Tag Archives for " Adaptive Buying and Selling Alignment "

Why I Decided to Join the SPARXiQ Team

Mike Kunkle Joins SPARXiQ

[NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.] The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Except for anyone with a large network, […]

Continue reading

How to REALLY Make Insight Selling Work

How to REALLY Make Insight Selling Work for You

Call it what you will… insight selling, changing the sales conversation, selling with insights, challenging, influencing through thought leadership… it’s all the rage, isn’t it? So much so, that some companies that shouldn’t be doing it are trying like crazy to scale the concept, and some that should be adding insight selling to their methodology mix, are rushing forward without […]

Continue reading

The Path to Sales Growth through Customer Focus – Part 3

This post continues the previous discussions of enabling sales growth through customer focus. In my opinion, the journey toward sales growth starts and ends with our customers, so I’m not sure why our customers aren’t always the foundation of our sales processes, methodologies, and messaging, but I can testify that many companies still need improvement […]

Continue reading

The Path to Sales Growth through Customer Focus – Part 2

This post continues the previous discussion of enabling sales growth through customer focus. “The journey toward sales growth starts and ends with our customers.” – Mike Kunkle Customer Focus Framework for Sales Growth In part 1 of this series, I shared my Customer Focus Framework for Sales Growth.  The five pillars of this framework include: […]

Continue reading

The Path to Sales Growth through Customer Focus – Part 1

The journey toward sales growth starts and ends with our customers.  If we want to grow our companies, marketing and sales must align with an unwavering focus on our customers, building everything around them.  The need for customer focus goes beyond marketing and sales, of course, to include implementation, execution, and service delivery, but this […]

Continue reading

Final Thoughts Before the Crickets Chirp

This past week, I was asked by my new employer to press the pause button on this personal blog, to become part of the collective voice at The Richardson Sales Excellence Review™ Despite the fact that I regret my wishy-washy, stop/start behavior with this blog, I couldn’t be more pleased to become part of the blogging […]

Continue reading

Adaptive Buying and Selling Alignment

Adaptive Selling

I’ve been thinking about this concept for about six months and have finally decided to document it here now, even as work in progress. The name I’ve given my concept is Adaptive Buying and Selling Alignment. It’s a mouthful; I know. Perhaps that name won’t stick, but it’s a “working title” and I like it […]

Continue reading