Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Hubspot Sales

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Since we’re still at the Professional Tier, I’ve looked into Leadspace for a solution that combines AI and big data to help you prioritize the most promising leads.

Sales 115

Sales Negotiation Prioritization Communication 115

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. ” Our approach is designed to be accessible. Then, we brainstorm ways to address it.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. And yet data-driven decision making is more important than ever. Click To Tweet.

Organization 98

Organization Healthcare Decision-making Finance 98

Brooks Group

MARCH 4, 2025

We found successful teams prioritize coaching conversations, including joint calls with sellers, opportunity/deal coaching, and funnel coaching/pipeline reviews. But some sales organizations lack formal, well-executed sales coaching programs. Follow these four tips for productive one-on-one sales meetings.

Management 76

Management Sales Meetings Sales Training 76

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. This will enable sales teams to prioritize their efforts and focus on the leads with the highest potential for conversion.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. A startup might prioritize agility and entrepreneurial spirit over experience, whereas an established company would look for individuals with a proven track record in specific sales processes and methodologies.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Planview

APRIL 14, 2025

Todays report explores the priorities for leaders in a volatile economy and how Planview empowers you to respond quickly as an aligned organization. Over the past several weeks, weve asked organizations how they’re navigating the uncertainty. Dynamic planning and prioritization. Resource capacity planning.

Innovation 52

Innovation Decision-making Prioritization Government 52

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. HubSpot CRM tracks emails, meetings, and notes to maintain a pristine snapshot of your relationships.

CRM 115

CRM Software Software Onboarding 115

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. It’s easy to prioritize quick wins over sustainable growth initiatives. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Hubspot Sales

JULY 22, 2024

We have a team culture of “just ask,” encouraging junior reps to request help from sales leaders when they want to get meetings with CEOs or prospects at Fortune 500 companies. If you can find hand-raisers (people already interested in the product or service your company provides), prioritize calling them first. Focus on them.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 116

Customer Experience Marketing Prioritization Sales 116

Hubspot Sales

JULY 7, 2021

When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.

Management 128

Management Artificial Intelligence Prioritization Software 128

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

NOVEMBER 27, 2023

Broader economic circumstances might shift, there could be a change in buyer behavior within your market, other departments within your organization might compromise overall company performance, or something else could go awry to put you in a difficult position. Failure isn‘t the end of the world in sales (at least it doesn’t have to be).

Meetings 119

Meetings Banking Sales Prioritization 119

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. Maybe they dont have a lot of social capital in their organization, or theyre new and ultimately unwilling to recommend any big changes.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

ProlifIQ

OCTOBER 30, 2024

Key features and functionalities of KAM technology typically include: Account Planning and Mapping By Location : KAM technology facilitates the creation of comprehensive account plans, enabling organizations to define clear objectives, strategies, and action plans for each key account.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Planview

MARCH 19, 2025

Financial services organizations are navigating a rapid pace of change, driven by technological advancements, shifting consumer demands, and the complexity of global economic forces. Technological Advances : Innovations in AI, machine learning, and digital currencies redefine how organizations operate and meet consumer expectations.

Financial Services 52

Financial Services Banking Management Government 52

Nutshell

JUNE 18, 2024

A brainstorming tool provides individuals or teams with an easy way to collect and organize their thoughts during a brainstorming session. Ensuring you have the tools you need to store and sort ideas before your ideation meeting can lead to several benefits.

Brainstorming 71

Brainstorming Organization Software Software 71

Hubspot Sales

SEPTEMBER 4, 2024

Other team members also have more free time to prioritize higher-value activities. This organizes your data and gives you a CRM your business can grow with. This organizes your data and gives you a CRM your business can grow with. Enhances Data Organization CRMs consolidate customer data in one location.

CRM 105

CRM Software Software Marketing 105

DemandFarm

NOVEMBER 22, 2024

They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Cultural Fit: Do they understand the importance of stakeholder alignment, including champions and detractors, within each client organization?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Brooks Group

APRIL 10, 2025

Then prioritize them so you have a clear understanding of the skills youre seeking. Communicate interview questions and guidelines ahead of time and schedule a meeting to debrief as a team. Avoid the temptation to squeeze an interview between other meetings. Make the sales candidate interview a priority.

Sales 52

Sales Onboarding Decision-making Sales Training 52

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Once your organization is clear on what your goals are, it will be much easier to lead an effective sales team. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets.

Sales Environment 133

Sales Environment Sales Prioritization Organization 133

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Organizations seem to have the same idea: focus and execute on what you can control as the surest path to success. Prioritize existing accounts over chasing new logos.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. I’ve compiled a list of 18 sales planning tools, listed here in no particular order, which can help you organize your sales process and plan calls and more with greater efficiency.

Account Planning 131

Account Planning Sales CRM Prioritization 131

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. Organizations increasingly recognize the inefficiencies caused by siloed operations. Build a culture that prioritizes collective success over departmental silos. Do You Need a RevOps Team?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

CMOE

MARCH 11, 2025

The Value of Prioritizing Employee Coaching No matter their role or how long they have been at the organization, everyone has room to stretch, grow, and contribute more value. Learning should be a continuous journey for every team member, and prioritizing employee coaching is a proactive strategy to ensure this.

Emotional Intelligence 52

Emotional Intelligence Construction Prioritization Communication 52

Hubspot Sales

AUGUST 21, 2020

Outcome selling is a framework that encourages conversions by prioritizing a customer’s desired outcomes, rather than simply pushing the sale of your product. With the customer at the forefront of every decision, you’ll shift your perspective to prioritizing customer success. What is outcome selling? Increased Business Value.

Prioritization 138

Prioritization Decision-making Customer Knowledge Meetings 138

Planview

OCTOBER 2, 2024

Organizations must proactively navigate the changing market landscape, prioritizing software solutions that enhance efficiency and drive innovation. This blog outlines four critical areas for igniting a connected work revolution, positioning automotive organizations at the forefront of industry change.

Digitalization 98

Digitalization Software Software Supply Chain 98

Hubspot Sales

MARCH 2, 2021

As we wait to find out what the workplace will be like post-COVID-19, we anticipate a shift in how organizations view the office. Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues.

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. What language do they use to talk about the project?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

DECEMBER 10, 2019

To focus your outreach on the right people, you have to prioritize. Prioritize your personas. Prioritize your personas by ranking each buyer on a scale from one to five on the following: Alignment with your solution. Level of influence within the organization. Don’t be afraid to meet prospects where they are.

Manufacturing 133

Manufacturing Media Prioritization Sales 133

Brooks Group

OCTOBER 14, 2024

In a world where customers can easily switch to a competitor, sales organizations that fail to meet these new expectations risk losing opportunities. By prioritizing customer needs over immediate sales, sales professionals demonstrate genuine interest in the customer’s success.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Hubspot Sales

NOVEMBER 4, 2019

This helps your rep plan meetings and activities. Now, the tool is used among several industries to manage, organize, and track workplace activity, production, and performance. Plus, the sales CRM organizes your deadlines, so you know what tasks need to get done for the day to move you toward the close. Schedule a meeting?

Software 134

Software Software Management CRM 134

DemandFarm

NOVEMBER 22, 2024

Are our sales teams consistently meeting targets and improving conversion rates? Automated Lead Scoring Manual lead assessments can cause inconsistent prioritization. Here is the simplest way—your sales team is in a rut if you don’t get satisfactory answers to the following questions.

Key Account Management 52

Key Account Management CRM Account Management Sales 52