Viewing Posts for: Mike Kunkle
Improve your Sales Effectiveness with Insight and Dialogue
Selling with insight is all the rage now. I get why. As Brian Fetherstonhsugh of OgilyOne has alluded, selling needs to evolve because buyer behavior has fundamentally changed. While the impact of this is felt differently and more deeply in some industries and verticals than others (context and nuance always matter), the need for most selling organizations to evolve is clear.
Why Selling is a Joke
A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand.
“Listen,” the CEO said, “this is a very sensitive and important document here, and my assistant has gone for the night. Can you make this thing work for me?”
“Certainly,” said the young executive. He turned the machine on, inserted the paper, and pressed the start button.
“Excellent, excellent!” said the CEO, as his paper disappeared inside the shredder. “I just need one copy…”
In 2014, how will you better enable and support your sales force? It makes sense to consider your Sales Performance Value Chain!
Learning and Development Leaders: Welcome to Your New Job in Sales
Sales? Learning and development professionals… in Sales? Perhaps frightening to some, but there’s some truth to it.
While it’s tempting to defer to the hyperbole that “we’re all in sales,” meaning that we all represent our companies and are responsible for growing them, that’s not what I mean. I’m also not just referring to those in sales training roles. I’m talking about the “Dan Pink” version of “we’re all in sales,” from his book “To Sell is Human,” meaning, that we’re constantly selling ideas and influencing, persuading, and convincing others (especially our colleagues and organizational leaders), to do what we think is best. (We diverge from Pink’s opinion somewhat, because unless you’re a sales professional with a quota, a pipeline, and likely a good portion of your income at risk based on your performance, it is NOT the same, but Pink is certainly correct that many of the dialogue, communication, and influence skills are the same.)
Connecting Dots in the Sales Performance Ecosystem
We’ve written a few times about the Sales Performance Ecosystem. It can be a daunting concept. While many people can relate to what’s included, either the sections or individual elements, how to actually intertwine and align the elements (or “connect the dots”) is often less clear.