As part of their research study, SiriusDecisions once concluded that “the inability of sellers to communicate value” was the “single biggest inhibitor to sales growth.” That’s a big statement. And as much as we’ve talked about “value” since then, most sellers still struggle to create and communicate it.

When you sew, the thing that holds your garment together is the thread. It runs through the various pieces of cloth, holding them together to produce something larger that’s greater than the sum of its parts. When you sell, that thread is value.

In this webinar on his Sales Transformation Straight Talk™ channel, Mike Kunkle will be joined by three experts in creating and communicating business value. Through a facilitated panel discussion supported by visuals, David, Skip, and Doug will share how to create a profitable link between business acumen, value selling, and effective negotiating – all weaved together by the thread of value, from the customer’s perspective.

Mike Kunkle is a recognized expert on sales enablement, sales effectiveness, sales training, and sales coaching. He’s spent over 30 years helping companies drive dramatic revenue growth through best-in-class enablement strategies and proven effective sales systems.
 
Mike is the founder of Transforming Sales Results, LLC and currently works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he designs sales training, delivers workshops, and helps clients improve sales results through a variety of sales effectiveness services.
 
He collaborated to develop SPARXiQ’s Modern Sales Foundations™ curriculum and authored the SPARXiQ’s Sales Coaching Excellence™ course. Mike's book, The Building Blocks of Sales Enablement, is available on Amazon and the course is available through FFWD. See https://linktr.ee/mikekunkle for more.

President and CEO David Bauders founded SPA in 1993 and its subsidiary, SPASIGMA, in 2015. SPA is the world’s first company to provide an integrated, holistic profit-driving solution that integrates decision-support analytics and entertaining, high-performance virtual training. SPA helps market leaders’ teams drive greater financial performance by providing the skills training and analytical tools to master the critical daily decisions that drive profitability and enterprise value: negotiation (sell-side and buy-side), profitability acumen, and emotional intelligence. SPA’s holistic approach helps clients sustainably create and capture higher economic value. SPA’s typical client experiences increased profits equal to 2%–4% of affected sales in less than 90 days.

After paying his way through college and graduate school with a combination of the G.I. Bill and as a radio disk jockey, Skip Tucker was ultimately wooed out of broadcasting and into business. He has conducted seminars for over 30 years and has spoken to groups all over the world. He is highly sought after because of his light-hearted yet informative speaking style. His experience includes being the Director of Marketing for Metro Networks (Los Angeles), and the Director of European Operations for Lemco International, based in England. Skip’s clients have included Allied Signal Aerospace, American Power Conversion, AT&T, CVS Pharmacy, Halliburton, Hewlett-Packard, Honeywell, Hormel Foods, Lockheed Martin, M&M*Mars, Macromedia, McGraw Hill Publishing, Mobil Oil, Pacific Bell, Pepsi, Shell Oil, TRW, United Defense, all four branches of the Armed Forces, and the U.S. Department of Transportation.

Doug Wyatt spent 10 years in an industrial B2B sales organization where he developed a suite of skills training and tools to drive revenue growth.

His initiatives established a track record of providing significant impacts in the performance of new sellers and veterans alike. Since joining SPARXiQ as Director of Sales Enablement, Doug has worked closely with clients to equip their sales teams with strategies, tools, and training needed to retain and grow revenue in today's evolving B2B marketplace. He has spoken at national sales industry conferences and led hands-on workshops to help attendees approach their own sales enablement and training efforts strategically. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner. Currently he is developing a number of training courses and sales analytics tools designed to accelerate growth in industrial B2B organizations.