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 243

B2B Sales Decision-making Stakeholders 243

Strategic Account Management Association

JULY 13, 2021

When we see the investment that some companies are making in pivoting their engagement model to be more strategic, customer-centric and value enabling, we are always surprised to see the enabling functions still focus on supporting the more transactional model which is based on the number of interactions as the metric. Conclusion.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Holden Advisors

NOVEMBER 3, 2021

Assist in communicating value. Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think about it.

Procurement 369

Procurement Finance Construction Government 369

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

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 221

Sales Prioritization Innovation Sales Training 221

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. After all, it takes an entire team to win a deal in today’s complex sales landscape. That activity is called influence mapping. And there will also usually be those who are not supporters at all.”

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Improve communication. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Do you make the first move and present a compelling proposal that positions you as the partner of choice?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

JANUARY 25, 2021

You want to make sure they’re good at what you’re hiring them to do, fit into the company culture, and have the experience necessary to be successful. However, if you’re a brand new sales manager, say, someone who was just promoted for excellent performance in sales, you might be wondering exactly how to go about finding the right person.

Sales 145

Sales Decision-making Media Communication 145

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. In fact, according to Forrester, in-person, face-to-face sales are back on the rise.

CRM 195

CRM Management Stakeholders Decision-making 195

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process. Meeting Agenda.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Upland

AUGUST 9, 2023

Rather, it’s vital to the success of each and every deal we make. When it came to piloting a new, more holistic approach to his accounts, Sales legend, Todd Adair – MHCL | GE Healthcare – wanted to know how to step things up. Simply put, exceptional sales organizations make their customers’ goals the number one priority.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Hubspot Sales

JANUARY 7, 2024

But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. Sales reps who use these words sound like hesitant amateurs, so be very careful to avoid them. But you can overdo it — acting overly excited or eager makes you seem juvenile.

Sales 126

Sales Decision-making Onboarding Communication 126

Account Manager Tips

MAY 25, 2021

Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done. Sales people won the clients. 1996), The Sales Strategist, Irwin ) See the difference? Because what makes a key account is its future value. But that's not all. Kurzrock, W.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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 is designed to guide sellers through the sales cycle and increase pipeline visibility, enabling them to close deals faster and with fewer missteps.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Most importantly, how I teach this is what makes the transformation of your confidence permanent. Table of Contents. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. is invaluable. Remote Selling.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

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. If you’re guilty of this, you might need to perfect your sales follow-ups.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 116

CRM Decision-making Sales B2C 116

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. Imagine you're at the front of a boardroom about to make a presentation. Measure and communicate value in a way that means something to them. How can you make them more efficient? How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation.

Sales Training 103

Sales Training Decision-making Sales Communication 103

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Reengineering Sales Performance. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JUNE 13, 2024

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about.

Energy and Utilities 109

Energy and Utilities Decision-making Sales Construction 109

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

AUGUST 20, 2024

Imagine having to actually make a buying decision purely by shopping through the toothpaste aisle. How to Avoid Choice Paralysis Helping Customers Overcome Choice Fatigue Companies That Get it Right Make Decisions With Simplicity and Customer Needs in Mind What is Choice Paralysis? It’s overwhelming.

Decision-making 111

Decision-making B2C B2B Software 111

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. What if you make mistakes? Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? Congratulations! How will you transition from peer to leader?

Sales Management 105

Sales Management Management Sales Training Sales 105

Account Manager Tips

MARCH 23, 2021

Identify and connect with decision-makers, budget holders and manage complex relationship networks. Clients feel secure in the relationship, and information sharing and transparency increase to help everyone make better decisions. Harmonise products, prices and processes across multiple regions or divisions. Change Agent.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Brooks Group

AUGUST 22, 2024

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. On the flip side, when your sales professionals don’t adjust their style to match the customer’s, they risk overwhelming, bulldozing, or simply annoying them—and losing a potential sale.

Emotional Intelligence 96

Emotional Intelligence Decision-making Sales Communication 96

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman Sales Process is designed to tackle these difficulties and guide you through the sales process. Table of Contents What is the Miller Heiman sales process?

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Hubspot Sales

JANUARY 17, 2024

Still, there's no denying that the rise of self-service has challenged sales professionals to redefine their value proposition. Moreover, they can influence purchasing decisions by increasing the confidence of their buyers. 73% of consumers want sales reps to follow up after a purchase in the same manner as the initial sale.

Value Proposition 118

Value Proposition Decision-making Sales Internet 118

Hubspot Sales

DECEMBER 7, 2020

A sales process is like a figure skating routine. And while no adjustments salespeople can make to their sales processes can touch the earth-shattering next-level-ness of that tiger costume, they can certainly take strides to make their professional lives a little easier. Simplifying Your Sales Process.

Sales 143

Sales Decision-making Stakeholders Prioritization 143

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. For Mintis, 2020 has been all about balancing empathy with sales achievement.

Sales 144

Sales e-Learning Remote Working Decision-making 144

Sales Gravy

FEBRUARY 8, 2023

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams.

Sales 112

Sales Communication Decision-making Digitalization 112