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

Hubspot Sales

FEBRUARY 21, 2018

But the real question is: Can you afford not to read sales blogs? Whether you’re a rep, a sales manager, or an executive, your ability to reach your goals grows exponentially when you incorporate others’ wisdom, experiences, and strategies. Best for: Inbound sales professionals and marketers. Sales Benchmark Index.

Sales 145

Sales Sales Management B2B Leadership 145

Miller Heiman Group

JULY 21, 2020

In The Way to Create Value , a recent eBook we created in partnership with LinkedIn, we suggested three ways that sales leaders can create the structure, culture and systems to start building high-performing sales teams that deliver more value for buyers. 60% of buyers view sellers as interchangeable.

Organization 100

Organization Sales Technology Sales CRM 100

SBI Growth

OCTOBER 25, 2013

Consider providing him with this ebook for starters. Collaborate – You may have heard SBI is offering strategy sessions: How to Make the 2014 #: A Sales Strategy You Can Execute. It’s helped their sales leaders prepare for next year. In other cases, your sales manager may struggle to implement a defined strategy.

Sales 121

Sales Prioritization Sales Management Management 121

Hubspot Sales

MAY 29, 2019

It's also possible salespeople are taking shortcuts in the sales process because they don't understand the value of accurate forecasting, and believe that appearing to have more opportunities in the pipeline is better. But a "sales opportunity" is more than a "lead," and herein lies the rub. Let's start with the definition of a lead.

CRM 110

CRM B2B Sales Marketing 110

Hubspot Sales

FEBRUARY 24, 2021

Seeing at a single glance every blog post, email, and ebook they’ve opened and/or read, as well as key details like their company’s size, location, and vertical, gives you a major leg up. A sales manager can instantly see how and when her salespeople are reaching out to and following up with buyers. Better Customer Experience.

CRM 130

CRM Decision-making Marketing Publishing 130

Openview

FEBRUARY 20, 2018

Both of those theories are popular among sales managers. There’s only one thing dividing your rainmakers from their less successful peers : Their sales conversations. to analyze more than 1 million sales calls, and here’s what we found the best reps doing again and again. But Wait, There’s More…In Our New eBook.

Sales 98

Sales Decision-making Negotiation Stakeholders 98

SBI Growth

DECEMBER 24, 2012

Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. Jim is a highly successful Chief Sales Officer. He just assumes his sales managers share his natural gift, since he hired them. They usually go online. When they do, do they “bump into” you? Bad decision.

Decision-making 130

Decision-making Sales Internet Profitability 130

Mike Kunkle

FEBRUARY 27, 2023

You are the reason I wrote The Building Blocks of Sales Enablement , published this eBook , share so much free content, and am supporting Felix Krueger of FFWD in launching a course and learning experience about the Building Blocks (with community support and group coaching).

Sales 130

Sales Onboarding Publishing Transportation 130

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Sales Training Leadership 130

RAIN Group

DECEMBER 12, 2018

Each year, our goal for the RAIN Group Sales Blog is to provide you with research, ideas, and insight to help you unleash sales potential. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.

Publishing 68

Publishing Sales Management Sales Management 68

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Management 52

Sales Management Management Sales Stakeholders 52

Showpad

MAY 31, 2019

Download our eBook to avoid falling into the three most common content traps. Develop Sales Managers Who Drive Performance. Only 38% of sales reps feel their managers help them develop skills needed in their role. In order for your reps to advance, you need managers to advance as well.

B2B 69

B2B Sales Sales Management Prioritization 69

SBI Growth

JANUARY 9, 2013

Create the courseware for developing sales leaders. Courseware for sales leaders should provide instruction and application. There are many areas of knowledge sales leaders need. Sales management topics cover a very broad base of topics to know. You must also design how to test for desired learning outcomes.

Sales Leadership 124

Sales Leadership Onboarding Leadership Sales 124

QYMATIX

NOVEMBER 2, 2021

Adopting an optimal sales growth strategy will depend on different factors, such as the strategic objectives of the company and the resources available. It starts by answering the question: “How do we grow sales?”. This analysis will give sales management a good starting point. What can a sales manager do?

B2B 103

B2B Sales Profitability Sales Analytics 103

Mike Kunkle

MAY 30, 2023

Develop a Sales Enablement Charter [click the image to see a larger version] For this, I do want to recommend something special, given the likely challenges you’ll face in your less-than-ideal situation. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts.

Decision-making 130

Decision-making Sales Training Sales Sales Management 130

QYMATIX

MAY 31, 2022

One Useful Example of Predictive Sales Analytics & Predictive Modeling in Excel. One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Getting this job right is the essence of successful sales planning.

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

Hubspot Sales

AUGUST 12, 2020

Legacy sales teams build their sales process around their own needs, not their buyers’. Legacy salespeople focus their energy on “checking the boxes” their sales manager laid out for them instead of listening to the buyer and supporting them through the purchasing process. Define your buyer’s journey.

Sales 140

Sales Decision-making Healthcare Value Proposition 140

QYMATIX

JANUARY 16, 2023

What are common KPI best practices in B2B Sales? Selecting the best performance metrics for a sales team is more a craft than a science. There are a couple of guidelines a B2B sales leader can follow. For sales managers, KPI reduce complexity to precise and observable vital figures. Output Sales KPI.

B2B 40

B2B Sales Management Sales Analytics Management 40

RAIN Group

DECEMBER 18, 2019

Throughout the year, our goal is to provide you with research, ideas, and insight to help you unleash sales potential and crush your sales goals. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.

Publishing 52

Publishing Sales Management Sales Management 52

Showpad

APRIL 30, 2020

After all, sales enablement directors are not only accountable for putting enablement plans into practice, but aligning them to company goals and reporting the results to leadership. While improved support from managers may be less tangible than faster onboarding and training, the results speak for themselves.

Onboarding 52

Onboarding Sales Sales Management Decision-making 52

SBI

FEBRUARY 23, 2020

Resources All Awards & Recognition Blog Article Brief eBook ebooks & Guides Funding & Acquisitions Industry News Interview Report Video Video Reviews Webinars. Brainshark is a data-driven sales readiness platform. Sales Enablement. Where Do Great Sales Enablement Leaders Come From? Sales Incentives.

Acquisition 51

Acquisition Innovation Sales Training Sales Management 51

PandaDoc

MAY 6, 2019

Here are 5 ways to establish a data-driven sales process for your organization: 1. Make sure you have the right sales managers in place to set clear goals, define success, and ask the right questions. Sales engagement technologies align processes and goals, arming sales teams with the right tools and content at the right time.

Sales 88

Sales Decision-making Internet Organization 88

Showpad

JUNE 24, 2019

Taking on the buyer’s view of timing allows sales representatives to show their commitment for the long haul and positions themselves as a trustworthy partner that will support the enterprise as it scales. Looking to ensure your sales reps are prepared for enterprise-level buyer conversations?

Sales 73

Sales Stakeholders Communication Organization 73

Hubspot Sales

JUNE 5, 2019

For example, if you want to work with staffing firms, you might write an ebook on how to place consultants, or host a virtual networking event for staffing firms to meet job candidates. Retention rates for partner sales versus direct. Cross-sell and upsell rates for partner sales versus direct. Channel sales manager.

Sales 111

Sales Retail Onboarding Stakeholders 111

Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them.

Sales 130

Sales Finance Profitability Decision-making 130

Hubspot Sales

NOVEMBER 21, 2018

They show this through digital behavior like downloading an ebook or joining a webinar. With a high volume of sales, this model can be profitable and is fairly easy to build and scale as you hire more team members. The sales team in this model is typically comprised of a sales manager that supervises a handful of reps.

Marketing 145

Marketing Advertising Decision-making Brainstorming 145

QYMATIX

JULY 20, 2021

On this basis, combined with the current conditions of B2B sales, we give sales managers our recommendation for efficient decision making. As a counterexample to ambiguous situations, we make the decision of a sales manager which of his customers need more attention. Download the free eBook now. Hg: Ahn, H.

Management 52

Management Decision-making Sales Analytics e-Learning 52

Revegy

NOVEMBER 8, 2018

Sales Management Process. First-line managers must be enabled to review and coach on the quality of account plans and the execution of the action plan. Additional Strategic Account Planning Resources: eBook: The Field Guide to Account Based Sales Enablement. eBook: Account Planning Template.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

QYMATIX

OCTOBER 25, 2022

The machine learning definition we offered above explains that sales leaders can gain new knowledge from past data. This process allows AI to identify the most effective actions and behaviours for a sales team. Specifically, data-based alarms and insights save the sales manager and his sales team valuable time.

Artificial Intelligence 52

Artificial Intelligence Logistics B2B Sales 52

QYMATIX

FEBRUARY 1, 2022

Most companies have the sales data they need today. Data is one of the most mighty strengths a B2B sales team can have. To find sales insights and to plan and forecast sales, managers should analyse ERP sales transactions and CRM sales activities. Download the free eBook now.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

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 130

Leadership Stakeholders Decision-making Sales Training 130

PandaDoc

JUNE 25, 2019

So we’ve identified 4 different types of sales data along with the strategies that these top performing sales teams utilize to transform these types of data into sales conversions. They’re yours to steal for your own sales team, so let’s get to it… 1. Performance data is the inside-view of your sales team.

Sales 75

Sales Sales Management Onboarding Marketing 75

QYMATIX

MARCH 16, 2021

This potential is the reason why sales managers should not underestimate predictive analytics methods for pricing analytics. Predictive analytics and artificial intelligence (AI) analyse and summarise KPIs for sales controlling and, if required, take over part of the slow side of sales management.

B2B 52

B2B Artificial Intelligence Sales Analytics Sales 52

QYMATIX

APRIL 20, 2021

Sales Managers can see the results on dashboards in the CRM system and receive concrete recommendations for action, such as “Watch out for customer X, Y and Z. ” Qymatix has specialized precisely on the needs in B2B sales and uses predictive analytics concerning four particular fields of application. Computerwoche.

Artificial Intelligence 52

Artificial Intelligence Software Software Negotiation 52

PandaDoc

DECEMBER 13, 2018

Not only is gamification popular, it’s a proven and effective sales performance booster. 71% of sales managers said when they implemented it amongst their sales team they saw an 11% to 50% improvement in sales performance. In this post, we’ll share ways you can gamify your sales process to increase your revenue.

Sales 83

Sales Onboarding Sales Environment Meetings 83

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management.

Sales 98

Sales Decision-making Advertising Value Proposition 98