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!
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.
Today, we’d like to share how to connect a few of the dots that will help you align your sales methodology to your buyers, for better sales results.
The Beginning of Wisdom is the Definition of Terms
Let’s start by briefly defining some elements:
Win/Loss Analysis: According to MarketingProfs, win/loss analysis is a process for differentiating why one sales effort wins and others fall short of the mark, and the intent of the analysis is to adjust go-to-market strategies and tactics. We’ve written about it multiple times: http://blogs.richardson.com/tag/win-loss-review-process/ Customer Experience Management: Gartner sums it up pretty well in their definition: “the practice of designing and reacting to customer interactions to meet or exceed customer expectations and, thus, increase customer satisfaction, loyalty and advocacy.” Buyer Personas: According to Tony Zambito, Buyer personas are “research-based archetypal (modeled) representations of who buyers are, what they are trying to accomplish, what goals drive their behavior, how they think, how they buy, and why they make buying decisions.” (He’s since added the criteria of where they buy as well as when they decide to buy.) Sales Messaging: Michael Cannon » Continue Reading.
Dialogue: The Oldest New Killer Sales Skill
The World of Buying and Selling Has Changed
Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.
Sales Training Programs: Mission Impossible or Mission Accomplished?
Let’s face it. For learning and development leaders without a sales background, being assigned to develop sales training programs can feel like the kiss of death. Even for seasoned sales training leaders, it isn’t a walk in the park.
Would Your Sales Training Earn Your Customer’s Seal of Approval?
The Customer is King
This is still true, right? The phrase seems less than politically correct these days (with “king” versus “queen” or “royalty”), but if you conduct an internet search for “the customer is king,” you’ll find over 201 million returns in about 0.62 seconds. It’s still a popular phrase.
I don’t find myself quoting the Urban Dictionary much in my business life, but I have to admit, I peeked at their search return