Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

B2B 231

B2B Sales Decision-making Negotiation 231

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 221

Sales Prioritization Innovation Sales Training 221

Red Star Kim

APRIL 24, 2023

Telephone Confidentiality Some forms of communication are known to be confidential – for example: email (assuming good cybersecurity) and WhatsApp (encryption). However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. You need your client engaged and communicating, but they don't always see it that way. So before you go chasing your client, make sure you're prepared.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. (I used the “Worry monster” to explain soft skills previously: What are soft skills? And why are they so important?

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Red Star Kim

OCTOBER 3, 2022

This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Assess decision criteria and processes. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding. Qualification. Obtain early insight into potential needs.

Meetings 130

Meetings Decision-making Communication Marketing 130

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? There is an art to it, which I’ll walk you through in this article. Understanding the buyer’s terminology and speaking their language can make or break your story.

Shareholders 130

Shareholders Value Proposition Decision-making Communication 130

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

Hubspot Sales

SEPTEMBER 4, 2020

Maintaining eye contact when speaking with someone face-to-face is an important form of nonverbal communication, especially when building trust. However, staring directly into your prospect's eyes for your entire meeting is bound to make them feel uncomfortable. Eliminate Decision Fatigue. Bring Up Bad Experiences.

Decision-making 131

Decision-making Small Business Communication Sales 131

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. This is a post I never wanted to write. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

NOVEMBER 30, 2020

You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. This is a major purchasing decision and cannot be rushed.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

OCTOBER 10, 2023

Other advice in the article includes offering micro courses. When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

OCTOBER 1, 2023

I first mentioned SCARF in an article about neuroscience and leadership Leadership: Lessons from Star Trek and Neuroscience – Kim Tasso back in 2012. There David Rock talked about the neuroscience of leadership – the need to still your mind, improve emotional regulation, watch non-verbal signals and take care with feedback.

Leadership 147

Leadership Emotional Intelligence Performance Review Communication 147

Account Manager Tips

NOVEMBER 24, 2022

Listen to this article. A much-needed "people skills" primer and master class in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? With case studies, micro strategies, and example language, readers will learn communication skills that can be practiced and implemented immediately.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Nutshell

SEPTEMBER 18, 2024

With this integration, you can automatically track your calls in Nutshell, sync contact information across both platforms, and make calls directly from Nutshell. Sales teams, customer support teams, and beyond use KrispCall to make important calls and manage phone and SMS communications. Table of Contents What is KrispCall?

CRM 126

CRM Internet Decision-making Communication 126

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Its content capabilities make it an indispensable tool for your sales team. Getting a complete picture of decision-makers Do you know everything about the decision-makers in your target accounts? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Hubspot Sales

SEPTEMBER 15, 2020

In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Is there a new study that was posted in Nature about communication and job satisfaction? Building rapport is a major deal when it comes to making a sale.

Decision-making 135

Decision-making Sales B2B Account Management 135

Red Star Kim

NOVEMBER 9, 2023

Let it grow like a weed in the garden | Henry Mintzberg ) The way to achieve great employee engagement is addressed in this 2021 book Book review: Influential Internal Communication by Jenni Field (kimtasso.com) ) Think before you plan “Strategy is about outthinking your competition. What is the informal decision-making process?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

NOVEMBER 8, 2022

This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. Maybe the anxiety of communicating across the ether led people back into push communications and output rather than input mode.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Jermaine Edwards

NOVEMBER 25, 2021

Almost every business on the planet has been compelled to make adjustments, and in most cases transform the way they relate to their customers from an entirely virtual environment. In light of these dramatic changes, this article takes things to the next level. Decision-making and resources are accessed faster when you need them.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Nutshell

OCTOBER 19, 2020

Unlike PPC advertising , you’re not spending a dime to put this content in front of searchers—outside of what you pay your content team to produce it—which makes SEO an incredibly cost effective lead source. No matter what page they land on, make sure the visit-to-lead path is clear and coherent. Keep Your Target Persona in Mind.

Publishing 133

Publishing B2B Small Business Manufacturing 133

Red Star Kim

JUNE 15, 2023

Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

APRIL 19, 2021

That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls. Make sure you're speaking to your recipients' interests, and clearly communicate what you want out of your email exchange.

Decision-making 131

Decision-making Communication Media Digitalization 131

Hubspot Sales

JULY 8, 2021

Building relationships through education and communication might be the key factor in successfully conducting an enterprise sales process. That means they typically have more balls in the air and factors to account for — so they tend to have more decisions to make and, in turn, more decision-makers to make them.

Construction 122

Construction Stakeholders Sales Decision-making 122

Hubspot Sales

NOVEMBER 17, 2020

And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. What changes can sales leaders think about making when they are planning for next year? Offices have gone virtual. Team enablement and inspiration.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Help Scout

JUNE 30, 2021

It is an undeniably challenging move to make, but there are plenty of resources and examples to learn from. Making remote work … work … looks very different when your team does not share core working hours. Make sure your leaders are recording meetings and updating shared documents for everyone. Protect time buffers.

Remote Working 134

Remote Working Meetings Communication Decision-making 134

Account Manager Tips

JULY 22, 2022

It’s an indispensable skill and one that you can adapt for every day decisions to business issues, organizational performance and any other challenge you can think of. It also includes chapters on how to brainstorm with teams and communicate your findings to convince your audience and get them to take action! Have a great week.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. Understanding business models, financial acumen, operational metrics, and outcomes such as key performance indicators and critical success factors, pricing, how customer organizations make money, and how to build a business case and calculate ROI. Sales Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Red Star Kim

JULY 11, 2022

Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. There are lots of articles on internal communications, buy-in and stakeholder engagement. This is an ongoing dialogue.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

MARCH 4, 2020

This article provides some perspective on what that term means, the components that comprise one, and what one could actually look like. Here, I've outlined what those two components are, offered some examples of what they could look like, and given some context about how they can come together to make an effective sales motion.

eCommerce 114

eCommerce Construction Sales Decision-making 114

Hubspot Sales

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).

Decision-making 130

Decision-making Media CRM Sales 130

Insightly

APRIL 1, 2022

While standard segmentation such as age, location, and gender can be powerful and make customers feel known, behavioral segmentation takes it a step further. Data-driven decisions: Behavioral segmentation allows marketers to make more accurate decisions based on user data since your most (and least) engaged prospects are easy to isolate.

Marketing 98

Marketing Decision-making Advertising Communication 98