Are your deals stalling or ending in the status quo more often than they should? You’re not alone! Depending on the research you read, the number of opportunities that end in “No Decision” ranges from as low as 23.5% to as high as 60%, and increasing in the new virtual sales world. Whichever is accurate for your company, most can agree that it’s far too high. To make matters worse, the number of stalled deals (where buyers have essentially ghosted you) is almost legendary.
 
It doesn’t need to be this way. For years, elite producers improved their win rates thanks to:

• A Buyer-Centric Mindset and Approach
• Outstanding Discovery
• Careful Qualification
• Skillful Opportunity Management

Join Mike Kunkle and Doug Wyatt in this episode of Sales Enablement Straight Talk™ to learn what these elite producers do, and how you can guide your sales force to minimize stalls and radically reduce No Decisions.

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.