Rec image
The first edition of Selling to the C-Suite was an instant classic. Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat. The first edition became a sales best-seller and has already had a major impact on the sales profession.
Rec image
Mike Kunkle
Depending on which sales research you’re reading, Win Rates hover under 50% and No Decision rates vary greatly from 25% to over 50%. The bottom-line? We can do better. And many of us need to make our number.
Rec image
It is a fact—you can’t move from a needs-based selling proposition to a value-based proposition without knowing how your customer creates value. Unfortunately, most salespeople don’t have a clue how their customers create value, or what questions to ask about the value creation process to uncover hidden needs. In this session, you will learn what your salespeople need to understand about the customer’s value chain, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.
Rec image
If sales managers, who have underperforming teams, should have teams with a minimum of 70% of their team hitting the goals, anything less is not acceptable. An overall goal does not dictate that a team\'s performance is improving. This webcast will teach three specific sales coaching strategies for underperforming teams.
Rec image
You may be familiar with IQ, which measures your cognitive intelligence.  But has anyone ask you about EQ or Emotional quotient? What is EQ? Emotional intelligence is your awareness regarding your actions and feeling, including how they affect the people around you. Successful sales professionals have a VERY HIGH EQ. They understand how to work with people and work within situations.
Rec image
Distribution channel partners have their own priorities. Getting their time and attention can be an enormous challenge. But if your success depends on distributors, dealers, agents or retailers selling your products, engaging these channel partners is mission critical.
Rec image
Mike Kunkle
Modern, enterprise B2B buyers have no tolerance for “Jedi mind tricks.”  And as professional, consultative sellers, we shouldn’t want to foster an environment where we “overcome” our buyers’ “objections.” Could anything be less consultative and more combative?
Rec image
If it is true that many organizations spend $10 - $12 thousand on hiring individuals and only $2 thousand per year on sales training, that means that what organizations do spend on sales training needs to count. Making sales training and enablement count requires program design that aligns with the needs of the business. 
Rec image
Sales manager leadership has the single biggest impact on salesperson performance, as long as it is the right type of leadership. Sitting down with your salespeople every month to review sales results and revenue is like only looking out the rearview mirror when driving. Effective sales leadership is not just looking at where your salespeople have been but where they are going.  
Rec image
You’ve mastered marketing campaigns, but there’s more to email, events and digital marketing if you want to drive sales qualified leads. It’s time to elevate your marketing and sales approaches to convert those marketing qualified leads into the sales pipeline. 
Rec image
Nearly 60% of companies face leadership talent shortage which impedes their performance and over 50% of first time managers FAIL.  There is a very big difference between a leader and a good leader.  There is a HUGE difference between a good leader and a great leader.  Sales organizations need to learn that what makes a successful individual sales professional doesn’t make a successful sales manager. No matter what, leadership involves preparing, improving, and growing your skills continuously.   What worked leading your team, group, department, company or sales cycle this year could very well be completely ineffective next. 
Rec image
Mike Kunkle
Seven analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In dozens of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives.
Rec image
As the tides of business change, preparing your salespeople for anything that comes their way takes more than just training – it takes readiness. For sales enablement, this involves all strategic activities designed to prepare sellers to have meaningful buyer interactions (from new hire onboarding to guidance through business transformations).
Rec image
Digital Transformation is forcing all businesses to re-examine their business models, partnerships and how they sell. Frontline sales managers have to coach their resources to be sharper & more ready for all manner of customer conversations and to perform better than ever before because there is new competition around every corner.
Rec image
Studies show incentive programs can significantly improve performance. But to maximize results, it’s important to understand the journey your participants will take from the time they first hear about the program to the day they receive their awards. 
Rec image
Mike Kunkle
Do these issues sound familiar?  Deals stall or go dark and you can’t seem to revive them Decision makers are introduced mid-deal and it changes everything After months of effort, your clients decide to address their issues in-house with a DIY solution You work primarily with mid-level decision makers who struggle to get their initiatives funded  You struggle with providing accurate pipeline forecasts
Rec image
Mike Kunkle
Are you tired of deals that stall indefinitely or end in No Decision after months of time and energy have been poured into the deal? Would you like to (or get your sales force to) stop doing what they think is working and do just what your buyers and decision makers care about?
Rec image
It is an oddity of behavioral psychology that it’s a smart business strategy to let sales reps self-select some of their goals, yet not so smart to let them determine whether they receive cash or non-cash rewards for reaching those goals. Simply put, we don’t always understand what motivates us most effectively.
Rec image
Excellence in team selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than the salesperson before making a commitment.  To manage these moments effectively, salespeople need to ensure all players are operating at peak performance -- individually and as a unit -- in those high-stakes meetings.
Rec image
Mike Kunkle
The failure of sales training to produce results is practically legendary. The ability to change behavior is a well-documented challenge for one person, let alone an entire sales force.  So are we forced to accept the fate of low ROI from training or poor sales methodology adoption? 
Rec image
Sales managers have a big job but they need to remember that reps do the heavy lifting. The key is to create an environment where the reps are prone to success. In this webinar, you will learn about three critical (and low-budget or no-budget) tools to help your reps become the best they can be. By helping them set goals, stay focused on the most important aspects of the job and get emotionally engaged, you will ensure your own success as a sales leader.
Rec image
Sales manager coaching has the single biggest impact on salesperson effectiveness. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive sales performance. In our research and experience, we have found three keys to getting the most from your sales manager coaching efforts: Motivation, Skills, and Support. This webinar will describe the three keys and how to ensure successful coaching in your organization.
Rec image
Transform Your Sales & Marketing Enablement at the Speed of Business: Lessons from Microsoft’s Leading-Edge “Corporate MOOCs”   The challenge facing most organizations: transforming at scale and at speed. The answer for Microsoft was leading-edge “Corporate MOOCs” which they have continually innovated in their quest to transform to a mobile-first cloud-first company at 21st century speed.
Rec image
Nearly half of all sales executives in the U.S. have voluntarily left a company because of their direct managers. In many ways, managers are as important as the C-level in influencing a company’s culture. Yet many of today’s managers have had little management training and even less development, emotional intelligence and insight into the psyche of their employees.
Displaying 1 - 24 of 194 total records