Okay, it’s true. I’m calling a “Do Over.” I announced, in mid-November of 2012, what I’d be doing with this blog. It hasn’t happened. Ouch. I know. Shortly after the announcement, I got embroiled in the end of several-month career search, navigated multiple offers (fortunately), landed a new gig, took a vacation for the holidays, and […]
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Welcome to Transforming Sales Results at https://www.mikekunkle.com! Well, the relevant posts from my old blog are transferred here, and despite the fact that I’m still figuring out parts of WordPress, I suppose this is a sort of delayed Grand Opening. Please grab a balloon and feel free to wander around or even sign-up to receive […]
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Please Allow Me to Confuse You Edward Sapir’s and Benjamin Whorf’s hypothesis of linguistic relativity holds that the language we speak and the structure of that language affects the way in which its speakers conceptualize their world or otherwise influences their cognitive processes. According to Dictionary.com, one definition of “nuance” is “a subtle difference or […]
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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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