This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]
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You can request a phone meeting with me using TimeTrade, which allows you to pick times and send a request. It also lets you add a message, send a confirmation, and add the event to most calendars. The one flaw? It includes my Google Calendar but is not connected to my work calendar, so […]
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I know why it happened… so much of the old sales training and motivational speaking literature is centered around: Having a “winning” mindset Setting goals and “crushing” them Being the best you can be (focus on you and your achievement, not the customer) Being able to “sell ice to an Eskimo” The secrets of instant […]
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Pretty Challenging Stuff There’s a lot of hubbub about the CEB’s research which led to “The Challenger Sale” book about the newly-identified behaviors of leading, educating and challenging clients, to add more value and win more sales. I actually started lauding the research through social media before the book was launched, and respect the research, […]
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I’ve been seeing a lot of discussions and blog posts about this topic lately, relative to B2B sales. So, at the prompting of a new connection, I decided to explore sales relevancy and offer my own perspective. SALES RELEVANCEAccording to Dictionary.com (http://dictionary.reference.com/browse/relevant), “relevant” is an adjective meaning “bearing upon or connected with the matter in […]
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B2C sales reps, especially those with potential for client development, here are two questions and a few thoughts for you. B2B reps, this isn’t tailored for you, but I believe many of you will find much of this relevant. QUESTIONS Are you building a portfolio of satisfied, loyal, long-term clients who will fuel your business […]
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I was asked this question once (and yes, just that way), as I was talking with someone about my work. Performance Levers are central to what I do, and the book that I wrote on sales enablement, as well as The Building Blocks of Sales Enablement Learning Experience, so I thought I’d dedicate a post […]
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Earlier tonight I replied to a posting in a LinkedIn group and then thought I should share some of the same information here with a bit more detail. The question was about the account planning process and I shared some of the things I’ve developed and taught over the years. I call it Account Development Planning, but […]
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Aligning_Performance_Levers_for_Breakthrough_Sales_Results_-_Mike_Kunkle_082011.pdf Download this file With a few minor changes for publication vs. presentation, this is a presentation that I gave recently at the Dallas ASTD Southwest Learning Summit for their sales training track. It’s difficult to cram 15 years of progressive learning into a presentation, but I have been working on codifying and documenting my […]
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Out of Focus Over at Focus.com (http://www.focus.com/questions/why-do-buyers-claim-50-all-sales-people-they-meet-are-not), Focus Expert Bruce Brien asked a great question about the prevalent lack of sales call preparedness, which is supported by research. Bruce cites buyer surveys from IDC for 2010 suggest that sales people are ill-prepared for the meetings they conduct, adding, “Buyers also suggest that most sellers do […]
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