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). Next Steps So what do we do with all of this?

Sales 57

Sales Onboarding Publishing Transportation 57

Mike Kunkle

AUGUST 19, 2024

[This post was originally published here , in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. The examples shown in Activities and Meetings are just that -examples. It applies even more to this system.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Account Manager Tips

MARCH 23, 2021

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? A 2004 study published in Science Direct by Ivens and Pardo examines the factors that drive key account relationships - and those that don't. Products and services requirements. Are customer satisfaction scores high? Culture of innovation.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Red Star Kim

JANUARY 3, 2023

Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Change management 20 insights on change management processes and communication (kimtasso.com). Relationships A general law of interpersonal relationships? kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Hubspot Sales

JULY 30, 2020

Using HubSpot's Meetings tool as an example, here's how to break down features, advantages, and benefits. Feature - HubSpot's Meetings tool provides an interface that is synced to your Google or Office 365 calendar. Advantage - Prospects select the meeting time that works for them without back and forth email communication.

Meetings 140

Meetings Publishing Decision-making Stakeholders 140

Hubspot Sales

MAY 15, 2019

let me guess, more meetings. If you're a manager, salesperson, or individual contributor a portion of your day might even be spent scheduling meetings. This can take time, especially if you receive a "meeting declined" notification from a contact in response to your meeting invitation. HubSpot Meetings Tool.

Meetings 108

Meetings Publishing Small Business CRM 108

Account Manager Tips

APRIL 26, 2021

But few job vacancies publish the salary range. A good number of client meetings. You get to travel around the country and around the world to meet with your clients. It can take longer to get there than the meeting itself. You might also get a little bit of money for: Great internal feedback. High-performance scores.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Hubspot Sales

MARCH 7, 2023

The best software companies will be the ones that can help their customers identify those use cases and the capabilities that need to be built to meet their unique needs." It can be easy to make too many promises, or feel like your RevOps team is stretched too thin by trying to meet the demands of every department within your company.

Publishing 122

Publishing Customer Experience e-Learning Software 122

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. Meanwhile, scheduling meetings is just a matter of letting prospects pick a time and date that works best for them. I want to schedule a meeting to.”

Value Proposition 111

Value Proposition Decision-making Software Software 111

Hubspot Sales

MARCH 12, 2018

Back to how salespeople used to sell when the only way to communicate required a face-to-face meeting or a seven-day postal wait time. While telephone and face-to-face meetings are the most effective ways to build relationships with people, both prospects and salespeople today seem to prefer email as the first touch. Givers gain.

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

OCTOBER 5, 2020

Don't Make Meetings Your Sole Focus. Approaching your first 100 days as an SDR, solely focused on booking meetings isn't helpful or sustainable. Stop going into calls expecting to get a meeting or with the sole goal of getting a meeting. Info gathering — He says, "They don't want to meet?

Prioritization 136

Prioritization Account Management Meetings Publishing 136

OnStrategyHQ

JUNE 18, 2021

Types of StrategySprint TM Meetings & Pro Tips. There are three types of meetings (and one optional meeting) used in StrategySprints TM , each accomplishes a specific task to keep your team focused and aligned. #1 These are the traditional annual planning meeting, with a twist. Publish them and commit.

Publishing 98

Publishing Meetings Performance Review Organization 98

Hubspot Sales

APRIL 2, 2024

Live vs. Pre-Recorded Social Selling Videos There are really three categories of social selling videos that you might publish online: live, pre-recorded, and produced. Finding Your Groove With Frequency Some people publish social selling videos every day, others once a week, or at different frequencies. Content length. Content length.

Publishing 119

Publishing Media Decision-making Construction 119

Hubspot Sales

JANUARY 21, 2021

She maintains active LinkedIn and Twitter presences and publishes a stream of high-quality, longer-form content through the SalesLatitude blog. He also produces and hosts TheAlignmentPodcast.com and publishes blog content through his website.

Sales 136

Sales Publishing Leadership B2B 136

Hubspot Sales

FEBRUARY 21, 2018

As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs. Sales Hacker consistently publishes the latest strategies and suggestions for prospecting, social selling, qualifying, calling, and more. You’ve Got the Meeting!). SaaStr Blog. The Sales Leader.

Sales 145

Sales Sales Management B2B Leadership 145

Hubspot Sales

DECEMBER 22, 2017

Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year. After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". 1) Follow the 80/20 rule.

Publishing 144

Publishing Media Meetings Sales 144

Peter Simoons

NOVEMBER 28, 2021

The third way to measure alliance progress is by conducting alliance review meetings. In these meetings, the partners will be evaluating the state of the alliance and define the areas for improvement. It is good practice to have an alliance review meeting facilitated by an external independent party.

Publishing 98

Publishing Facilitation Meetings Management 98

Peter Simoons

APRIL 5, 2021

One way to keep the alliance on a steady track is to set up a clear cadence of governance, or perhaps we’d better call it a cadence of communication, – a series of periodic meetings that enable you to manage the alliance activities in a systematic way. Included in the setup is what the topics on the agenda for the regular meetings are.

Communication 92

Communication Publishing Government Meetings 92

Upland

AUGUST 29, 2023

In essence, the final decision is made on whether your product or solution meets their needs. Understanding these elements can help you tailor your products and messaging to meet the diverse needs of potential customers. It shows that you aren’t just there for profit. Instead, you are actively seeking to resolve a problem.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

JULY 23, 2019

If your reps are trailing on quota for the quarter, you can net more qualified leads to give your team the boost they need to meet their goals. Editor's note: This post includes an excerpt from the book " The Predictable Revenue Guide to Tripling Your Sales ," and is published here with permission.

Acquisition 139

Acquisition Publishing Sales Meetings 139

Hubspot Sales

MAY 7, 2018

student, you need to sell your ideas to receive funding and publish. One of the benefits of a job in sales is just how many people you meet -- it's your job, after all. You'll also meet countless business professionals at conferences, in meetings, and through networking events. Even as a Ph.D.

Shareholders 145

Shareholders Sales Negotiation Publishing 145

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. LinkedIn Publisher: [link]. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. The man will be there to feed the dog.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Hubspot Sales

JUNE 13, 2018

When Rackham published "SPIN Selling," there wasn’t anywhere near as much information available to sellers. Sample Implication question: “Has a problem with X ever prevented you from meeting a deadline?”. Sample Need-Payoff question: “If you could do X in half the time, would that make it easier to meet your deadlines?”.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Hubspot Sales

JULY 16, 2020

Audiences value their time and want their presenters to guide them toward a clear "Goal" for the meeting, for time spent to mean something. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. Structure your content.

Value Proposition 137

Value Proposition Sales Publishing Meetings 137

Hubspot Sales

APRIL 30, 2020

Make contact, arrange a meeting, and/or conduct a presentation. It publishes an article about the merits of using cloud storage for student information. Assuming you’ve done all your homework in the first two stages of the process, you may be fortunate enough to book a meeting. Create awareness and generate leads. Preparation.

Sales 144

Sales Decision-making Software Software 144

Hubspot Sales

JANUARY 13, 2021

Confidence is a key differentiator between reps who meet or exceed their goals, and those who struggle to gain momentum. But if the salesperson communicates uncertainty, timidity, or nervousness, prospects doubt their credibility — and consequently, the product’s ability to meet their needs. Let’s talk about why that is.

Sales 131

Sales Meetings Publishing Leadership 131

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. You just have to be willing to allocate time and resources to conducting and publishing relevant research for prospective customers.

Publishing 105

Publishing Sales Media CRM 105

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%. The AI assistant will manage tasks such as scheduling follow-ups, booking meetings, adding information to the CRM , and performs other admin tasks so you can focus on what matters.

Account Planning 131

Account Planning Sales CRM Prioritization 131

Hubspot Sales

NOVEMBER 15, 2021

A good side hustle meets the following criteria: Provides flexibility: Since most side hustles supplement a full-time job, they must fit into your schedule. Joining the publishing world is surprisingly feasible (and profitable) with eBooks. What makes a good side hustle? eBook Writer. Have you ever dreamed of writing a book someday?

eCommerce 122

eCommerce Publishing Profitability Sales 122

Hubspot Sales

APRIL 9, 2020

It also simplifies complex tasks for reps such as prospecting (which we'll touch on next), lead enrichment, contact and deal creation, email, meeting scheduling, and proposal creation. Meanwhile, reps can focus on other tasks and prep for their meetings with prospects. Prospecting Tools. Appointment and Scheduling Tools.

Sales Technology 132

Sales Technology CRM Sales Software 132

Nutshell

MAY 4, 2020

Up to 40% of them are even saying no to booking sales meetings due to COVID-19. But please, don’t publish content for the sake of publishing it. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published. GET THE GUIDE. Create a crisis-countering action plan. Image courtesy of Topo.

Marketing 119

Marketing Publishing Sales Brainstorming 119

Hubspot Sales

DECEMBER 2, 2020

Creating a networking group where several of your clients can combine to meet periodically can also help. Quarterly reviews are a good way to cycle in and make sure that you are meeting current needs and looking for new one. Act like a consultant to point out areas of cost savings.

Suppliers 137

Suppliers Decision-making Publishing Meetings 137

Red Star Kim

OCTOBER 25, 2023

I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference. But I had previously read her excellent sales book “Sales Mind: 48 tools to help you sell” a while ago (I aim to publish a summary review shortly). So here’s a brief system review: CogniClick for instant, personalised research reports using AI.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Peter Simoons

AUGUST 23, 2021

Worse even, we handle our mail when we are supposed to pay attention to a conference call or meeting, so we skip one communication for another. I am publishing my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website.

Communication 98

Communication Publishing Meetings 98

Flevy

FEBRUARY 28, 2023

It is a way of thinking that focuses on understanding the needs of users and creating solutions that meet those needs. The goal of design thinking is to create a solution that meets the needs of the user and is feasible and practical. What Is Design Thinking? Design thinking is a human-centered approach to problem-solving.

Innovation 111

Innovation Brainstorming Healthcare Banking 111

Hubspot Sales

MAY 5, 2020

It’s important to enter each sales meeting with a learning goal in mind. So, before you go into your next meeting, decide what key points you want to hit on and then stay focused on them. Finally, seek feedback through a customer survey, questionnaire, post-meeting debrief, or another format. Establish a learning goal.

Publishing 115

Publishing Decision-making Meetings Sales 115

Peter Simoons

APRIL 19, 2021

In some cultures, a meeting should start punctually on the hour to be considered on time; for some, starting ten minutes after the hour is still on time. I am publishing my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website.

Publishing 98

Publishing Internet Organization Meetings 98