Mike Kunkle discusses the need for salespeople to evolve their approach to keep up with advances in artificial intelligence and machine learning. He outlines four key "human differentiators" of empathy, critical thinking, problem solving and judgment. The presentation then focuses on how to apply these human skills to key "moments of truth" in the sales process, including prospecting, call planning, discovery, opportunity qualification, opportunity management, and value creation. Kunkle emphasizes taking a buyer-centric needs-based approach throughout the sales cycle.
The Power of Discovery for Increasing Win RatesMike Kunkle
Webinar Recording: http://bit.ly/SMMWebinar-04182018
_____________________________________________
Webinar Description from SMM Connect:
Depending on which sales research you’re reading, Win Rates hover under 50% and No Decision rates vary greatly from 25% to over 50%. The bottom-line? We can do better. And many of us must, to make our number.
What’s the single best thing you can do to radically move these numbers for your sales force? The answer is better sales discovery.
In this webinar, sales transformation expert Mike Kunkle will share a situation assessment framework that will enable your sales force to understand your customers better than ever before – especially the things that matter most to the decision makers – so your pursuit team can build a compelling case for change and co-create solutions that deliver what your buyers really value.
Join Mike for this webinar (where your questions are welcomed and expected) and learn how you can increase your Win Rates and decrease Losses and No Decisions, through the power of effective discovery.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
How a Different Approach to Selling Can Unleash Massive Sales GrowthMike Kunkle
These are the slides from my SMM Connect webinar on 8/09/2017. Watch: http://bit.ly/SMMWebinar08092017-SS
Well-known selling methodologies no longer provide enough differentiation. Worse, even the methodologies that have been around for 50 years, like consultative selling, aren’t widely adopted (at mastery levels). We still sell transactionally and superstitiously.
In this webinar on my Sales Transformation Straight Talk™ channel, I share:
• Why we need an adaptive approach to selling
• The adaptive selling methodology
• The consultative mindsets that still provide differentiation
• Why sales judgment matters
• The power of Outcome Selling
• How to implement an adaptive sales methodology so it sticks
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
Stop the Sales Insanity - How 5 Simple Stages Can Transform Your Sales Force Mike Kunkle
Watch the webinar recording at http://bit.ly/EdCastKunkleRecording06272017
These are the slides from the webinar I delivered with EdCast on 6/27/2017. I've seen this simple 5 stage system radically transform sales force behaviors in as little as 3-6 months.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
How 4 Sales Systems Can Solve 80% of your Sales Enablement ChallengesMike Kunkle
These are the slides from a webinar delivered on my Sales Transformation Straight Talk channel on SMM Connect in May 2017. These 4 systems address the vast majority of sales enablement challenges and can radically transform an organization's sales results.
Modern Selling + Modern Learning = Sales GrowthMike Kunkle
These are the slides from my 7/17/2019 SMMConnect.com webinar. You can watch the webinar for free at https://www.smmconnect.com/events/1617?gref=mikek for registering (also free) for the SMMConnect.com website.
The Power of Discovery for Increasing Win RatesMike Kunkle
Webinar Recording: http://bit.ly/SMMWebinar-04182018
_____________________________________________
Webinar Description from SMM Connect:
Depending on which sales research you’re reading, Win Rates hover under 50% and No Decision rates vary greatly from 25% to over 50%. The bottom-line? We can do better. And many of us must, to make our number.
What’s the single best thing you can do to radically move these numbers for your sales force? The answer is better sales discovery.
In this webinar, sales transformation expert Mike Kunkle will share a situation assessment framework that will enable your sales force to understand your customers better than ever before – especially the things that matter most to the decision makers – so your pursuit team can build a compelling case for change and co-create solutions that deliver what your buyers really value.
Join Mike for this webinar (where your questions are welcomed and expected) and learn how you can increase your Win Rates and decrease Losses and No Decisions, through the power of effective discovery.
Transform Sales Results with a Systems Approach: Docebo Inspire 2017Mike Kunkle
This is the presentation I delivered at Docebo Inspire in September 2017. It explains the application of systems thinking to radically transform sales results.
How a Different Approach to Selling Can Unleash Massive Sales GrowthMike Kunkle
These are the slides from my SMM Connect webinar on 8/09/2017. Watch: http://bit.ly/SMMWebinar08092017-SS
Well-known selling methodologies no longer provide enough differentiation. Worse, even the methodologies that have been around for 50 years, like consultative selling, aren’t widely adopted (at mastery levels). We still sell transactionally and superstitiously.
In this webinar on my Sales Transformation Straight Talk™ channel, I share:
• Why we need an adaptive approach to selling
• The adaptive selling methodology
• The consultative mindsets that still provide differentiation
• Why sales judgment matters
• The power of Outcome Selling
• How to implement an adaptive sales methodology so it sticks
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
Stop the Sales Insanity - How 5 Simple Stages Can Transform Your Sales Force Mike Kunkle
Watch the webinar recording at http://bit.ly/EdCastKunkleRecording06272017
These are the slides from the webinar I delivered with EdCast on 6/27/2017. I've seen this simple 5 stage system radically transform sales force behaviors in as little as 3-6 months.
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.
How 4 Sales Systems Can Solve 80% of your Sales Enablement ChallengesMike Kunkle
These are the slides from a webinar delivered on my Sales Transformation Straight Talk channel on SMM Connect in May 2017. These 4 systems address the vast majority of sales enablement challenges and can radically transform an organization's sales results.
Modern Selling + Modern Learning = Sales GrowthMike Kunkle
These are the slides from my 7/17/2019 SMMConnect.com webinar. You can watch the webinar for free at https://www.smmconnect.com/events/1617?gref=mikek for registering (also free) for the SMMConnect.com website.
Building Blocks of Sales Enablement - 2018 SES ConferenceMike Kunkle
This are the slides from my presentation at the 2018 Sales Enablement Society Conference on "The Building Blocks of Sales Enablement: A Systems Thinking Approach to Sales Performance Improvement"
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
On the Other Side of Sales and Marketing Alignment (HUB International)SAVO
In this presentation you’ll get a clear picture of the business pains and strategies for mitigating them as you work to align sales and marketing. Learn tips to continually improve the synergy between sales and marketing, while ensuring sales pros are impactful and on-message.
Research and feedback has indicated that Solution Providers want to become better leaders and managers, especially as they transform into cloud and online services. Managing costs, sales effectiveness, and execution are more critical in a cloud focused practice than the traditional on premise business model. This session was crafted to support accelerated leadership within the Solution Provider community:
• Sales Manager’s guideline to optimize sales meetings
• First time sales management training tips
• How to manage your sales manager!
• Leadership vs management-know the difference
• Utilizing emotional intelligence to help guide your sales team
• What ratio managers are measuring now
• 5 ideas to increase the sales professionalism of your team
http://www.ingrammicrocloud.com
What does World-Class Sales Performance look like? • We can show you ...
– The RESULTs generated by World Class Sales Teams
– The Selling Behaviors that directly drive these results
– How your team compares to the World-Class Group and to your Industry Peers
– How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance
– We can help you calculate the impact of these small changes on your business.
Pursuit of World-Class Performance (Miller Heiman)SAVO
Watch this presentation for an analysis of the 2014 Miller Heiman Sales Best Practice Study and highlight the strategic issues facing sales leaders. Learn the three core behaviors and 12 sales activities that drive world-class sales performance.
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
Building Blocks of Sales Enablement - 2018 SES ConferenceMike Kunkle
This are the slides from my presentation at the 2018 Sales Enablement Society Conference on "The Building Blocks of Sales Enablement: A Systems Thinking Approach to Sales Performance Improvement"
A Simple Sales Coaching Methodology That Moves the NeedleMike Kunkle
Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023
Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
On the Other Side of Sales and Marketing Alignment (HUB International)SAVO
In this presentation you’ll get a clear picture of the business pains and strategies for mitigating them as you work to align sales and marketing. Learn tips to continually improve the synergy between sales and marketing, while ensuring sales pros are impactful and on-message.
Research and feedback has indicated that Solution Providers want to become better leaders and managers, especially as they transform into cloud and online services. Managing costs, sales effectiveness, and execution are more critical in a cloud focused practice than the traditional on premise business model. This session was crafted to support accelerated leadership within the Solution Provider community:
• Sales Manager’s guideline to optimize sales meetings
• First time sales management training tips
• How to manage your sales manager!
• Leadership vs management-know the difference
• Utilizing emotional intelligence to help guide your sales team
• What ratio managers are measuring now
• 5 ideas to increase the sales professionalism of your team
http://www.ingrammicrocloud.com
What does World-Class Sales Performance look like? • We can show you ...
– The RESULTs generated by World Class Sales Teams
– The Selling Behaviors that directly drive these results
– How your team compares to the World-Class Group and to your Industry Peers
– How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance
– We can help you calculate the impact of these small changes on your business.
Pursuit of World-Class Performance (Miller Heiman)SAVO
Watch this presentation for an analysis of the 2014 Miller Heiman Sales Best Practice Study and highlight the strategic issues facing sales leaders. Learn the three core behaviors and 12 sales activities that drive world-class sales performance.
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Understanding the customer must lie at the foundation of your Business Strategy, your Business Model(s) resulting in Competitive Advantage. Not understanding the customer accounts for everything else we do in business.
Aligning sales and marketing isn't just about scheduling more meetings. In this free webinar, marketing master Matt Heinz will discuss eight specific best practices to help your organization accelerate its path toward sales and marketing collaboration nirvana. You will learn how to:
Create a common dashboard of performance metrics
Drive collaboration across all levels of the sales and marketing organization
Handle compensation challenges and opportunities
Develop a regular rhythm of communication across both team and above to management
Value of joint sales & mktg strategy clarificationDiane Kontra
In today’s “new normal” business environment, expectations to increase revenue and market share continue to accelerate with no room for shortfalls. Sales believes marketing is willfully disconnected from what’s happening in the field, while marketing fears that sales is focused solely on quota performance without truly grasping the larger market opportunity. So how can sales and marketing professionals who are jointly responsible for achieving aggressive growth goals ensure success? It’s time to roll up your sleeves and examine this critical impasse and the potential impact on your organization in more depth.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
Business Growth By Customer Acquisition and Loyalty MarketingAutoSyndicationUSA
The purpose of the Dynamic Growth Concepts is to help business owners and leaders hurdle the many stumbling blocks that impede progress and, all too often, knock
businesses and organizations completely out of the race. The most daunting obstacle blocking the path to success is what I call the cold, hard truth.
Call Mark @ Dynamic Growth Concepts because I want to help you learn the truth,
Similar to Evolve Your Sales Approach Now Or Be Replaced By Automation (20)
The Updated Building Blocks of Sales Enablement 11-2019Mike Kunkle
This is what I call the building blocks of sales enablement. The advice in this presentation can help you start or evolve a sales enablement practice in your company,
Increase Sales Performance with Modern Learning via ATDMike Kunkle
This is the webinar that Jake Miller from Allego and I did delivered for ATD's webcast series. The webcast recording can be viewed at https://webcasts.td.org/webinar/2528. Slides can be downloaded there or right here.
Sales Onboarding SMM Webinar - Mike Kunkle/Brainshark 2016Mike Kunkle
This is the deck I presented for Sales & Marketing Management's webinar, sharing my sales onboarding methods that have yielded such great results for me.
Using Top-Producer Analysis to Improve Sales ResultsMike Kunkle
This is a presentation about my methodology for conducting a top-producer analysis. I'm presenting this at the ATD's 2016 annual conference in Denver on Tue 5/24/2016.
Conducting a Top-Producer Analysis:
- Allows you to use the data to construct content and curricula that, when implemented within an effective learning system, will increase organizational sales results and provide payback and return on investment.
- Is the epitome of talent development. It takes best practices to a new level, by using your own, internal top sales talent to help others improve, which accounts for the context and nuances that best practices do not.
- Allows you to isolate the true exemplary performers (some top-producers earn their results, others get lucky or are handed big accounts), determine the differentiating practices between these producers and others, and replicate the behaviors that will drive sales results and lift your middle producers to new levels.
My ATD Webcast with Qstream: Stop Wasting Money on Sales TrainingMike Kunkle
These are the slides from the webcast I did with Lisa Clark of Qstream on ATD's Watch & Learn Webcast Series. You can see more detail and register to view the one-hour webcast at:
https://www.td.org/Digital-Resources/Webcasts/TD/2015/03/Stop-Wasting-Money-on-Sales-Training
This is from a breakout session presentation that I'm running at a conference. It's about using sales analytics to identify areas where sales managers can get the greatest lift from their team. Then I offer basic yet effective models for training, conducting check-ins and coaching to close performance gaps and realize get the most dramatic improvements in their sales team's performance.
This is a custom presentation I'm delivering for Lumina Learning at their conference on 9/23/14. It's my "authentic selling" content, turned into illuminated selling, with some discussion added throughout.
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The presentation covers how to determine whether social selling is right for you now, the ticket to entry (the three p's) that you need to do now, either way, and if social selling is right for you... I offer six steps to social selling success that I've seen work very effectively.
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This is the slide deck from my webinar presentation for Sales & Marketing Management with Dave Stein on 5/15/2014. As soon as I have the link to the recording, I'll add it.
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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.
This is a presentation I delivered for an FSU sales leadership class. Perhaps a bit difficult to understand everything without the talk-track, but hopefully will offer some value.
This is not an end-all-be-all primer for Territory Management - it was developed for a very specific situation to fix a very specific business problem.
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This is a version of my "Aligning Performance Levers" presentation, delivered at the 2011 Profiles International Client Summit in Dallas TX on 09/16/11. See http://slidesh.re/PerfLevers082011 for the standard presentation.
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Aligning Performance Levers for Breakthrough Sales Results 08-2011
Evolve Your Sales Approach Now Or Be Replaced By Automation
1. Evolve Your Sales Approach Now
Or Be Replaced By AutomationEvolve Your Sales Approach Now
Or Be Replaced By Automation
Mike Kunkle
Host of Sales Transformation Straight Talk™
VP of Sales Transformation Services, Digital Transformation Inc.
Founder, Transforming Sales Results, LLC
2. What
• Sales Transformation Straight Talk webinar series
Why
• Provide you with the latest thinking and actionable ideas to transform
sales results
How
• Solo webinars, guest speakers, Q&A, taking requests, follow-up
conversations
When & Where
• Mid-month, Wednesday at 2 pm Eastern*, every month, here on SMM
Connect (http://bit.ly/STSTonSMM)
Sales Transformation Straight Talk Series
on
* With some possible exceptions on day/time
2
3. mike.kunkle@fastlaneus.com
mike@mikekunkle.com
(214) 494-9950
Follow Mike & His Content
Personal Blog http://www.TransformingSalesResults.com
DTI Blog/Insights http://www.DXform.io/blog
SMM Webinars http://bit.ly/STSTonSMM
BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel
LinkedIn Publisher http://bit.ly/MikeKunklePublisher
LinkedIn Profile http://www.linkedin.com/in/mikekunkle
Twitter https://twitter.com/mike_kunkle
SlideShare http://www.slideshare.net/MikeKunkle
Google+ https://plus.google.com/+MikeKunkle
Mike Kunkle is a widely-recognized sales transformation
architect and sales training / sales enablement leader.
He’s spent 22 years as a corporate leader or consultant, helping companies drive
dramatic revenue growth through best-in-class learning strategies and his proven-
effective sales transformation methodologies. Today, Mike is the VP of Sales
Transformation Services for Digital Transformation Inc. (a division of Fast Lane
Consulting & Education Services) and founder of Transforming Sales Results, LLC.
He consults, advises, writes, speaks, leads webinars, designs sales learning systems
that get results, and guides clients through all aspects of their sales transformation.
Mike Kunkle
VP, Sales Transformation Services
Founder
Your Host
3
4. [POLL: What brings you here today?]
AGENDA: Evolve Your Approach to Selling
• The coming impact of Artificial Intelligence and Machine Learning
• The “Human Differentiator” for selling…
• …applied to “The Moments of Truth for Sales Effectiveness”
- Prospecting
- Call Planning
- Qualification
- Discovery
- Opportunity Management
- Value Creation
Our Plan for Today
4
8. The Human Differentiators
8
For more…
http://closingbigger.net/2017/08/the-right-brained-sales-revolution-podcast/ | https://www.salesgravy.com/saleseq/
Why?
Human
Buyer-centric
Communication
Generate more leads
Win more opportunities
Competitive differentiation
Connecting Dots
Data to Insight
Decision-Making
Problem-Solving Critical Thinking
Consulting
Judgment
Listening
Empathy
10. Opportunities for sales differentiation:
The Moments of Truth for Sales Effectiveness
10
Prospecting
Discovery
Opportunity
Management
Sales Call
Planning
Opportunity
Qualification
Value Creation
11. Merging the two…
The Moments of Truth for (Human) Sales Effectiveness
11
Connecting Dots
Data to Insight
Decision-Making
Problem-Solving Critical Thinking
Consulting
Judgment
Listening
Empathy
12. Prospecting
Buyer-centric/Problem-focused vs. Seller-centric/Product-focused
• Adaptive Selling Approach
• Nurture Loop with Sales Signal Approach
• Appointment Approach with Insight
• Appointment Approach with Offer
• Favorable Introduction Referral
• Direct Appointment Approach (Cold to Warm)
The Moments of Truth for (Human) Sales Effectiveness
12
Additional Reading
https://www.linkedin.com/pulse/profound-puzzle-sales-prospecting-part-1-mike-kunkle/
https://www.linkedin.com/pulse/profound-puzzle-sales-prospecting-part-2-mike-kunkle/
13. • STST on SMM
Connect Webinar
from August:
The Moments of Truth for (Human) Sales Effectiveness
13
http://bit.ly/STSTonSMM-08092017
14. The Moments of Truth for (Human) Sales Effectiveness
Sales Approach:
• Uncover their needs – understanding the What, Why,
When, and Where, and the priority of their needs
• Select the right solution to meet the needs
• Present the solution in context of the needs
• Resolve any concerns
• Negotiate
• Close the sale
Needs-Based Selling
Solution-Oriented Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Customer State – Need: They know they need to
change something, and may or may not know what to
do.
14
15. The Moments of Truth for (Human) Sales Effectiveness
Needs-Based Selling
Solution-Oriented Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Understand the problem
• Validate it’s worth solving
• Diagnose root causes
• Problem-solve with the client
• Select or build an appropriate solution
Customer State – Problem: Something isn’t right but
they’re not sure about the root cause or what to do, if
anything.
15
16. The Moments of Truth for (Human) Sales Effectiveness
Needs-Based Selling
Solution-Oriented Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Understand their goals and objectives
• Understand their capabilities and plans relative to
achieving those objectives
• Position yourself as an expert resource who can help
them achieve those objectives
Customer State – Objectives: They have clear ideas
in mind about initiatives that they need to support.
16
17. The Moments of Truth for (Human) Sales Effectiveness
Needs-Based Selling
Solution-Oriented Selling
Objective-Based Selling
Insight Selling
The 4 Sales Approaches
Sales Approach:
• Present data and insights
• Interpret situations
• Share thought leadership and expertise
In order to…
• Seed new ideas
• Foster an Aha Moment
• Shift current thinking to view things in a new way.
Customer State - Opportunities: We see opportunity
for improvement that they may not yet see.
17
18. The Moments of Truth for (Human) Sales Effectiveness
18
Research Connection
Revenue
Relationship Interest
Awareness
Nurture LoopWin Sales Process
Prospecting
• Nurture Loop with
Sales Signal
Sales Signal
19. Prospecting
• Direct Appointment Approach
The Moments of Truth for (Human) Sales Effectiveness
19
Intro: Hello [Buyer Name], I’m [Name] from [Company].
Value Statement: We help [who] accomplish [what – value prop].
Dot Connection: Based on [sales signal / trigger event], it seems that you are facing [Problem / Risk / Opportunity]. ~
OR ~ If you’re like many of the other [position / role] that I talk to, [Problem / Risk / Opportunity] is an issue that you’re
dealing with, because of [potential Impact].
Confirmation: Is that (still) a true statement for you, [Buyer Name]?
Proof Statement: In that case, we recently helped [similar company or “a company like yours”] address that issue and
helped them [outcome achieved – negative impact avoided, risk mitigated, positive outcome – expressed in business or
financial metrics]. I have a case study and analysis that I can share about that when we talk again.
Disclaimer: Until we meet to explore your specific situation, though, I can’t promise the same results. I’d like to discuss
this further to see if we can help, and offer some insights about how we can achieve similar results for you, if I believe it’s
possible.
Appointment Close: In most cases, we’ll know in the first 30 minutes whether it makes sense to continue talking. What
does your schedule look like [insert timeframe], for an exploratory meeting?
20. The Moments of Truth for (Human) Sales Effectiveness
20
Sales Call Planning
Sales Call Planning applies to every call, not just the first call.
• Research or refresh and review in preparation for each
meeting
• Ascertain or imagine your buyers’ hopeful outcome
• Set a realistic call objective and back-up objective for you, as
well (moving to some commitment, assuming qualification)
• Develop and communicate a clear, buyer-focused agenda that
will meet their needs and achieve your aligned call objective
• Prepare to meet any known Buying Process Exit Criteria
• Plan and rehearse key questions and messaging.
21. Discovery
The Moments of Truth for (Human) Sales Effectiveness
21
Future State Factor Analysis
Plans and Initiatives
• Related past initiatives & outcomes
• Current initiatives & status (Current State)
• Future planned initiatives & status
• Compelling event | Critical business need
Analysis
• Desired outcomes
• Problems to avoid
• Opportunities to maximize
• Risks | Threats to initiative success
Impacts (Positive)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Validation
• Improve | Accomplish | Avoid
Current State Factor Analysis
Overview
• Strategic objectives
• Tactical plans | Current initiatives
• Business performance
• Metrics that matter most
Analysis
• Current successes
• Current problems
• Perceived opportunities
• Risks | Threats of status quo
Impacts (Negative)
• Revenue | Costs | Cash Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Needs Hypothesis
• Improve | Accomplish | Avoid
Gap Analysis
Impact Analysis
22. Future State
Factor Analysis
Impacts (Positive)
• Revenue | Costs | Cash
Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Current State
Factor Analysis
Impacts (Negative)
• Revenue | Costs | Cash
Flow | Profit
• Other financial metrics
• Other operational metrics
• Strategic objectives
• Mission | Vision
• Reputation | Image
Discovery
The Moments of Truth for (Human) Sales Effectiveness
22
KPIs | Domain Expertise
Retail
Shrinkage
Telecom
Errors per station
Manufacturing
Overall Equipment
Effectiveness (OEE)
Healthcare
Net income to
patient revenue
Energy
Electrical grid load
Labor cost over
project timeline
Construction
Cash flow return on
investments (CFROI)
Finance/Insurance
Outcome Selling
$
$
$
$
$
$
$
$
$
23. Opportunity Qualification
The Moments of Truth for (Human) Sales Effectiveness
23
Uncover and validate:
• Decision Makers: Types of Buyers and
Buyer Roles
• Decision Criteria: Buying process with
decision/exit criteria
• Urgency: Compelling Event (if exists)
and/or Critical Business Need*
• Outcomes: The outcomes, achievements,
and/or Metrics that Matter* to the Decision
Makers
• Economics: Initiative is funded, or
budget/funding available
• Options: Who are you competing with
(including status quo and DIY) and how are
options viewed, comparatively?
* Included in Factor Analyses
24. The Moments of Truth for (Human) Sales Effectiveness
24
Opportunity Management
• Focus on the buying process exit criteria by buyer (remove
sales superstition)
• Explain, educate, enumerate, and validate
• Continue to co-create and validate value, with a focus on
desired outcomes
• Use effective team selling principles (orchestra conductor)
• Blend Ethos, Pathos, and Logos (credibility/trust,
emotion/empathy, logic)
• Maintain Sales Call Planning discipline throughout
• Create familiarity and comfort with a consistent structure and
approach
• Continue nurturing at a personal level
• Do what you say you will, by when, very well
• HAM-BAM (have a meeting; book a meeting).
25. Value Creation
The Moments of Truth for (Human) Sales Effectiveness
25
Value = Outcomes > Solution TERM + POC < Status Quo
(TERM: Time, Effort, Resources, Money | POC: Pain of Change)
You have delivered Value when:
• The Outcomes you’ll produce…
• Are greater than the Solution TERM + POC…
• Which is less than the Status Quo (the pain or costs of doing nothing)…
• From your Buyer’s perspective (metrics that matter most)
Business Acumen + Impacts (from Discovery) = Compelling Business Case
26. Appendix
Evolve Your Sales Approach Now
Or Be Replaced By Automation
Appendix
Evolve Your Sales Approach Now
Or Be Replaced By Automation
27. • Part 1, Four Systems Overview: http://bit.ly/4SalesSystems-Overview
• Part 2, Sales Selection System: http://bit.ly/4SalesSystems-Selection
• Part 3, Sales Support System: http://bit.ly/4SalesSystems-SalesSupport
• Part 4, Sales Learning System: http://bit.ly/4SalesSystems-SalesLearning
• Part 5, Sales Management System: http://bit.ly/4SalesSystems-SalesManagement
Appendix: Reading on The Four Sales Systems
Mike Kunkle
A Systems Approach to Sales Transformation
27
28. For more information:
Contact Mike:
Upcoming SMM Connect Webinars:
Archived SMM Connect Webinars:
THANKS for your time and attention!
www.linkedin.com/in/mikekunkle
www.mikekunkle.com/connect
http://www.smmconnect.com/
http://www.smmconnect.com/recordings