[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, […]
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The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical “silver bullets,” but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that […]
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I’ve been seeing a lot of motivational and inspirational quotes roll by in my various social streams lately. I really enjoy a lot of them and I imagine they help people. In my typical style, I also disagree with a few and find them unrealistic. I have always enjoyed and chuckled at Zig Ziglar’s well-known […]
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I know it’s important to continue to spread the word, but I’m almost tired of hearing about how buying behavior has changed. Yes, buyers are buying differently. Things have changed. The real question is… what are you DOING about it? We’ve all heard the stats, right? The Broken Record: Buying Behavior Has Changed Buyers are […]
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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 […]
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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: […]
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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 […]
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There’s a societal behavior pattern at work with social selling, which I find fascinating. Shout It From The Rooftops Have you ever noticed how we tend to shine a spotlight on the behaviors and social mores that we want to morph and replace with a “new normal?” By shining the spotlight on an issue and […]
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The Oversimplification of Sales Performance Work Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not. If you’ve been reading my work for a while, you may remember that I define performance levers as […]
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Ch-ch-ch-changes If you haven’t seen my social profile updates yet, change is afoot. Friday, March 7 was my final day at Richardson. Monday, March 10 is my first day at GE Capital. (Technically, I guess that means I’m unemployed this weekend. Hadn’t thought about that until this instant.) Past Can something be bittersweet and exciting […]
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