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,
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Evolve Your Sales Approach Now Or Be Replaced By AutomationMike Kunkle
This is from my SMM Connect webinar on 09/27/2017. You can see the full webinar at: http://bit.ly/STSTonSMM-09272017
Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.
In this webinar, sales transformation expert Mike Kunkle will share:
- Several prospecting approaches,
- A discovery approach, and
- An opportunity qualification approach…
… all geared toward defining outcomes, delivering value, and creating an unfair advantage to generate and win more deals.
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
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.
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"
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
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
Guided Selling 101: What Matters and What to AskVeelo
We’ve seen a host of new sales tools enter the market in the last three years, each promising improved sales effectiveness, win rates and productivity. As one of those sales enablement tools, Guided Selling has been steadily gaining buzz, but what the heck is it, and what does it actually do?
This webinar demystifies the guided selling engine. Find out the must-haves and what the market leaders are doing in this 30-minute webinar.
* The basics of how guided selling works and how to evaluate if it’s right for your environment
* 5 key components of the technology to look for
* Examples of products on the market today
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.
Qstream and RAIN Group: Creating a Top-Performing Sales Organization – Your R...QstreamInc
For sales reps and managers alike, getting to – and staying at – the top of the leaderboard is a constant battle. To discover exactly what top-performing sales organizations are doing differently to reach their goals, the RAIN Group Center for Sales Research conducted a global survey. In this exclusive webinar, Qstream CEO Duncan Lennox and RAIN Group President Mike Schultz review the research findings, outline the traits and best practices of top-performers, and offer actionable tips that can help any sales team create a roadmap for success in 2016.
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
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
Sales Onboarding - Accelerating New Hire ProductivityMindTickle
#1 Discuss components of a best-in-class Onboarding Program
#2 Measure and monitor key Performance Indicators of new hires
#3 Use best practices to improve Onboarding Effectiveness
Five Sales Coaching Best Practices Featuring Sales Management AssociationRevegy, Inc.
Sales training and sales process is great for helping sales teams drive revenue in a consistent manner. However, in order for organizations to realize the maximum benefit from such investments, they must be continuously coaching their reps – making them more effective in the field. This webinar discuss the 5 things you must have for a successful coaching program and how to leverage people, data and technology to increase coaching effectiveness and capability.
Sales Force Effectiveness Research InsightsSHOWPAD NV
Procurement officers confirm that the number 1 challenge for sales reps is demonstrating true value during sales visits. However, 64% of sales leaders struggle with uncovering the pain points of every member in the decision making unit, making it extremely difficult to deliver that value. These 2 insights are just a few of what Professor Deva Rangarajan from the Vlerick Business School uncovered during the Sales Force Effectiveness research. Take a look at the presentation to learn more about what great sales leaders have in common.
Performance Management and Personal Development PlansMIT
Performance Management and Personal Development Plans: 360 degree feedback as a developmental tool, performance linked career planning & promotion policy, Competency Mapping as a Performance Management Tool, Balanced Scorecard and its Applications, Mentoring System, Assessment Centres, role of technology in PMS, Performance Management Practices Of Different Companies (One example of National and International Company each).
Evolve Your Sales Approach Now Or Be Replaced By AutomationMike Kunkle
This is from my SMM Connect webinar on 09/27/2017. You can see the full webinar at: http://bit.ly/STSTonSMM-09272017
Forget about the Red Coats, Artificial Intelligence (AI) is coming! Yes, consultative sales reps will be around for long-time, but only those who can shift their approach to outcome selling.
In this webinar, sales transformation expert Mike Kunkle will share:
- Several prospecting approaches,
- A discovery approach, and
- An opportunity qualification approach…
… all geared toward defining outcomes, delivering value, and creating an unfair advantage to generate and win more deals.
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
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.
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"
Increasing pressure to save money means increased expectations for new sales hires to become productive in a shorter time frame, which can sometimes result in training programs becoming more and more condensed. One-and-done boot camps are rarely effective, with most trainees retaining only 10% of their learning after one month. Successful sales onboarding works best with a continuous approach that involves reinforcement, practical practice and ongoing support. In this webinar, you’ll walk away with inspiration and tips that you can immediately apply to your program including:
* Best onboarding practices: what learning science tells us
* Case study: how NAVEX Global acquired four different companies in the span of six months and went from having no formal sales onboarding program to a robust global process
* How new technologies like Guided Selling help augment onboarding programs for improved knowledge transfer, pipeline velocity and sales results
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
Guided Selling 101: What Matters and What to AskVeelo
We’ve seen a host of new sales tools enter the market in the last three years, each promising improved sales effectiveness, win rates and productivity. As one of those sales enablement tools, Guided Selling has been steadily gaining buzz, but what the heck is it, and what does it actually do?
This webinar demystifies the guided selling engine. Find out the must-haves and what the market leaders are doing in this 30-minute webinar.
* The basics of how guided selling works and how to evaluate if it’s right for your environment
* 5 key components of the technology to look for
* Examples of products on the market today
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.
Qstream and RAIN Group: Creating a Top-Performing Sales Organization – Your R...QstreamInc
For sales reps and managers alike, getting to – and staying at – the top of the leaderboard is a constant battle. To discover exactly what top-performing sales organizations are doing differently to reach their goals, the RAIN Group Center for Sales Research conducted a global survey. In this exclusive webinar, Qstream CEO Duncan Lennox and RAIN Group President Mike Schultz review the research findings, outline the traits and best practices of top-performers, and offer actionable tips that can help any sales team create a roadmap for success in 2016.
Modern Sales Coaching in 2018: Goodbye Fluff, Hello ProcessesSales Hacker
What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching
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
Sales Onboarding - Accelerating New Hire ProductivityMindTickle
#1 Discuss components of a best-in-class Onboarding Program
#2 Measure and monitor key Performance Indicators of new hires
#3 Use best practices to improve Onboarding Effectiveness
Five Sales Coaching Best Practices Featuring Sales Management AssociationRevegy, Inc.
Sales training and sales process is great for helping sales teams drive revenue in a consistent manner. However, in order for organizations to realize the maximum benefit from such investments, they must be continuously coaching their reps – making them more effective in the field. This webinar discuss the 5 things you must have for a successful coaching program and how to leverage people, data and technology to increase coaching effectiveness and capability.
Sales Force Effectiveness Research InsightsSHOWPAD NV
Procurement officers confirm that the number 1 challenge for sales reps is demonstrating true value during sales visits. However, 64% of sales leaders struggle with uncovering the pain points of every member in the decision making unit, making it extremely difficult to deliver that value. These 2 insights are just a few of what Professor Deva Rangarajan from the Vlerick Business School uncovered during the Sales Force Effectiveness research. Take a look at the presentation to learn more about what great sales leaders have in common.
Performance Management and Personal Development PlansMIT
Performance Management and Personal Development Plans: 360 degree feedback as a developmental tool, performance linked career planning & promotion policy, Competency Mapping as a Performance Management Tool, Balanced Scorecard and its Applications, Mentoring System, Assessment Centres, role of technology in PMS, Performance Management Practices Of Different Companies (One example of National and International Company each).
Has your company ever implemented a quality initiative that failed? Quality initiatives often are seen by executives
as a financial burden and by employees as a way to make them work harder. Is this true? How can organizations
benefit from implementing a quality initiative successfully and how can they do that? Which initiative has proven to
be successful when implemented correctly? Six Sigma!
Lscon16 414 Gaining Executive Buy-in For Your Learning EcosystemJohn Delano
As a learning leader, you want to build a world class learning model. But the problem is you need executive support, funding, IT support, etc. A learning ecosystem that satisfies today’s learner requires changing the conversation with all the stakeholders.
In this session, you’ll use the learning model canvas to create the story for changing the mindset and mechanics of the corporate learning model. You’ll learn the top two learning organization patterns and the top five learning organization models. You will be able to identify your organization’s current model, identify the dependencies needed for implementing a new learning ecosystem, and actionable next steps for implementing it in the workplace. You will gain the skills to: select the most effective learning model for the organization, determine actionable steps to gain commitment and resources for a new learning ecosystem, and facilitate consultant-like discussions at the executive level.
How to Use Data to Drive Product Decisions by PayPal PMProduct School
Product Managers spend a lot of time thinking about our product metrics, determining which KPIs best describe our progress and what measures we can take to accelerate our success. As a new Product Manager, parsing through the ocean of data can be overwhelming and using this data to make product decisions can be a challenging task.
Deb talked about how you can incorporate data through out your product life cycle to drive product decisions, feature prioritization and long term roadmap strategy. She walked through simple use cases where data has helped Product Managers break down complex problems and arrive at simple product decisions that directly impacted their KPIs. The industry is increasingly hiring data driven Product Managers.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Total Quality Management Project Charter for HP IndiaKaustav Lahiri
TQM is an integrated organizational approach in delighting customers (both external and internal) by meeting their expectations on a continuous basis through everyone involved with the organizational working on continuous improvement in all products/processes along with proper problem solving methodology.
Interviews are the most commonly used tool in the majority of hiring and promotion decisions. Therefore, if talent matters to your organization ensure your interviewing system is a critical part to your business processes.
Download DDI’s How-To-Guide to help you change your interviewing system into a strategic advantage.
Introduction to lean six sigma 2 day seminarMarysmith401
MSys Training helps professionals to develop required skills to succeed in today’s digital world. In this digital world, where trends and technologies are changing every day and the demand for certified candidates increased significantly; we offer various online certification training courses for professionals. We partner with individuals, teams, and companies to understand their needs and provide customized training and coaching that helps them to achieve their career objectives
Optimizing the function of Product Management will reap huge benefits for a company. By up-leveling the process, people and tools in a holistic manner an organization can boost revenues and profits greatly. In fact, the 280 Group's Product Management Team Challenges survey showed that Product Managers believe that the profitability at their company would increase an average of 34% if Product Management were fully optimized. Yet 66% of respondents had no optimization plan to make this happen.
In this webcast you'll learn what the key factors are to optimize, how to measure and benchmark them and how to create a plan for doing so. Included will be a plan outline for Product Management optimization as well as strategies and tips based on the experiences of the 280 Group, who has transformed hundreds of Product Management organizations over the past 18 years.
Join Brian Lawley, CEO and Founder of the 280 Group, the world's leading Product Management and Product Marketing consulting and training firm, for this webinar. Brian is a Certified Product Manager, Certified Product Marketing Manager and an Agile Certified Product Manager. He is the author of five bestselling Product Management books, former President of the Silicon Valley Product Management Association and is the recipient of the AIPMM Excellence in Product Management Thought Leadership Award.
“Quality is never an accident; it is always the result of high intention, sincere effort, intelligent direction and skillful execution; it represents the wise choice of many alternatives”.
William A. Foster
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.
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.
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.
the six steps to social selling successMike Kunkle
This is an updated version of my "six imperatives of digital selling" presentation. This one uses the more common phrase, "social selling." There are also a few other minor updates.
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.
The Six Imperatives of Digital Selling Success by Mike KunkleMike Kunkle
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.
22nd Century Selling Skills for ASTD ICE 2014Mike Kunkle
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 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.
This is a sales skill model developed for a B2B financial sales company. It's not a sales process, just a model for interpersonal sales interactions, which plugs into a larger process.
Aligning Sales Performance Levers - Profiles Intl Version 091611Mike Kunkle
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.
Aligning Performance Levers for Breakthrough Sales Results 08-2011Mike Kunkle
Mike Kunkle's sales effectiveness methodology... a six-project methodology for aligning sales performance levers and radically improving sales results.
43. 43
Performance Consulting is a process in which a client
and consultant partner to accomplish the strategic
outcome of optimizing workplace performance in support
of business goals.
~ Jim and Dana Robinson
Human Performance Technology (HPT) is:
• a systematic approach to improving
productivity and competence, uses a set of
methods and procedures -- and a strategy for
solving problems -- for realizing opportunities
related to the performance of people.
• a process of selection, analysis, design,
development, implementation, and
evaluation of programs to most cost-
effectively influence human behavior and
accomplishment.
• a systematic combination of three
fundamental processes: performance
analysis, cause analysis, and intervention
selection, and can be applied to individuals,
small groups, and large organizations.
~ International Society of Performance Improvement
Organization Development (OD) is the practice of
developing organization capability through alignment of
strategy, structure, management processes, people, and
rewards and metrics.
~ Organization Development Network
Six Sigma is a defined and disciplined business
methodology to increase customer satisfaction and
profitability by streamlining operations, improving quality
and eliminating defects in every organization-wide
process.
~ Six Sigma Institute
44. 44
Six Sigma is a defined and disciplined business
methodology to increase customer satisfaction and
profitability by streamlining operations, improving quality
and eliminating defects in every organization-wide
process.
~ Six Sigma Institute
Human Performance Technology (HPT) is:
• a systematic approach to improving
productivity and competence, uses a set of
methods and procedures -- and a strategy for
solving problems -- for realizing opportunities
related to the performance of people.
• a process of selection, analysis, design,
development, implementation, and
evaluation of programs to most cost-
effectively influence human behavior and
accomplishment.
• a systematic combination of three
fundamental processes: performance
analysis, cause analysis, and intervention
selection, and can be applied to individuals,
small groups, and large organizations.
~ International Society of Performance Improvement
Organization Effectiveness (OE)
Lean Sigma
Total Quality Management (TQM)
Industrial & Organizational Psychology (IOP)
Organizational Behavior (OB)
Performance Consulting is a process in which a client
and consultant partner to accomplish the strategic
outcome of optimizing workplace performance in support
of business goals.
~ Jim and Dana Robinson
Organization Development (OD) is the practice of
developing organization capability through alignment of
strategy, structure, management processes, people, and
rewards and metrics.
~ Organization Development Network
54. Create Your Personal Learning Plan:
• Organization Development
• Organization Behavior
• Performance Consulting
• Human Performance Technology
• Human Performance Improvement
• Systems Thinking
• Lean and Six Sigma
• Agile Methodology
• Change Management
Become a Sales Change Expert
55. 55
Mike Kunkle is a respected sales transformation architect and
internationally-recognized sales training and sales enablement expert.
Mike has spent 35 years in the sales profession and 25 years as a corporate leader or consultant,
helping companies drive dramatic revenue growth through best-in-class training strategies and his
proven-effective sales transformation methodologies. At one company, as a result of six projects,
he and his team were credited with enabling an accretive $398MM in revenue, year-over-year. At
another, within 9 months, newly-hired sales reps with 120 days on the job were outperforming
incumbent reps with 5 years with the company. Mike is the founder of Transforming Sales Results,
LLC, and today, works as the Vice President of Sales Enablement Services for SPARXiQ (formerly
SPA & SPASIGMA), where he advises clients, writes, speaks at conferences, develops and leads
webinars, designs sales training courses, delivers workshops, and designs sales enablement
systems that get results.
Connect with Mike & Follow His Content
SPARXiQ Blog https://www.sparxiq.com/blog
SMM Connect Webinars http://bit.ly/SalesEnablementStraightTalkSMM
BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel
LinkedIn Articles http://bit.ly/MK-LinkedInArticles
LinkedIn Profile https://www.linkedin.com/in/mikekunkle
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216.455.1558
mike.kunkle@sparxiq.com
https://www.sparxiq.com
Mike Kunkle
VP, Sales Enablement Services
56. 56
Experience and Results
Technology Solutions
Experience (Employers & Clients)
• Sales Profession: 35 years (both B2C & B2B)
• Technology/software companies: 9 years
• Financial services: 9 years
• Managed 2 P&Ls ($8MM and $22MM)
• 25 years leading corporate sales performance improvement functions
and 7 years leading consulting projects
• Roles/titles: sales training, sales effectiveness, sales performance
development, sales management development, sales enablement – at
manager, director & VP levels
Results
• Decreased new-hire sales rep ramp-up time by: 23%, 34%, 47%, 52%
(3-18 months)
• At 120 days, new reps outperformed a control group of 5-year reps by
21% (6 months)
• $398MM YoY revenue increase, $9.96MM net profit increase (12
months).
• Increased sales/rep in the 90 days after training by 2.3/month – avg.
increase of $183k/class or $36.6mm/year (9 months)
• Improved average profitability/new reps by 11% (4 months)
• Improved win-rate by 16% (6 months)
• Increased quota attainment by 36% YOY (12 months)