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

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

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. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Strategic Account Management Association

MARCH 2, 2022

But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. It starts with understanding where people are coming from and what makes them tick. This involves understanding how the adult learner gets new information and shifting to meet them where they are.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision.

Software 143

Software Software Meetings Remote Working 143

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). click the image to see a larger version] This makes sense, right? You see where I’m headed, though, right?

B2B 231

B2B Sales Decision-making Negotiation 231

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. You just lose all momentum and it always seems to be the decision maker!

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

APRIL 12, 2020

Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? A lack of understanding about the features and functions of the meeting tool being used. Your opening statement in an online meeting has to show confidence, belief and credibility.

Meetings 88

Meetings e-Learning Sales Sales Training 88

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

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 221

Sales Prioritization Innovation Sales Training 221

SBI Growth

OCTOBER 26, 2013

These meetings are net new sales opportunities you wouldn’t have otherwise had. When you ask for a meeting, prospects Google you. They describe how your customers make purchase decisions. They come with webinars and on-demand learning videos.”. Your team sells more. Revenue increases. LinkedIn is software.

Decision-making 129

Decision-making Software Software Meetings 129

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

PandaDoc

AUGUST 3, 2020

Fortunately, the internet has made it easy to do demos without having to meet with leads in person. In this article, I’ll teach you how to run a product demo webinar that turns prospects into conversions. However, covering every aspect of its features in your webinar will overwhelm your audience. Sell a Solution, Not a Product.

Internet 59

Internet Sales Software Software 59

Nutshell

FEBRUARY 4, 2025

But just because its geared towards agencies, does it make it the best fit for your business? Keep reading to explore the pros and cons of agency-specific versus general-purpose CRMs, so you can make an informed decision. The best way to get your team to warm up quickly to a new technology is to make it as familiar as possible.

CRM 62

CRM Decision-making Onboarding Software 62

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. Lead Magnets : Create lead magnets.

Decision-making 195

Decision-making Software Software Retail 195

SuperOffice

JUNE 14, 2022

To find out more about the secrets to becoming a professional in prospecting , I decided to talk to an expert – a person who claims he is able to create a meeting with a new prospect every 50 minutes! ??. When you deal with prospecting, you need to focus on finding champions, not decision-makers , advised Thibaut.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Zendesk

JANUARY 5, 2022

Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect. If they make it through the lead qualification process, you must develop a relationship with them and nurture that connection until they turn into paying customers. Host educational webinars.

Publishing 105

Publishing Sales Media CRM 105

SBI Growth

SEPTEMBER 2, 2013

Meanwhile, nobody makes a purchase decision. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers. Win/Loss/No Decision reviews are completed like clockwork. Then there’s a board meeting to prepare for.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. The best sales & marketing leaders are leveraging social selling to make the number. Make sure you are updating the page regularly – at least once a day. Use the company page to promote upcoming events: webinars, events, etc.

Marketing 128

Marketing B2C Publishing Decision-making 128

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

Meetings 62

Meetings Virtual Selling Decision-making Software 62

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 130

B2B Sales Decision-making Stakeholders 130

Maximize Business Marketing

MARCH 27, 2025

Now, Id like to make you an offer that will be very difficult to refuse, especially if you want to succeed far beyond what you are doing now in B2B sales. Great Time to Grow Your Business As this fiscal year starts to ramp up, many B2B sales people and executives, perhaps like you, are still trying to work how you ‘ll meet your numbers.

B2B 52

B2B Sales Decision-making Marketing 52

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer.

Sales 132

Sales Brainstorming Decision-making Communication 132

Hubspot Sales

AUGUST 13, 2018

It will make sense as we unfold the story. analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. In fact, successful sales meetings involve only four sales questions, on average. Unsuccessful (but qualified) meetings have eight. Before you tear me to shreds, read on. Our team here at Gong.io

Banking 100

Banking Publishing Decision-making Meetings 100

Hubspot Sales

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Appointment set: The buyer agrees to a meeting to learn more about how you can help them.

Sales 145

Sales Negotiation Decision-making CRM 145

Hubspot Sales

JULY 26, 2018

Because of that, outsourcing is an increasingly relied upon tool for small or overworked teams who need help with tasks like booking meetings, replying to emails, and arranging travel. By using this list of questions as your compass for whether or not to outsource a task, you’ll ensure your decision to outsource is always the right one.

Media 124

Media Advertising Small Business Onboarding 124

Mike Kunkle

NOVEMBER 21, 2023

Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Compliance and Regulatory Support: Assistance in meeting and adhering to industry-specific air quality regulations and standards. Now, customers are demanding more.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Hubspot Sales

APRIL 6, 2020

Inbound sales benefits buyers at each stage of the buyer process: awareness , consideration , and decision. Outline what criteria a prospect meets in order to qualify them as a high-probability potential customer. Train the sales team by making them wear customers’ shoes. Performance and Measurement Procedures. Time to track!

Sales 144

Sales Decision-making CRM Value Proposition 144

Hubspot Sales

APRIL 1, 2020

A direct end user with influence, but no decision-making authority. Your product or service might be something a decision maker needs, but for some reason you can’t get in contact with them. Our first approach was to go after decision makers directly by targeting building and real estate company owners.

Decision-making 119

Decision-making Small Business Sales Value Proposition 119

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. (profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Nutshell

MAY 22, 2019

With this tool, you can identify the weak points in your pipeline and make targeted improvements in the right stages. A little bit of analysis will go a long way to make sure you’re not wasting your time trying to cram random people and companies into your pipeline. If your leads aren’t converting past the meeting stage-.

Sales 120

Sales Marketing Internet Decision-making 120

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. High-level goals were to facilitate informed decision-making and support the different ways teams and individuals are working, such as Agile, Scrum, collaborative work, and others. How did you retire them?

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In other words, nearly two-thirds of your buyers’ decision-making process was happening without any input from your sellers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

SBI Growth

OCTOBER 23, 2013

Making matters worse, the sales team steps up their complaints about marketing’s contribution & effectiveness. It produces content in enough quantity and quality to meet the needs of the marketing & sales organizations. In this stage, there are many decisions to be made. Unfortunately, the results are slow coming.

Marketing 126

Marketing Advertising Media Decision-making 126

SBI Growth

FEBRUARY 5, 2014

Many ask this too late in the year to make a difference. Waiting for year-end results won’t help you Make the Number this year. To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S.

Advertising 115

Advertising Sales Account Planning Decision-making 115