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

Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. How people show up on social media tells a lot about a candidate, but it also tells potential recruits a lot about us as an organization. It’s my organization that needs to recruit and develop and retain.” 3: Understand what motivates people.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. It’s not a surprise.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Kainexus

JULY 12, 2022

Mark Graban, Senior Advisor at KaiNexus, joined us on our Continuous Improvement webinar series to talk about My Favorite Mistake, Your Favorite Mistake? Learning From Mistakes as Individuals and Organizations. You can watch the webinar recording here , or you can read the webinar transcript below.

Organization 94

Organization Leadership 94

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

FEBRUARY 17, 2023

It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. A buying group is a clear indication that a business is taking a solution seriously, and it is the buying group that influences the decision of those higher up in the organization.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Mike Kunkle

OCTOBER 2, 2022

Many sales organizations and their sales leaders seem completely tone-deaf on this topic. Sales Effectiveness Straight Talk Webinars: [link] (60 Free Recorded Webinars). They don’t believe sellers communicate well with senior influencers and decision makers. They don’t trust sellers. SPARXiQ Blog: [link].

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. The level of detail in the rest of the Sales Management Operating System will vary depending on the organization’s size and stage. Let’s explore some of these nuances.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Sales Gravy

NOVEMBER 14, 2024

Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise.

Advertising 98

Advertising Sales Digitalization Meetings 98

SBI Growth

MAY 15, 2020

The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base.

Organization 152

Organization Marketing B2B Sales 152

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Ive seen a lot of trends over the years. Ive seen trends like mobile. said Cohen.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

Upland

OCTOBER 8, 2021

Few organizations are willing to believe you have done it before just because you say so. And the bigger the organization, the bigger the sales reference problem. Sales Reference Manager makes it easy for organizations of all sizes to request, manage, and nominate sales references to improve sales velocity and maximize relationships.

B2B 195

B2B Sales Leadership Organization Customer Success 195

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

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Take the time to identify the characteristics of the organizations and contacts that are likely to value your products and services as you define your ICP and build customer personas.

B2B 118

B2B Decision-making Media CRM 118

Force Management

AUGUST 19, 2021

If you want to align your organization behind company goals, growth benchmarks and evolving customer needs, you’ll need to successfully move your organization through rapid change and enable your sales team to execute. Here are three critical areas where leadership alignment supports sales resilience and growth.

Leadership 144

Leadership Organization Sales Sales Leadership 144

Upland

MAY 15, 2024

In a recent webinar between Altify and Salesforce, Dan and Ed met to discuss the implications of AI on sales organizations in the future. Dan Doman, Chief Product Officer at Upland Software and Ed Thompson, SVP Market Strategy at Salesforce, think so. As Ed points out, relatively few businesses will have their own, tailored LLMs.

Innovation 195

Innovation Internet B2B Software 195

Zendesk

MARCH 29, 2023

After trying—to no avail—to mobilize organizations on their behalf, Spring decided to turn to her personal network. Many organizations are also interested in partnering with Spring ACT to bring Sophia to their local communities. Human rights and technology have the power to transform the world we live in,” Spring says.

Organization 98

Organization Government Leadership Digitalization 98

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. By championing change and fostering a growth mindset, you’ll propel your team and organization forward.

Sales 221

Sales Prioritization Innovation Sales Training 221

Force Management

MAY 16, 2024

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 125

B2B Facilitation Sales Organization 125

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Advertising Decision-making 155

Upland

SEPTEMBER 21, 2023

In fact, Nigel highlights that those sales teams that have defined sales processes are 3x more likely to win than those that simply wing it. (If you’re interested in learning more about the importance of having a detailed sales process, take a look at our recent webinar on sales process ). It’s unclear how companies will bring on AI.

Software 221

Software Software Account Planning Account marketing 221

Hubspot Sales

AUGUST 11, 2020

Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm. Continue reading to determine which tool is best for you and your organization. GoToMeeting is a collaborative tool that offers one-click online meetings, virtual meeting spaces, and webinar capabilities.

Software 143

Software Software Meetings Remote Working 143

Mike Kunkle

NOVEMBER 26, 2022

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. SPARXiQ Blog: [link]. About Mike.

Sales 233

Sales Leadership Transportation Sales Training 233

Mike Kunkle

APRIL 8, 2023

Both Buyer 1 and Buyer 2 may be Influencers, but Buyer 2 may have much more clout in the organization. Also, keep in mind that there is a sliding scale for these aspects. It’s rarely cut and dried or black and white.

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

APRIL 6, 2020

Host webinars and online workshops. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads. According to Xant, 73% of marketing and sales leaders credit webinars as a way to generate high-quality leads. Attend virtual conferences.

Media 132

Media Internet Advertising Digitalization 132

Hubspot Sales

AUGUST 24, 2020

Well, this article will provide some insight into the nature of the concept and some specific digital sales practices your organization should at least consider employing. Conduct webinars or other web-based events. When done properly, an event like a webinar is one of the most effective digital sales techniques you can leverage.

Digitalization 142

Digitalization Media Sales Digital Transformation 142

DemandFarm

APRIL 5, 2024

Recent economic headwinds have spurred organizations to rethink key account management (KAM). In our webinar featuring Forrester Analyst Steve Silver on Mar 28, we discuss: A definitive road map for implementing key account management (KAM) best practices. Watch the webinar on-demand: The wedge in this pursuit?

Key Account Management 52

Key Account Management Account Management Account Planning B2B 52

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work.

B2B 231

B2B Sales Decision-making Negotiation 231

Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change.

Leadership 126

Leadership Organization Marketing Sales Leadership 126

Hubspot Sales

APRIL 6, 2020

Host webinars and online workshops. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads. According to Xant, 73% of marketing and sales leaders credit webinars as a way to generate high-quality leads. Attend virtual conferences.

Media 124

Media Internet Advertising Digitalization 124

Upland

SEPTEMBER 21, 2023

In fact, Nigel highlights that those sales teams that have defined sales processes are 3x more likely to win than those that simply wing it. (If you’re interested in learning more about the importance of having a detailed sales process, take a look at our recent webinar on sales process ). It’s unclear how companies will bring on AI.

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? It’s important that sales organizations identify what aspects of the industry are shifting with the most speed and intensity so that they can make the appropriate adjustments quickly and smoothly. Register here.

Sales 104

Sales Organization Sales Management Management 104

Zendesk

JANUARY 5, 2022

They may not be aware of your organization and what you have to offer. The more data you gather and compile into notable reports, the more traction your organization will get from publications, social media, and word of mouth. Host educational webinars. Crafting webinars for your target demographic can result in more leads.

Publishing 105

Publishing Sales Media CRM 105

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. Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.).

Sales 130

Sales Onboarding Sales Training Leadership 130

Showpad

APRIL 10, 2023

Four core responsibilities of sales enablement Forrester guest speaker, Peter Ostrow, shares four major categories of enablement responsibilities in our webinar. Managing the content and resources used for selling, including sales content creation, organization, and accessibility. Sales talent management. Sales asset management.

Supply Chain 91

Supply Chain Sales Communication Organization 91

SuperOffice

AUGUST 15, 2022

More than 80% of customers are willing to switch to a competitor if your organization is not customer-centric. It starts with putting the customer at the heart of your organization. The customer-first business culture cannot exist in a siloed organization. Ok, that’s just one customer and one webinar. No big deal.

CRM 105

CRM Communication Facilitation Prioritization 105