The Profitable Link Between Business Acumen, Selling Value, and Effective Negotiating
Date and TimeWed, May 15, 2019 at 11AM Pacific / 2PM Eastern
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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.
About Mike Kunkle
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He’s spent 34 years in the sales profession and 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the Vice President of Sales Enablement Services for SPA and SPASIGMA, where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results.
You can connect with Mike on LinkedIn or follow him on Twitter at @Mike_Kunkle.
About David Bauders
About Skip Tucker
About Doug Wyatt
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 SPA and SPASIGMA 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.