22nd Century Selling Skills for ASTD ICE 2014

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This is my presentation on 22nd Century Selling Skills for the 2014 ASTD International Conference and Exhibition. I'm presenting on May 4 in Room 145A from 12 to 1:30 pm.

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  • Thank you, Brian, I appreciate your authentic comment (as always) and fully support your sentiment about selling. We need to do more, collectively, to elevate the profession.

    With a wry grin, I would openly share that there are things that still surprise me, about what I've learned about this top 4% group, in the companies I've worked in and consulted for. As is often the case, not everything from one person or place transfers well to another. That's why I shared the disclaimers. I'll do my best to make this clear at ASTD. But these are patterns I've seen emerge over a long period of time, so I appreciate the recognition for the work.

    In any case, if the topic moves you enough, you should blog about your disagreements. That would be interesting to see. (Be kind; I'm very fragile, you know. ;-)

    The other way I could have taken this, which I debated with myself, was to focus on all the changes needed in sales (now or soon, based on industry) due to changes in buying behavior and the growth of social media, content marketing, marketing automation, territory optimization, lead gen, predictive scoring models, etc. That just seemed like a better approach for something like the Sales Management Association conference or an SMM webinar, than for ASTD. I've been blogging about some of those things, so maybe I'll develop that presentation next.

    Thanks again for the comment and wishes, Brian!

    Mike
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  • Mike, there is much that I would disagree with, but instead I want to praise you for doing the WORK. Its still a long time to the 22nd Century, but your overview of the need-to-change we can do now, in the 21st Century. Selling IS, and WILL BE, the key to both Corporate and National success. I wish you a happy and successful presentation, and again Well Done on the Work.
    Best wishes, Brian
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22nd Century Selling Skills for ASTD ICE 2014

  1. 1. 22ND CENTURY SELLING SKILLS USE NOW AT RISK OF GREAT SUCCESS Mike Kunkle Session SU118, May 4, 2014
  2. 2. Analysis Value Creation Communication Judgment Learning Organization Networking Mike Kunkle 2Session SU118, May 4, 2014 22nd Century Selling Skills – the Mastery of: 22ND CENTURY SELLING SKILLS
  3. 3. Huh? Is Mike insane? Where are…  Prospecting?  Qualifying?  Presentation Skills?  Closing?  Resolving Objections?
  4. 4. Why These Skills? Mike Kunkle 4Session SU118, May 4, 2014 Totes McGotes, I’m cray-cray! But I also have a logical reason.` So… … am I focused (mostly) on “Non-Sales” stuff?
  5. 5. Knowledge & Skill Gaps Because, after…  Over 20 years doing sales performance work  A dozen Performance Lever analyses  Studying over 17,000 sales people – Differentiating practices of top producers  Delivering over $1B in top-line lift (level 4 results)… These are the gaps I see Mike Kunkle 5Session SU118, May 4, 2014
  6. 6. Disclaimer: My Usual Approach Mike Kunkle 6Session SU118, May 4, 2014 Sales Performer Analysis Top 4% Bottom 20% Top 4% Rest of Top 20% (16%) Bottom 20% Middle 60% Above Average Below Average Study – Hire more20% of time Study hard – Replicate!35% of time 5% of time Depends: • New – up • Old - out Study hard – Move up!30% of time Move up (Mostly New)10% of time Average More reading:  Here  Here  Here  Here
  7. 7. Now Exploring… Mike Kunkle 7Session SU118, May 4, 2014 Isolating the REPLICABLE Top-Producer Practices Top 4% Bottom 20% Top 4% Rest of Top 20% (16%) Bottom 20% Middle 60% Above Average Below Average Isolate replicable behaviorsTarget Study hard – Replicate35% of time 5% of time Depends: • New – up • Old - out Study hard – Move up30% of time Move up (Mostly New)10% of time Average
  8. 8.  Organization – Planning – Prioritization & Focus – Task management  Analysis – Research skills – Problem identification – Problem solving – Critical thinking 22ND CENTURY SELLING SKILLS  Learning – Learning agility – Unlearning – Metacognition  Communication – Listening – Dialogue – Influencing – Negotiating Mike Kunkle 8Session SU118, May 4, 2014  Value Creation – Business Acumens  Financial  Operational  Customer  Solution  Judgment – Interpret | Decide | Respond – Sales Utility Belt  Being present  Interpretation  Decision-making  Purposeful competence  Networking – Sales etiquette – Digital selling
  9. 9. Disclaimers This is not:  A scientifically-controlled, 20-year longitudinal study  A formal research project  A published paper or peer-reviewed article  Data that was statistically crunched using: – Multivariate regression analysis – Pearson correlation coefficient – ANOVA – Or other such fun statistical tests. Mike KunkleSession SU118, May 4, 2014 9
  10. 10. This is:  A mash-up: Data from 12+ projects  Observations over time, comparing the top 4% to the rest of the top 20% and mid-producers  PLUS Some new things, based on our evolving marketplace  Consistent for B2B & B2C (various sales nuances)  Used in effective learning systems and advanced sales curricula in several companies (with strong ROI)  PLUS how I’ve helped employers/clients hire for sales more effectively. Disclaimers Mike KunkleSession SU118, May 4, 2014 10
  11. 11. Final Word on the Approach Today  Not a sales pitch  More “Value-add” than “Slick Presentation”  WAY too much to absorb here – Deeper on some topics; skim others  Slides are a follow-up resource – Plenty of links – Posted on SlideShare (downloadable)  Willing to discuss today, this week, this year, whenever. Mike Kunkle 11Session SU118, May 4, 2014
  12. 12. Analysis 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  13. 13. Analysis  Research skills  Problem identification  Problem solving  Critical thinking Mike Kunkle 13Session SU118, May 4, 2014 22nd Century Selling Skills Analysis
  14. 14. Research Skills Mike Kunkle 14Session SU118, May 4, 2014 22nd Century Selling Skills Analysis Finding Trigger Events
  15. 15. Mike Kunkle 15Session SU118, May 4, 2014 22nd Century Selling Skills Analysis Problem Identification  “If I were given one hour to save the planet, I would spend 59 minutes defining the problem and one minute resolving it.” – Albert Einstein http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1 http://www.mindtools.com/community/pages/article/problem-definition-process.php http://www.mindtools.com/community/pages/article/newTMC_83.php
  16. 16. Mike Kunkle 16Session SU118, May 4, 2014 22nd Century Selling Skills Analysis Problem Solving http://www.mindtools.com/community/pages/main/newMN_TMC.php#cause Finding the Cause of a Problem  Root Cause Analysis  CATWOE Problem Definition  5 Whys  Drill-Down  Cause and Effect Analysis  Appreciation  The Four Frame Approach  Interrelationship Diagrams
  17. 17. Mike Kunkle 17Session SU118, May 4, 2014 22nd Century Selling Skills Analysis Critical Thinking  Analyze Cause and Effect  Classify and Sequence  Compare and Contrast  Infer  Evaluate  Observe  Predict  Rationalize  Prioritize  Summarize  Synthesize http://www.mindtools.com/community/pages/article/newTED_95.php http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business Pearson's RED Critical Thinking Model
  18. 18. What Does ANALYSIS Do For Sales Pros?  They do their job more effectively  They add more value to their company But most importantly, they become…  An indispensible ally and trusted advisor for their clients  Respected business partners who offer sound advice and help solve real problems! Mike Kunkle 18Session SU118, May 4, 2014 22nd Century Selling Skills Analysis
  19. 19. Value Creation 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  20. 20. Value Creation Data Points  The top inhibitors to sales success: – the inability to articulate a value message – a lack of subject matter expertise of the buyer’s industry or solution (source: SiriusDecisions)  Less than 15% of sales calls add value, according to executives surveyed (source: Forrester). Mike Kunkle 20Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation
  21. 21. Mike Kunkle 21Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Value Creation Building Blocks Business Acumens  Financial  Operational  Customer  Solution
  22. 22. Financial / Business Model Acumen  How does the business…. Mike Kunkle 22Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation  Read: Bottom-Line Selling  Read: Financial Intelligence  Check out: FASTpartners Make Money Save Money
  23. 23. Operational Acumen  Who does what  How things get done in organizations – Yours – Your Client’s  Political / cultural considerations  Execution and making things happen Mike Kunkle 23Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Knowledge Political Savvy Emotional Intelligence Execution Skills http://www.4dxbook.com http://gettingthingsdone.com http://scottberkun.com/2012/how-to-make-things-happen http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304 http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way Consider Mentoring
  24. 24. Customer / Solution Acumen  Market Conditions / Buyer Issues  Implications – Negative Consequences of Inaction – Positive Outcomes of Action  Need Statement  Sales Solution Architecture – Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations  Outcomes – Negative Consequences Avoided – Positive Outcomes Gained Mike Kunkle 24Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
  25. 25. Customer / Solution Acumen  Market Conditions / Buyer Issues  Implications – Negative Consequences of Inaction – Positive Outcomes of Action  Need Statement  Sales Solution Architecture – Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations  Outcomes – Negative Consequences Avoided – Positive Outcomes Gained Mike Kunkle 25Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3 Consider Buyer Personas, too
  26. 26. Customer / Solution Acumen  Market Conditions / Buyer Issues  Implications – Negative Consequences of Inaction – Positive Outcomes of Action  Need Statement  Sales Solution Architecture – Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations  Outcomes – Negative Consequences Avoided – Positive Outcomes Gained Mike Kunkle 26Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3 Align Sales Messaging by Persona
  27. 27. Mike Kunkle 27Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation Customer / Solution Acumen  Market Conditions / Buyer Issues  Implications – Negative Consequences of Inaction – Positive Outcomes of Action  Need Statement  Sales Solution Architecture – Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations  Outcomes – Negative Consequences Avoided – Positive Outcomes Gained Where does the magic happen? Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3  What most people think  Traditional sales training
  28. 28. Mike Kunkle 28Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation RESULTS OF INACTION & ACTION Implications (of not acting)  Bad things that could happen  Good things lost Outcomes (from acting)  Bad things avoided  Good things gained Which ties back to Business Acumen  Make Money  Save Money  Manage Risk Customer / Solution Acumen  Market Conditions / Buyer Issues  Implications – Negative Consequences of Inaction – Positive Outcomes of Action  Need Statement  Sales Solution Architecture – Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations  Outcomes – Negative Consequences Avoided – Positive Outcomes Gained The REAL magic: Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
  29. 29. What Does VALUE CREATION Do For Sales Pros?  Creating real value is key to sales success  These acumens help reps: – Differentiate themselves – Develop trust, credibility, and respect – Gain access to senior executives – Truly impact clients and deliver ROI – Get things done / make things happen – Increase Win rates / decrease No Decision status Mike Kunkle 29Session SU118, May 4, 2014 22nd Century Selling Skills Value Creation
  30. 30. Communication 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  31. 31. Communication  Listening  Observing  Dialoguing  Influencing  Negotiating Mike Kunkle 31Session SU118, May 4, 2014 22nd Century Selling Skills Communication http://www.mindtools.com/community/pages/article/CommunicationIntro.php http://www.slideshare.net/amitmljain/communication-process
  32. 32. Listening Advice from the International Listening Association  Don’t “parrot” things back to people Instead…  Interpret what you heard and share that  Explore deeper (esp. open-ended questions)  Validate what you heard – Receive your client’s input with enthusiasm and respect – Be attentive and fully engaged. Mike Kunkle 32Session SU118, May 4, 2014 22nd Century Selling Skills Communication http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf http://www.mindtools.com/community/pages/article/ActiveListening.php https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/ Listening / Observing / Dialoguing
  33. 33. Mike Kunkle 33Session SU118, May 4, 2014 22nd Century Selling Skills Communication Listening / Observing / Dialoguing http://www.mindtools.com/community/pages/article/Body_Language.php http://www.businessballs.com/body-language.htm#body-language-introduction http://obscure-vision.com/10-tips-for-reading-body-language/ http://on.ted.com/Cuddy  Become a student of body language  Observe yourself  Don’t “over-interpret”  Bonus: use BL as a tool to manage your emotional states
  34. 34. Mike Kunkle 34Session SU118, May 4, 2014 22nd Century Selling Skills Communication Listening / Observing / Dialoguing  Dialogue – two way communication  Goal is understanding  Purest form – No intent of influencing. http://bit.ly/Dialogue-CommuncationTool http://bit.ly/HowGood-Communication http://bit.ly/SalesDialogue http://bit.ly/ImpSales-InsightDialogue
  35. 35. Sales Dialogue Skills Mike Kunkle 35Session SU118, May 4, 2014 22nd Century Selling Skills Communication When…  Client realizes need  Explore current thinking  Develop ideas together  Validate understanding  Gain client perspective  Develop opportunities generated with insights Question-led Dialogue  Seek understanding  Seek confirmation Asking Sharing Listening Through active listening and observation, you’ll know where to start or when to switch Insight-led Dialogue  Seed new ideas  Influence thinking When…  Trigger new ideas  Shape current thinking  Differentiate yourself  Create urgency  Build credibility  Pique curiosity  Disrupt current mindset  Overcome bias or misconception Used with permission, © Richardson From Selling with Insights®
  36. 36. Mike Kunkle 36Session SU118, May 4, 2014 22nd Century Selling Skills Communication Influence Skills  Ethos, Logos, Pathos (thanks Aristotle) – Credibility – Logic – Emotion http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm http://pathosethoslogos.com/ http://www.mindtools.com/community/Search.php?search_term=persuasion
  37. 37. Negotiating Skills  Win-win  Less about price  More about value, interests, issues, goals, outcomes Mike Kunkle 37Session SU118, May 4, 2014 22nd Century Selling Skills Communication http://www.mindtools.com/community/Search.php?search_term=Negotiation http://thesaleshunter.com/high-profit-selling/ http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937 Value Creation
  38. 38. What Does COMMUNICATION Do For Sales Pros?  Listening, Observing, Dialoguing, Influencing, and Negotiating Skills are how Value is delivered and perceived. Mike Kunkle 38Session SU118, May 4, 2014 22nd Century Selling Skills Communication “The top inhibitors to sales success are the inability to articulate a value message.” - SiriusDecisions “Less than 15% of sales calls add value,” according to executives surveyed . - Forrester
  39. 39. Judgment 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  40. 40. Mike Kunkle 40Session SU118, May 4, 2014 22nd Century Selling Skills Judgment http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814 http://www.mindtools.com/community/BookInsights/Judgement.php http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/ Pearson's RED Critical Thinking Model Judgment Analysis Gets Fuzzy with Analysis – Think…  Less “analyzing”  More “what to do next” – Interpret – Decide – Respond
  41. 41. Sales Utility Belt Concept  Being present  Interpretation  Decision-making  Purposeful competence Mike Kunkle 41Session SU118, May 4, 2014 22nd Century Selling Skills Judgment http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/
  42. 42. Sales Utility Belt Meets Training  What  Why  How  When  Where Mike Kunkle 42Session SU118, May 4, 2014 22nd Century Selling Skills Judgment Situation Choice Choice Choice Choice Choice ? ? ? ? ?
  43. 43. Sales Utility Belt Meets Training  What  Why  How  When  Where Mike Kunkle 43Session SU118, May 4, 2014 22nd Century Selling Skills Judgment Choice Best Choice Choice Choice Choice SituationDon’t Skip! Conscious Competence http://www.businessballs.com/consciouscompetencelearningmodel.htm
  44. 44. What Does JUDGMENT Do For Sales Pros?  With training and practice, reps can use judgment to… – Interpret – Decide – Respond  …Purposefully, in the moment, with the right methodology, to move the sale forward. Mike Kunkle 44Session SU118, May 4, 2014 22nd Century Selling Skills Judgment
  45. 45. Learning 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  46. 46. FunnySalesCartoons.com
  47. 47. Mike Kunkle 47Session SU118, May 4, 2014 22nd Century Selling Skills Learning Learning Pace of Change and Info Overload  Learning Agility  Unlearning  Metacognition “There were 5 exabytes of information created between the dawn of civilization through 2003, but that much information is now created every 2 days, and the pace is increasing.” - Eric Schmidt
  48. 48. Learning Agility Pace of Change and Info Overload  Changing buying behavior  Increasingly complex business environments  Need for evolution and retooling Mike Kunkle 48Session SU118, May 4, 2014 22nd Century Selling Skills Learning 5 Facets used with permission from Center for Creative Leadership: http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf
  49. 49. Unlearning and Metacognition Pace of Change and Info Overload  Unlearning – School of Unlearning – Dave Brock: What I Finally Got about Unlearning – Anthony Iannarino: What Are You Unlearning?  Metacognition Awareness or analysis of one's own learning or thinking processes – http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta. htm Mike Kunkle 49Session SU118, May 4, 2014 22nd Century Selling Skills Learning
  50. 50. What Does LEARNING Do For Sales Pros?  Provides a purposeful plan for dealing with evolving demands  Offers a process for “Sharpening the Saw” (Covey, 7 Habits)  Encourages personal growth  “Organizational sharing” can target pertinent trends for them  Gives them an advantage for what will be one of the most desired and needed career skills for the future. Mike Kunkle 50Session SU118, May 4, 2014 22nd Century Selling Skills Learning
  51. 51. Organization 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  52. 52. Mike Kunkle 52Session SU118, May 4, 2014 22nd Century Selling Skills Organization Stunningly obvious, yet top producers excel at it, while others do not focus enough on it.
  53. 53. Organization  Planning  Prioritization/Focus  Task Management Mike Kunkle 53Session SU118, May 4, 2014 22nd Century Selling Skills Organization http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/ http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals One of the biggest gaps I see? Account Management Practices For Growing Current Clients Thoughts on Account Development Planning
  54. 54. What Does ORGANIZATION Do For Sales Pros? Focus + Efficiency + Effectiveness = Productivity  Do the right things  At the right time  In the right way  For the right result Mike Kunkle 54Session SU118, May 4, 2014 22nd Century Selling Skills Organization
  55. 55. Networking 22nd Century Selling Skills Analysis Value Creation Communication Judgment Learning Organization Networking
  56. 56. Networking  Sales Etiquette  Digital Selling Mike Kunkle 56Session SU118, May 4, 2014 22nd Century Selling Skills Networking
  57. 57. Sales Etiquette  Think this is overrated? Read this and this.  Includes not only… – Manners, courtesy, respect, kindness, tolerance, patience, thank you notes …but also… – Being prepared, being on time, having a clear client-focused agenda, and an “outside-in,” others-first view Mike Kunkle 57Session SU118, May 4, 2014 22nd Century Selling Skills Networking http://thesavvynetworker.com/savvynetworkingtips http://www.drjanyager.com/bpetiquette_articles.htm http://www.salessells.com/life-career/business-table-manners https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques http://www.willamette.edu/alumni/career_network/career_guide/professional.html http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11 Top Producers Rock This!
  58. 58. Selling Through Digital Channels (Social Selling)  Is it right for you and to what degree?  Whatever degree is right, develop a great social presence now (esp. see: this) Mike Kunkle 58Session SU118, May 4, 2014 22nd Century Selling Skills Networking The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you are in an industry where social selling has low applicability, ignore it. http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry
  59. 59. Selling Through Digital Channels (Social Selling) If it’s right for you… Digital Selling Formula  Conduct Research  Make a Connection  Generate Awareness  Create Interest  Build Relationships  Convert R2R (relationships to revenue) Mike Kunkle 59Session SU118, May 4, 2014 22nd Century Selling Skills Networking Read more here
  60. 60. Selling Through Digital Channels (Social Selling) If it’s right for you… Other Advice  Give to get (or Jill Rowley's "give to give")  Pay It Forward  Connect others for THEIR benefit  Share relevant, helpful content  Connections do not equal an automatic newsletter subscription  LinkedIn is not a massive email marketing database  Research and learn EFFECTIVE practices Mike Kunkle 60Session SU118, May 4, 2014 22nd Century Selling Skills Networking
  61. 61. Selling Through Digital Channels (Social Selling) The Great Cold Calling War of 2014 No, Cold Calling is Not Dead. Sorry.  Sometimes, we dispense advice like the future is already here  Take a balanced approach  In SOME situations, nuances, industries, it may be dead or dying  In OTHERS, not so much Mike Kunkle 61Session SU118, May 4, 2014 22nd Century Selling Skills Networking http://www.alenmajer.com/2014/04/cold-calling-works http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not-dead
  62. 62. What Does NETWORKING Do For Sales Pros?  Credibility  Six degrees of separation  Social debt  Referrals / Introductions / Recommendations  Advocacy  Better sales results Mike Kunkle 62Session SU118, May 4, 2014 22nd Century Selling Skills Networking
  63. 63. Recommendations  Don’t START with this “22nd Century” approach  Review and research what I’ve provided, while you… – Study and replicate top-producer practices with core “selling skills” – Weave these skills in, appropriately, where you can – Create Effective Learning Systems – Make an impact and deliver ROI. Mike Kunkle 63Session SU118, May 4, 2014 22nd Century Selling Skills Making It Happen
  64. 64. Recommendations Then…  Start a full “Sales Development” curricula for mastery of 22nd Century Selling Skills  Treat these skills much like Leadership Development  Commit to the cause to Elevate our Sales Profession! Mike Kunkle 64Session SU118, May 4, 2014 22nd Century Selling Skills Making It Happen
  65. 65. Appendix 22ND CENTURY SELLING SKILLS Use now at risk of great success Mike Kunkle 65Session SU118, May 4, 2014
  66. 66. Mike is a training and organization effectiveness leader with special expertise in sales force transformation  After his initial years on the frontline in sales and sales management, he spent the past 19 years as a corporate manager or consultant, leading departments and projects with one purpose – improve sales results.  Today, in his role as Commercial Training and Development Manager for GE Capital’s Equipment Finance segment, Mike uses his in expertise in best-in-class learning strategies, methods, processes, and change leadership to develop the capabilities of sales representatives and sales managers to drive business results.  Mike freely shares his own sales transformation methodology, speaking at conferences and writing online (see http://slidesha.re/PerfLevers082011 and http://slidesha.re/SalesLearningSystems as examples) and can be reached at <mike at mikekunkle dotcom>, through his blog at http://www.mikekunkle.com, or on various social media sites: – LinkedIn: http://www.linkedin.com/in/mikekunkle – Twitter: https://twitter.com/Mike_Kunkle – Google+: https://plus.google.com/+MikeKunkle/posts – SlideShare: http://www.slideshare.net/MikeKunkle/ Mike Kunkle Let’s get connected! Mike Kunkle 66Session SU118, May 4, 2014
  67. 67. Sales Performer Analysis http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/ http://calliduscloud.com/blog/apply-sales-analytics-to-fuel-sales-coaching-and-sales-performance/ http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/ http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/ Top Producer Research http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/ http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/ http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/ Changes in Buying Behavior http://www.mikekunkle.com/2014/04/19/buyers-are-buying-differently-what-are-you-doing-about-it/ Effective Learning Systems http://www.slideshare.net/MikeKunkle/training-2014-transform-sales-results-mike-kunkle-02032014-slide-share Hiring More Effectively http://www.mikekunkle.com/2011/04/18/should-you-use-psychometric-assessments-to-hire/ Appendix Link Compilations Mike Kunkle 67Session SU118, May 4, 2014
  68. 68. Appendix Link Compilations Organizations Mentioned http://www.siriusdecisions.com/live/home/index.php http://www.forrester.com/Sales-Enablement http://fastpartners.com http://www.ccl.org/Leadership/index.aspx http://www.salesbenchmarkindex.com Mike Kunkle 68Session SU118, May 4, 2014
  69. 69. Appendix Link Compilations Analysis Links http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1 http://www.mindtools.com/community/pages/article/problem-definition-process.php http://www.mindtools.com/community/pages/article/newTMC_83.php Problem Solving Links (MindTools requires membership - $1 trial for first month) MindTools - Root Cause MindTools - CATWOE MindTools - 5 Whys MindTools - Drill-Down MindTools - Cause and Effect MindTools - Appreciation MindTools - The Four Frame MindTools - Interrelationship MindTools – Problem Solving Methods Mike Kunkle 69Session SU118, May 4, 2014
  70. 70. Appendix Link Compilations Critical Thinking Links http://www.thinkwatson.com/think-red/red-critical-thinking-model http://www.mindtools.com/community/pages/article/newTED_95.php http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business Value Creation: Financial Acumen http://www.amazon.com/Bottom-Line-Selling-Professionals-Improving/dp/1935961322 http://www.amazon.com/Financial-Intelligence-Managers-Knowing-Numbers/dp/1591397642 Value Creation: Operational Acumen http://www.4dxbook.com http://gettingthingsdone.com http://scottberkun.com/2012/how-to-make-things-happen http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304 http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way Mike Kunkle 70Session SU118, May 4, 2014
  71. 71. Appendix Link Compilations Value Creation: Customer / Solution Acumen http://www.buyerpersona.com/ http://www.mikekunkle.com/2014/04/06/the-path-to-sales-growth-through-customer-focus-part-1/ http://www.mikekunkle.com/2014/04/13/the-path-to-sales-growth-through-customer-focus-part-2/ http://www.mikekunkle.com/2014/04/18/the-path-to-sales-growth-through-customer-focus-part-3/ Communication: General http://www.mindtools.com/community/pages/article/CommunicationIntro.php http://www.slideshare.net/amitmljain/communication-process Communication: Listening http://www.listen.org/ http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf http://www.mindtools.com/community/pages/article/ActiveListening.php https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/ Mike Kunkle 71Session SU118, May 4, 2014
  72. 72. Appendix Link Compilations Communication: Observing http://www.mindtools.com/community/pages/article/Body_Language.php http://www.businessballs.com/body-language.htm#body-language-introduction http://obscure-vision.com/10-tips-for-reading-body-language/ http://on.ted.com/Cuddy Communication: Dialoguing http://bit.ly/Dialogue-CommuncationTool MindTools - Good Communication http://blogs.richardson.com/2013/10/25/dialogue-oldest-new-killer-sales-skill/ http://blogs.richardson.com/2014/02/12/improve-sales-effectiveness-insight-dialogue/ http://www.richardson.com/What-We-Do/Learning-Solutions/Generate-Opportunities/Richardsons-Selling-with- Insights/ Communication: Influencing http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm http://pathosethoslogos.com/ MindTools - Persuasion Search Communication: Negotiating http://www.mindtools.com/community/Search.php?search_term=Negotiation http://thesaleshunter.com/high-profit-selling/ http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937 Mike Kunkle 72Session SU118, May 4, 2014
  73. 73. Appendix Link Compilations Judgment http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814 MindTools - Book Review: Judgment http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/ Judgment: Sales Utility Belt http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/ http://www.businessballs.com/consciouscompetencelearningmodel.htm Learning http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf http://www.schoolofunlearning.com/ http://partnersinexcellenceblog.com/what-i-finally-got-about-unlearning/ http://thesalesblog.com/blog/2011/07/27/what-are-you-unlearning/ http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta.htm http://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1451639619/ Mike Kunkle 73Session SU118, May 4, 2014
  74. 74. Appendix Link Compilations Organization http://www.mikekunkle.com/2011/09/24/thoughts-on-account-development-planning/ http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/ http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals Networking: Sales Etiquette http://www.salessells.com/life-career/business-table-manners/ http://www.salesbenchmarkindex.com/bid/92440/The-Worst-Sales-Call-of-2012 http://thesavvynetworker.com/savvynetworkingtips http://www.drjanyager.com/bpetiquette_articles.htm http://www.salessells.com/life-career/business-table-manners https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques http://www.willamette.edu/alumni/career_network/career_guide/professional.html http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11 Mike Kunkle 74Session SU118, May 4, 2014
  75. 75. Appendix Link Compilations Networking: Digital Selling (Social Selling) http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry http://www.salesforlife.com/sales-resources/ http://www.salesforlife.com/sales-resources/9-steps-to-a-winning-linkedin-profile-for-sales-professionals/ http://www.mikekunkle.com/2014/03/29/much-ado-about-social-selling/ http://thefridayhangout.com/jill-rowley-on-social-selling/ Networking: Cold Calling is Not Dead (everywhere, yet) http://www.alenmajer.com/2014/04/cold-calling-works http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not- dead Mike Kunkle 75Session SU118, May 4, 2014

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