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

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. Few B2B enterprise teams present predefined solutions. Co-Customer Selling: Enterprise selling has been changing.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

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. AI-powered decision-making.

Innovation 59

Innovation Decision-making Prioritization Government 59

Flevy

FEBRUARY 13, 2025

The Selling through Curiosity (STC) Framework is designed to empower sales professionals by prioritizing curiosity-driven interactions. Unlike consultative selling, which also prioritizes customer needs but may not emphasize curiosity as strongly, STC integrates curiosity as a foundational element of every interaction.

Supply Chain 52

Supply Chain Prioritization Digital Transformation Suppliers 52

Planview

APRIL 15, 2024

The possibilities feel limitless; however, organizations can’t afford to be aimless. Whether you’re just entering the AI arena or it’s your umpteenth time returning, you’ll need a framework in place to gather ideas and prioritize the best ones, minimize the risk you’ll face, and continually assess your opportunities.

Prioritization 65

Prioritization Decision-making Digital Transformation Digitalization 65

Zendesk

MARCH 4, 2021

Covid-19 has also had a huge impact on women (I wrote about it , if you’re interested)—and while a crisis often presents opportunities, there’s a real risk to the progress towards equity and equality we’ve all made so far. So, how can organizations do their part to challenge gender barriers and improve the outcome for women?

Organization 98

Organization Leadership Government Performance Review 98

Flevy

NOVEMBER 9, 2021

Conventional approach to Organic Growth has business leaders extending their existing product lines and brands, as well as entering new geographic regions. Focus-driven Growth demands that the organization progress sequentially through a set of 7 steps. Every organization has segments of Growth areas.

Banking 111

Banking Leadership Prioritization Organization 111

Mike Kunkle

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development.

Sales 57

Sales Onboarding Publishing Transportation 57

Upland

MAY 22, 2024

Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities. Building Trust and Advocacy Presenting whitespace opportunities can sometimes feel like upselling, which can be met with resistance.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

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. If you need to intervene, then approach it in a way that presents a learning opportunity.

Management 76

Management Sales Meetings Sales Training 76

Hubspot Sales

AUGUST 21, 2020

You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. Outcome selling is a framework that encourages conversions by prioritizing a customer’s desired outcomes, rather than simply pushing the sale of your product.

Prioritization 138

Prioritization Decision-making Customer Knowledge Meetings 138

Brooks Group

APRIL 3, 2025

Even worse, less than 30% of sales organizations feel they know how to motivate millennials to become a positive influence in their workforce. How can companies deal with a growing generation gap within their sales organization? And how can they figure out whats real and whats a myth about millennials in sales roles?

Sales Training 52

Sales Training Prioritization Innovation Organization 52

Flevy

JUNE 17, 2021

Organizations pursue these initiatives for a number of reasons—e.g. This approach is instrumental in helping organizations capitalize on growth opportunities locked in M&A deals. The 10 phases of the M&A Growth Framework organized under the 3 timeframes include: Pre-close Planning & Preparation. First 100 Days.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

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

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. Many organizations that have embraced this approach managed to achieve astounding results.

Prioritization 111

Prioritization Profitability Business Planning Organization 111

Hubspot Sales

APRIL 9, 2025

Then, craft your presentation around these features and their benefits. One might be focused on developing accounting processes for her companys global expansion, another is concerned with reducing operational expenses, and the third is prioritizing rewriting her company's expense policy.

Decision-making 98

Decision-making Stakeholders Finance Software 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. The global health crisis caused many sales organizations to quickly provide sellers with the resources needed to dive into remote selling and operate effectively and efficiently from home. But is it enough?

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

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. With them, you can: Organize your thoughts: Brainstorming software helps you sort and categorize all the information gathered during the idea-generation process, making it easier to understand.

Brainstorming 71

Brainstorming Organization Software Software 71

Hubspot Sales

JULY 7, 2020

According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to select industries to target with their sales efforts. In a busy sales organization, scope creep is not out of the ordinary.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

Flevy

OCTOBER 12, 2023

The know-how of the following key pillars involved in Growth Hacking allows organizations to achieve significant results: Analyze existing marketing projects: This entails taking into account an organization’s key lead generation sources, marketing channels , traffic patterns, and page viewers. Prioritize ideas.

Brainstorming 102

Brainstorming Prioritization Digital Transformation Acquisition 102

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. Consultative sellers create value beyond the product.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Brooks Group

APRIL 17, 2025

Invest in relationship mapping to ensure connections exist throughout the customers organization, not just with a single point of contact. Problem-Solving Shift from feature presentations to collaborative problem-solving sessions. Strengthen rapport and trust building to lay the foundation for long-term relationships.

52

52

Flevy

FEBRUARY 2, 2023

Cost Transformation is a reality that every organization has to face, several times, in its period of existence. Proper and enduring Cost Transformation provides an opportunity to reformulate an organization’s complete course. Such Transformations are increasingly being spearheaded by Activist Shareholders in recent times.

Shareholders 109

Shareholders Investors Digital Transformation Digitalization 109

Flevy

AUGUST 5, 2022

Websites, annual financial reports, and Form 10-K report are all critical resources to understand an organization, key offerings, competitive advantage, and market position. The research involved 494 organizations that had already a place in the S&P 500 Index. Investor Relations page of respective organizations’ websites.

Shareholders 109

Shareholders Investors Supply Chain Banking 109

Flevy

AUGUST 2, 2022

Almost every organization strategizes in the hope that it will lead to successful outcomes set by the management. Strategies should essentially be simple enough, for leaders at each echelon of the organization, to comprehend, communicate, and bear in mind so as to impact everyday activities. Strategy, in essence, is about choices.

Energy and Utilities 111

Energy and Utilities Banking Prioritization Decision-making 111

Hubspot Sales

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. This tells your new reps where to prioritize efforts and what kind of numbers they’ll be held to. HubSpot’s sales new hires go through extensive product and Inbound Marketing training.

Negotiation 145

Negotiation Onboarding CRM Sales Training 145

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. Many organizations that have embraced this approach managed to achieve astounding results.

Prioritization 98

Prioritization Profitability Business Planning Organization 98

Hubspot Sales

DECEMBER 28, 2021

Inbound sales organizations use a sales process that is personalized, helpful, and directly focused on prospects' pain points throughout their buyers journey. Transition into presentation mode when a buyer expresses interest. Deliver the same presentation every time and offer discounts to motivate buyers to purchase on their timeline.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

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. Now data presents a new challenge: there's an excessive amount to sift through and interpret.

CRM 115

CRM Software Software Onboarding 115

Mike Kunkle

OCTOBER 24, 2021

How can you use sales analytics and strategic objectives to prioritize those gaps? And last, while it’s not something that’s done everywhere, is Sales Support Services – things like RFP/RFI support, presentation support, research support, or even coaching services. Prioritize Further with Sales Analytics and Strategic Objectives.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Organizations can adopt the following best practices to streamline and manage their purchasing and supply functions: Consolidate the supply requirements of various units at the headquarters level.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Sales Outcomes

SEPTEMBER 18, 2023

Leadership teams should focus on the following six areas to support change within the sales organization: Alignment : Sales leaders take the lead in communicating the importance of the transformation and creating buy-in from the sales team. Sales leaders can’t leave prioritization to their direct reports.

Organization 52

Organization Leadership Prioritization Sales 52

Hubspot Sales

OCTOBER 19, 2020

Sales coaching is a long-term investment that can lead to positive outcomes for organizations that do it right. How should an organization approach sales coaching to achieve these outcomes? Not prioritizing coaching. Presentation skills. This mistake tends to happen at an organizational level. Sales process.

Construction 132

Construction Sales Sales Training Communication 132

DemandFarm

OCTOBER 15, 2024

Relationship management , account planning, strategic partnerships, whitespace analysis , sales forecasting, competitive analysis, internal collaboration, executive presentations, tracking account growth… phew! Let AI automatically create and update your organization chart, including key stakeholders and their relationships.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Flevy

JULY 15, 2021

A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.” Whereas, in a JV, 2 organizations share resources to create a separate company. Strategic Alliances are typically formed to: Better compete in a market. Ability to plan production.

Management 111

Management Negotiation Procurement Banking 111

Hubspot Sales

JULY 22, 2024

If you‘re calling a C-level executive or even a mid-level employee at a large organization, it’s likely you had to get past an assistant or front desk, which is where your senior title helped. If you can find hand-raisers (people already interested in the product or service your company provides), prioritize calling them first.

Value Proposition 111

Value Proposition Decision-making Software Software 111

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. This cookbook would include how much outreach they need to do, including discovery calls, presentations, and opportunities closed won or lost.".

Sales Environment 133

Sales Environment Sales Prioritization Organization 133