Relationships have always been important in selling. We don’t mean the donut-delivering, golf-handicap tracking, back-slapping stereotypical sales behaviors, but connections based on trust, integrity, demonstrating other-centric behavior, keeping commitments, and supporting buyers and customers in achieving what matters most to them. And, of course, the deeper personal connections that form throughout that journey, not before it. The “Human Differentiators,” as we sometimes call them. We’ll discuss why this is now more important than ever – especially in the world of advancing technology (like AI, machine learning, robotic process automation, chatbots, and more) – and how you can differentiate your sales force and get better results because of it.
 
For this discussion on Sales Enablement Straight Talk™, Mike and Doug are pleased to joined by sales enablement consultant, Anita Nielsen, author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.”

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.

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.

Anita Nielsen, the President of LDK Advisory Services, is a Sales Enablement Consultant and Coach with over 20 years-experience in B2B sales and sales support. As an advocate for sales professionals, Anita is dedicated to coaching and equipping them for long-term success.  She is also the Author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.”  She holds a bachelor’s degree in psychology and an MBA from the New York Institute of Technology.  Anita lives in Chicagoland with her husband and two teenaged children.