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 130

Sales Prioritization Innovation Leadership 130

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 311

Decision-making Sales Training Sales Sales Management 311

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

Jeffrey Gitomer

OCTOBER 4, 2011

Tweet Share It seems as though there’s a slight sales surge going on, but no one’s talking about it much – probably because no one wants to jinx it. If you make a big sale and the customer calls for help and gets a grump in accounting or shipping, you lose. Train everyone to be able to answer every question from a customer.

Sales Training 66

Sales Training Leadership Media Sales 66

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 130

Sales Onboarding Publishing Transportation 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. She also creates thought leadership videos.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

MAY 17, 2022

Any one of these events would be difficult to manage on its own, but since they’re all happening simultaneously, sales leaders are feeling like they were two years ago: isolated, unsure of what to do and how to direct their teams. Michelle and Russ created a “sentiment survey” that was distributed weekly to sales leaders.

Supply Chain 94

Supply Chain Co-Creation Facilitation Sales 94

Brooks Group

MARCH 27, 2023

So how do you motivate your team to hit those sales targets? Read on for tips and tricks on how to motivate your sales team when sales are down! What Are The Factors That Could Make The Sales Team Demotivated? While not an extensive list, here are a few reasons your team may suffer from low sales.

Sales 52

Sales Sales Training Construction Communication 52

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 130

Decision-making Sales Training Sales Sales Management 130

Engage Selling

MARCH 23, 2019

It’s one of the toughest jobs out there at the best of times. There’s no education program you can sign up for—or diploma you can achieve—that gives you a direct transfer of the skills needed to perform at an elite … Read More »

Sales Leadership 83

Sales Leadership Leadership Sales Sales Training 83

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. There are plenty of things a sales professional can do to position themselves as a strategic resource and trusted advisor.

Decision-making 90

Decision-making Sales Training Media Publishing 90

Jeffrey Gitomer

MARCH 3, 2011

Online Training. Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Get Sales Blog Updates. Leadership. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Categories.

Leadership 88

Leadership Sales Sales Training Media 88

Hubspot Sales

JUNE 28, 2019

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales 104

Sales Leadership Decision-making Sales Training 104

Brooks Group

JULY 15, 2022

What do we, as business leaders and sales leaders, need to be thinking about to combat these macro headwinds we’re facing and really these rapidly changing times? . The first of these is to focus on revenue, not just sales. We talk a lot about this in our Sales Leadership Accelerator , which is our sales management program.

Sales Leadership 52

Sales Leadership Manufacturing Leadership Sales Training 52

Jeffrey Gitomer

APRIL 4, 2013

Dan Taylor wrote a great article on “”Courage”" in the Business Journal. Commitment …Commitment is the catalyst that makes all the other leadership qualities a reality. Qualities of a Sales Leader. appeared first on Jeffrey Gitomer’s Sales Blog. ”" Good advice. ”" Good advice.

Leadership 103

Leadership Sales Training Sales Leadership Sales 103

Revenue Storm

FEBRUARY 16, 2021

As a sales leader, have you ever asked one of your salespeople to do this? Our leadership responsibility is to ensure the best possible outcomes from client meetings. Where we may ask how things are going for them, only to find out nothing changes to advance our sales opportunity. Develop a sales culture of being prepared!

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

Brooks Group

AUGUST 11, 2022

An article from The Bottom Line by CNBC . An article from Selling Power . A link to a book, Agile & Resilient: Sales Leadership . Before I get to that, I believe there are a few things that we as sales leaders or company leaders need to ensure are in place to really set the tone for success.

Negotiation 52

Negotiation Leadership Sales Training Sales Leadership 52

Corporate Visions

MAY 6, 2020

But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation. Corporate Visions Named a Top Sales Training Company by Training Industry.

Sales Training 59

Sales Training Decision-making Publishing Innovation 59

Revenue Storm

APRIL 19, 2022

As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Further, to ensure the training program delivers a solid return, you may have invested in professional sales coaching training for yourself. So, what now? Sound familiar?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Hubspot Sales

APRIL 15, 2020

It’s normal to deal with slow periods in the world of sales. How to Lead Sales Teams Through Uncertainty. If you’re worried about taking calls remotely, you can have your team members forward their work lines to their mobile devices or use an online call software to manage sales calls remotely. Know your current situation.

B2B 108

B2B Supply Chain Sales Digitalization 108

Brooks Group

JUNE 7, 2022

While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM. In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. Misaligned Values.

Supply Chain 82

Supply Chain Value Proposition B2C Sales Training 82

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

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. The Death of Event-Based Training. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

Corporate Visions

MAY 6, 2020

But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation. Corporate Visions Named a Top Sales Training Company by Training Industry.

Sales Training 52

Sales Training Decision-making Publishing Innovation 52

Corporate Visions

MAY 6, 2020

But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation. Corporate Visions Named a Top Sales Training Company by Training Industry.

Sales Training 52

Sales Training Decision-making Publishing Innovation 52

Corporate Visions

MAY 6, 2020

But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation. Corporate Visions Named a Top Sales Training Company by Training Industry.

Sales Training 52

Sales Training Decision-making Publishing Innovation 52

Jeffrey Gitomer

JULY 29, 2011

Online Training. For the love of sales, not the love of money. Tweet Share Do you love sales? Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Read the rest of this article on my website: [link]. Get Sales Blog Updates. Leadership.

Sales 127

Sales Leadership Media Sales Training 127

Brooks Group

JUNE 16, 2022

In fact, in a recent McKinsey article , this time last year, 83% of global executives had a positive outlook on the economy. There are some critical things that companies and sales leaders can be doing right now to position their sales team for success on the back half of this year. So, I mentioned the news. Resources: .

Supply Chain 52

Supply Chain Sales Leadership Leadership Sales Training 52

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 57

Sales Onboarding Publishing Transportation 57

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Internet 71

Internet Sales B2B Sales Leadership 71

Hubspot Sales

AUGUST 28, 2019

Not just because the departure impacts your bottom line, but because it contributes to a notorious and ongoing problem in sales departments across the country: a high sales employee turnover rate. Take proactive steps to lower your sales employee turnover rate. What is Sales Employee Turnover Rate?

Sales 83

Sales Onboarding Leadership Decision-making 83

Jeffrey Gitomer

FEBRUARY 23, 2011

Online Training. Are You a Sales “Rock Star?” ” | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Here’s the video I did on how to be a sales “rock star.” I’ll try Van Halen this afternoon… got a 3pm sales call in Miami!! Leadership.

Sales 77

Sales Leadership Sales Training Media 77

Hubspot Sales

JUNE 29, 2022

Don't pull punches when it comes to your team's effectiveness or the quality of your leadership. How assured are you that you know what percentage of the pipeline in the current category is required to exceed the sales budget? Rate the quality of your sales training program. Is it reviewed each month? Is it up to date?

Construction 88

Construction Decision-making Facilitation Prioritization 88

Jeffrey Gitomer

MARCH 16, 2011

Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share There are eight personal barriers to a sale. These barriers are caused by YOU either before, during, or after the sale. When a sale is stalled or lost, it may be that the reason is below. •

Sales 90

Sales Leadership Media Sales Training 90

Jeffrey Gitomer

FEBRUARY 18, 2011

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Most sales people stop at the end of the selling process. That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Leadership. Sales Management.

Sales 82

Sales Leadership Media Sales Training 82

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.

Acquisition 299

Acquisition Sales Decision-making Account Management 299