Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 231

B2B Sales Decision-making Negotiation 231

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

MTD Sales Training

JANUARY 4, 2018

Let the buyer recognise how their business would be better off with your company as a supplier than without you. Many buyers will become extremely loyal to suppliers who help them make their business successful. Managing Director. MTD Sales Training. Discuss how the product would be specific to them. Happy Selling!

Suppliers 102

Suppliers Sales Decision-making Sales Training 102

MTD Sales Training

FEBRUARY 9, 2012

While in company A the Help Desk Manager is the DM for help desk software, in company B, the DM may be a purchasing manager or the IT Director. However, the answer could also be, “Yes, but I’m not interested…” Or, “Yes, but we are happy with our current supplier… ” Worse yet, “No. MTD Sales Training.

Suppliers 113

Suppliers Decision-making Sales Training Software 113

MTD Sales Training

SEPTEMBER 3, 2018

If you’re purely giving information, you may approach a client differently than if you wished to motivate them to change suppliers. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. What do you intend to accomplish? How do you want them to react? Happy Selling!

Communication 94

Communication Suppliers Decision-making Sales 94

MTD Sales Training

FEBRUARY 3, 2020

10) Be the kind of supplier they would wish to contact without feeling pressured. By becoming the supplier they contact, instead of you having to constantly be harassing for more business , you’ll see the sales opportunities naturally fall into place, as the customer trusts you and your advice for future sales.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. Many buyers consider their suppliers to be exactly that…a supplier. Managing Director. 4) Be proactive. 5) Make us look good to our customers.

Suppliers 77

Suppliers Sales Training Decision-making Marketing 77

MTD Sales Training

AUGUST 22, 2018

Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Let’s say your customer says ‘I use suppliers whose stock is always good, as we can’t afford to wait for products that takes days or weeks to get here’. Managing Director. appeared first on MTD Sales Training. Happy Selling!

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

DECEMBER 20, 2017

2017 has been a great year for MTD having won the CIPD Best HR/L&D Supplier 2017 & the Personnel Today Best HR Supplier Partnership Award Winner 2017, and I hope its been a successful year for you too! 19 Sales Tips For Closing The Sale. What Great Sales Managers Do Daily. Managing Director.

Suppliers 65

Suppliers Sales Training Sales Sales Management 65

Brooks Group

MAY 24, 2022

What’s a sales manager to do? We’ve heard from a few salespeople where the manager has pushed back and “shouted down” the concern, fueling a new job search by their team. Share updates from suppliers. First, recognize it is a real issue for your teams. Give them more information than usual about status of orders.

Supply Chain 52

Supply Chain Sales Management Suppliers Management 52

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. there to block sales.

Management 48

Management Suppliers Profitability Account Management 48

MTD Sales Training

AUGUST 23, 2012

Competition : The prospect objects, due to the competition or that they are happy with their current supplier. Managing Director. MTD Sales Training. Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have. More Disguises. Happy Selling. Sean McPheat.

Suppliers 116

Suppliers Sales Sales Training Management 116

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Mercuri International

MAY 21, 2021

“KAM, SAM, GAM” – the world of account management does love an acronym. Broadly speaking, Key Account Managers will employ a range of skills which are also applicable to sales in general, but it is the focus that is the central difference. Interestingly, key accounts might not be mostly about sales. But it should.

Key Account Management 98

Key Account Management Account Management Suppliers Sales Training 98

Jeffrey Gitomer

APRIL 21, 2011

It’s funny how so much of what salespeople are taught by their sales managers and uplines, etc. Get real or get off the sales super highway. If they’re satisfied with their present supplier, then you’re on an uphill climb and there’s little reason to give your presentation. Sales Management.

Media 134

Media Leadership Suppliers Decision-making 134

MTD Sales Training

JUNE 6, 2018

For many, this is a key reason to choose a supplier. Managing Director. MTD Sales Training. The post 6 Questions To Ensure You Build Value For Your Customers appeared first on MTD Sales Training. “How convenient is it to buy from us?” ” This is all about ease of use and ease of contact.

Suppliers 81

Suppliers Decision-making Sales Training Sales 81

MTD Sales Training

APRIL 12, 2020

Manage Your Look & Environment. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. If you’re looking for Online Sales Training solutions to help you deliver more impactful online sales presentations then our Sales Webinars can help.

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

OCTOBER 30, 2017

You can’t manage and improve what you can’t measure. Can you find out who their existing supplier is? Managing Director. MTD Sales Training. The post Tips On Cold Calling – The Cold Calling Tips Cheat Sheet appeared first on MTD Sales Training. Understand Your Numbers. Sean McPheat.

Suppliers 84

Suppliers Sales Training Decision-making Management 84

MTD Sales Training

AUGUST 24, 2017

Treat The Vendors And Suppliers With Which You Do Business As Partners. . By providing value for your current client, you’ll find it easier for them to think of colleagues, suppliers, customers and prospects that would find your information useful and valuable. Managing Director. Try this format when next asking for referrals.

Suppliers 75

Suppliers Small Business Sales Training Marketing 75

MTD Sales Training

SEPTEMBER 29, 2017

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. It was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day! Managing Director. Thanks again. Sean McPheat.

Suppliers 48

Suppliers Publishing Sales Training Management 48

MTD Sales Training

SEPTEMBER 20, 2012

For instance, you request that the supplier include two new laptops for your field sales team. Managing Director. MTD Sales Training. Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have. But ask for it anyway. #2: 2: Remain Firm. Happy Selling! Sean McPheat.

Negotiation 105

Negotiation Suppliers Sales Training Sales 105

MTD Sales Training

SEPTEMBER 30, 2019

Having a business relationship with just one person within a company will not work effectively as business cut back and revolutionise the way they work with suppliers. It will cover the concepts learned in this blog in greater detail and in turn will help you to close more sales. Managing Director. Happy Selling! Sean McPheat.

Sales 101

Sales Suppliers Decision-making Sales Training 101

MTD Sales Training

AUGUST 9, 2017

Have you tried changing your manager by force? Trying to please your clients, your prospects , your manager, suppliers or others is a road paved with drawing pins. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training.

Suppliers 67

Suppliers Sales Training Management Sales 67

MTD Sales Training

SEPTEMBER 16, 2019

Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

MTD Sales Training

AUGUST 29, 2013

But our studies have shown that there is one main component in a supplier/client relationship that can go a long way in developing future sales and encouraging that close relationship that can make or break the contact. Better resource management, as different team members can interact with more people within the client’s organisation.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 90

Decision-making Logistics Supply Chain Suppliers 90

MTD Sales Training

NOVEMBER 25, 2018

3) What kind of relationship do you wish to have with your suppliers? Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Questions To Ask To Really Understand Your Buyer appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Suppliers 70

Suppliers Decision-making Sales Training Sales 70

MTD Sales Training

JULY 23, 2018

Remember…they will be like this with every supplier or service provider…it’s not just you. Managing Director. MTD Sales Training. The post 5 Ways To Deal With A Picky Customer appeared first on MTD Sales Training. But at least you can walk away and let someone else feel the heat next!

Suppliers 65

Suppliers Sales Training Profitability Media 65

MTD Sales Training

DECEMBER 5, 2018

It appears logical that the same product cheaper from another supplier is, rationally, the better value. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Increase Your Value To Clients Without Dropping Your Price appeared first on MTD Sales Training.

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

NOVEMBER 28, 2017

In September we won CIPD’s Best HR/L&D Supplier award and I’m delighted to announce that last week we also won Best HR Partnership in the Personnel Today Awards. The Learning Awards for Best External Solution and the HRD Awards for best Supplier-Led Innovation & Collaboration – we find out if we’ve won in February 2018.

Suppliers 48

Suppliers Innovation Sales Training Management 48

MTD Sales Training

FEBRUARY 26, 2019

Many times, we hear that buyers are not seeing the uniqueness of their suppliers’ services. What has to happen in the sales process is for you to identify how you are different in as many ways as possible from your competitors. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

MTD Sales Training

FEBRUARY 21, 2018

This is a vital part of the whole client-supplier journey, so if it’s not right now, the prospect will wonder what kind of service they will get in the future. Managing Director. MTD Sales Training. The post 6 Reasons Why You Should Always Plan Your Sales Presentation appeared first on MTD Sales Training.

Suppliers 65

Suppliers Sales Sales Training Marketing 65

MTD Sales Training

OCTOBER 14, 2019

Integrative bargaining can be used strategically when in discussions with prospects, allowing the meeting to infuse the needs and wants of the buyer, as well as including your needs and wants as a supplier. Then why not book an Advanced Sales Training Course with MTD. Managing Director. Want to learn more? Happy Selling!

Negotiation 58

Negotiation Suppliers Sales Training Meetings 58

MTD Sales Training

APRIL 18, 2018

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. Managing Director. MTD Sales Training. The post 3 Ways To Become Indispensable To Your Customer appeared first on MTD Sales Training. Happy Selling!

Value Proposition 72

Value Proposition Decision-making Suppliers Negotiation 72

MTD Sales Training

AUGUST 16, 2017

. “We’re Already Using Competitor X For This Product” For most salespeople, this is the end of the line, as they take the slow trudge back to their office and, head bowed, tell their manager there’s no chance with this prospect. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 75

Suppliers Sales Sales Training Profitability 75

MTD Sales Training

JUNE 29, 2017

Often, a customer will feel little more than a number in your little black book as they suffer apathy and lack of interest from their supplier. Get your manager or MD to visit large companies at least once a year. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 65

Decision-making Suppliers Sales Training Marketing 65

MTD Sales Training

NOVEMBER 18, 2019

Here’s what one of their managers said: “If we rely on value alone, we’ll get considerable success. When a client is committed to the relationship, they are more likely to see you as a partner than as a supplier. Then take a look at our Key Account Management Training Course. Managing Director. 5) Fairness.

Suppliers 65

Suppliers Key Account Management Sales Training Account Management 65