part. What is Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. 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. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Revenue Storm

FEBRUARY 21, 2023

The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article about leadership. We all aspire to be seen by our team as outstanding in our craft, but why don’t we spend more time thinking about our leadership legacy? Wait, what list?

Acquisition 78

Acquisition Leadership Sales Profitability 78

MDI Training

JULY 26, 2023

This saves your employees a lot of work, allowing them to focus on more complex tasks, thereby increasing the productivity of the company. By doing so, you involve more people in the company in your decisions, and you can work out your plans together. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 102

Negotiation Sales Leadership CRM 102

Red Star Kim

JANUARY 16, 2023

10% Remote/hybrid working. Increase profile through thought leadership. Although I always wonder why managing efficiency takes precedence over growing revenues and profits – at a time when perhaps competitors might limit investment so those bold enough to do so obtain a “bigger bang for their buck”. 43% Fee pressures.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Revenue Storm

APRIL 11, 2023

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. Only on slide eight did they effectively ask, “Now tell us why you called?” Discuss your thought leadership and point of view.

Sales 78

Sales Leadership Meetings Media 78

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? Will it require new hires? New software?

Sales 195

Sales B2B Software Software 195

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. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. And why are they so important?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Red Star Kim

MARCH 1, 2024

Taking time to learn about fee-earners – their work, their clients, their priorities, their motivations – is the starting point. And we can ask questions Why are questions so important? We used force field analysis to consider the factors working for (the benefits) and against (the barriers and obstacles) the change.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

DECEMBER 5, 2023

Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Email Online Invitations that WOW!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024.

Sales 103

Sales Investors Prioritization Innovation 103

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Calls Made.

Management 115

Management CRM Leadership Sales 115

Hubspot Sales

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in. Let’s dive in.

Meetings 98

Meetings Banking Sales Prioritization 98

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

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Be thorough and thoughtful when hiring. Let's dive in.

Management 102

Management Construction Sales Sales Leadership 102

Planview

OCTOBER 26, 2022

Successful, happy teams create incredible work, and the marketing and demand generation teams at Planview do exactly that. Based out of Colorado, Anthony Fowler has worked on our sales team in the past and now serves as one of our Demand Generation Specialists on the Marketing team. Who do you typically collaborate with?

Leadership 98

Leadership Healthcare Meetings Software 98

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

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource.

Sales 258

Sales Finance Decision-making Profitability 258

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. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

MAY 25, 2023

The Benefits of Using LinkedIn’s Social Selling Index How LinkedIn’s Social Selling Index Works How to Find Your LinkedIn Social Selling Index Score The Social Selling Index was developed in 2014 , after identifying the platform’s top sales professionals and analyzing their in-app behavior. A 51% higher chance of meeting their quota.

Decision-making 93

Decision-making Publishing Leadership Media 93

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

MDI Training

JULY 26, 2023

This saves your employees a lot of work, allowing them to focus on more complex tasks, thereby increasing the productivity of the company. By doing so, you involve more people in the company in your decisions, and you can work out your plans together. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 52

Artificial Intelligence Digital Transformation Leadership Digitalization 52

MDI Training

JULY 20, 2023

Irascible to slightly choleric, he says straightforwardly what he thinks, is constantly annoyed by trivialities, and doesn’t give much thought to the opinions and advice of others. Why don’t you try our tips right now? Why is that? Read More What is Sustainable Individualization in Leadership? show respect.

Communication 40

Communication Digital Transformation Leadership Digitalization 40

MDI Training

JULY 26, 2023

High-Impact through Blended and Flexible Learning Over the last few years, we at MDI have been working with more and more tools to strengthen high-impact with our clients. The Lateral Leadership Program We have been using blended learning for years with great success in the Lateral Leadership Program for our client Boehringer Ingelheim RCV.

Digital Transformation 52

Digital Transformation e-Learning Artificial Intelligence Leadership 52

Envisio

FEBRUARY 1, 2024

These initiatives were presented by three groups of young local government professionals who have been working together for over a year to bring their ideas to life. Why were we there? Three initiatives were identified there and created the basis for the next year of work between the selected delegates. Promised Pathways.

Government 52

Government Innovation Leadership Facilitation 52

Revenue Storm

JANUARY 18, 2022

As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. Worst of all, a spirit of mistrust can start to propagate that maybe there is a subversive reason as to why the plans are being delayed. Leadership Self-Reflection. Welcome to 2022!

Leadership 78

Leadership Decision-making Business Planning Meetings 78

Red Star Kim

FEBRUARY 14, 2023

Professional coaches (and consultants) are required to “contract” with people – to agree up front how the working relationship will develop and be maintained – the rules of engagement. A good example of a limiting belief comes from running. We also talked about creating psychological safety.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

AUGUST 2, 2021

Why plan a customer visit? Are you seeing teams walk across the sales floor to point out something on a screen? What kind of working environment and equipment do they have? But a visit to a customer’s office can change all that, and really light up your idea of “why” you do this at all. Here’s a look at how you get there.

Meetings 130

Meetings Leadership Software Software 130

Revenue Storm

MAY 11, 2021

As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS on how you can help. The current business to business sales environment is riddled with a mediocre approach and thinking. The current business to business sales environment is riddled with a mediocre approach and thinking.

Manufacturing 78

Manufacturing Decision-making Leadership Profitability 78

Hubspot Sales

MARCH 22, 2021

For over two years, I worked for a thought leadership startup that helped entrepreneurs running multi-million dollar companies build their brands. Before committing to any community, it's important to consider why you want to join a network. In 2020, there were 33.7 of all American companies. In 2020, there were 33.7

Investors 131

Investors Small Business eCommerce Construction 131

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. That is why recognizing trigger events is key to being successful. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. That’s why sometimes it’s difficult to know the difference.

Media 104

Media Investors Insurance Leadership 104

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. This study is called How Good Are Managers at Evaluating Sales Problems? you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Sales Environment 123

Sales Environment Sales Prioritization Organization 123