Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. It should go without saying (but I’ll say it anyway) that front-line sales managers should always know what is being trained and be prepared to support it. Sales Management System [Click the image to view a larger version.]

Sales 269

Sales Sales Training Onboarding Sales Management 269

Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). Engaging Front-line Sales Managers. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Mike Kunkle

FEBRUARY 27, 2023

It’s much like the thinking in Marshall Goldsmith’s excellent book, What Got You Here Won’t Get You There. Although you always need to customize them somewhat for each organization, and there are other systems, as well, as I mention in the book. Next Steps So what do we do with all of this?

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

FEBRUARY 19, 2019

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible for the individual and collective success of their salespeople.

Sales Management 111

Sales Management Management Sales Decision-making 111

Hubspot Sales

DECEMBER 12, 2017

To help you find the best choices, here are the top 10 sales-related picks available on Audible. This extremely practical book dives into the strategies and techniques of Jordan Belfort -- the real life “Wolf of Wall Street.” The book draws on more than 35 years of his research into influence and persuasion. By Jordan Belfort.

Sales Management 111

Sales Management e-Learning Management Sales 111

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here. Ask if you can mentor someone on the Sales team.

Sales Management 111

Sales Management Management Leadership Sales 111

Hubspot Sales

FEBRUARY 6, 2018

To help you find the best choices, here are the top 10 sales-related books available for listening. Best audiobooks for salespeople and sales leaders. This extremely practical book dives into the strategies and techniques of Jordan Belfort -- the real life “Wolf of Wall Street.” By Jordan Belfort. By Sheryl Sandberg.

Sales Management 111

Sales Management e-Learning Sales Management 111

Sales Gravy

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.

Sales Management 87

Sales Management Sales Leadership Management Leadership 87

The Center for Sales Strategy

NOVEMBER 25, 2019

Want to know the secret to booking more first-time appointments with new prospects? In the recent Media Sales Report , we learned 93% of sales managers agree that salespeople should be averaging 4+ calls per week. It might surprise you!

Media 81

Media Sales Sales Management Management 81

Mike Kunkle

MAY 30, 2023

Be as cunning as the serpent yet as gentle as the dove.” ~ Adapted from Matthew 10:16 (in the Bible) An example: If you don’t have top-down support to hold front-line sales managers accountable to reinforce the qualification methodology you’ve implemented, and you don’t see a performance lift from the effort, you know why.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Mike Kunkle

NOVEMBER 26, 2022

Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework. All the Resources you need to master and apply the course lessons, including the book, templates, topic deep dives, quizzes, and more. The Building Blocks of Sales Enablement Book: [link].

Sales 233

Sales Leadership Transportation Sales Training 233

Hubspot Sales

OCTOBER 4, 2017

The jump from salesperson to sales manager is extremely challenging. Salespeople tend to act like entrepreneurs, running their own businesses and maintaining a book of clients. A manager has an entirely different job: Leading, inspiring, coaching, and training a team.

Leadership 111

Leadership Sales Management Management Sales 111

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

Sales 221

Sales Prioritization Innovation Sales Training 221

Zendesk

AUGUST 18, 2021

As a company grows, its ever-expanding sales team needs a capable CRM system to keep track of prospects and customers. Sales management software is used by many salespeople to organize their contacts, manage their pipeline, and streamline workflows and organizational processes for maximum efficiency—allowing small businesses to get bigger.

Small Business 97

Small Business Software Software Sales Management 97

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Sales Management 98

Sales Management Management Sales Publishing 98

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. By collaborating and aligning with sales leaders, managers, and the sellers themselves, we can study best practices and act as catalysts for change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Brooks Group

OCTOBER 18, 2023

Only 40% of sales professionals report a well-established coaching culture at their organization. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. Joint sales calls are an opportunity for a sales manager to observe behavior during a live-selling scenario.

Sales Management 102

Sales Management Management Sales Meetings 102

Sales Gravy

NOVEMBER 1, 2022

This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. In her new book, Helen writes that the hybrid work revolution has made sales management the most pivotal role in the innovation economy. And much more.

Sales Leadership 128

Sales Leadership Leadership Sales Innovation 128

Hubspot Sales

JANUARY 8, 2025

The framework gap selling was coined by Keenan (yes just Keenan; before you question me, he only goes by his last name) in 2018 in his best-selling book titled yep, you guessed it Gap Selling. The more significant the gap, the more theyll need you to help them bridge it. Know your prospects intrinsic motivation.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Liston Witherill

APRIL 21, 2021

I devoured every resource I could find on the subject: books about marketing and how to reach and influence people; psychology papers about personal relationships and decision-making; books on behavioral economics and neuroscience; and archives of academic journals. Historically products drove the economy.

Decision-making 52

Decision-making Sales Training Retail Sales 52

Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Sales Management Management 71

SalesPop

APRIL 2, 2021

In this Expert Insight Interview, Beverly Kaye discusses her book, Love ‘Em or Lose ‘Em: Getting Good People to Stay, which reached its 6th edition. As a sales manager, your job is to adapt to everyone and to get valuable insights into their personality so that you can help them. Thus, everyone needs a different approach.

Sales Management 64

Sales Management Management Sales Leadership 64

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. And frankly, I did.

Sales Management 145

Sales Management Sales Environment Sales Leadership Sales 145

SBI Growth

MAY 9, 2014

Q1 is in the books and Q2 is halfway done. Summer’s upon us and you may have a mid-year sales training event coming up. Sales manager coaching is a good place to start. Sales Operations Strategy sales coaching Sales Enablement Director of Sales Enablement' Where does the time go?

Sales 117

Sales Sales Training Sales Management Management 117

Upland

MAY 4, 2023

Avoid These Sales Behaviors to overcome challenges to sales velocity Sales management reinforces bad behaviors that drive sales inefficiency by primarily measuring on ‘sales activity.’ If you need help calculating your sales velocity accurately, don’t worry: we love talking about sales velocity.

Sales 356

Sales Decision-making Organization Negotiation 356

The Center for Sales Strategy

JUNE 7, 2021

2020 was one for the history books. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge. Appointments and Sales Process. Sales Enablement. Training and Development. Culture and Industry. Impact of COVID-19.

Media 122

Media Sales Sales Management Management 122

Jeb Blout

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.

Sales Management 52

Sales Management Sales Leadership Management Leadership 52

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Sales 133

Sales Construction Sales Management Management 133

Jeb Blout

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.

Sales Management 52

Sales Management Sales Leadership Management Leadership 52

Hubspot Sales

MAY 3, 2021

The new application is a part of LinkedIn's Sales Solutions suite and can only be purchased by users who already leverage LinkedIn Sales Navigator — another program in the Sales Solution portfolio, dedicated to helping users find prospects via LinkedIn business and engagement data.

Sales 135

Sales Construction Sales Analytics CRM 135

Account Manager Tips

AUGUST 14, 2022

Here are seven of my favourite software to help every key account manager be more organized, productive and impactful. 10 Best Books Every Key Account Manager Should Read. If a course isn't your thing, how about a book? Dozens of videos on key account management best practices for newbies, experts and everyone in between.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Here's a hypothetical positioning statement: “I work with sales managers in hospitality with five to eight reps on their team. Read any good books or blogs lately?” Why would you need a script for making a cold call?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Hubspot Sales

DECEMBER 19, 2017

Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card. Imagine you wake up in 1958. Processes are different, if they exist at all. “The

Emotional Intelligence 145

Emotional Intelligence Internet CRM Sales Management 145

Mike Kunkle

FEBRUARY 27, 2023

It’s much like the thinking in Marshall Goldsmith’s excellent book, What Got You Here Won’t Get You There. Although you always need to customize them somewhat for each organization, and there are other systems, as well, as I mention in the book. Next Steps So what do we do with all of this?

Sales 130

Sales Onboarding Publishing Transportation 130

Nutshell

FEBRUARY 7, 2025

Nutshell Sales: our suite of Sales tools With CRM, sales software, scheduling software, and more, Nutshell Sales is custom-built for your sales efforts. All of our Nutshell Sales plans include our flagship CRM feature. Send us a message or book a meeting with a Sales rep to start the conversation.

CRM 77

CRM Software Software Marketing 77

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

Sales 130

Sales Prioritization Innovation Sales Training 130