July 01, 2015 09:24 AM
So far in this Q&A series, sales force transformation leader Mike Kunkle (@Mike_Kunkle), has defined insight selling and discussed how it is applicable throughout the buyer’s journey, regardless of the stage that sales reps become a part of it. Clearly it’s an important skill, but can all reps be good at it with practice? Are there inhibitors to insight selling? I asked exactly that…
What would you say is the biggest inhibitor that keeps sales reps from effective...
June 29, 2015 09:03 AM
Here’s a stat for you: 63% of CRM initiatives fail.
Now, normally this is where I’d expand on the data and try to provide a little more context, but… yikes. 63 percent? That is HIGH.
OK – maybe we should back up just a little. Obviously, the definition of “failure” is somewhat subjective, and this particular stat comes from a single 2013 survey. But still, the fact that any study would return such a high number is pretty disturbing.
CRMs (like Salesf...
June 25, 2015 08:42 AM
In Part 1 of my Q&A with sales force transformation expert Mike Kunkle (@Mike_Kunkle), he outlined what, exactly, insight selling is and why it has become “mainstream” in the current B2B sales landscape.
But I was curious, given all of the latest SiriusDecisions research debunking the myth that sales reps are becoming almost obsolete in the buyer’s journey, what his thoughts were on the implications for insight selling. So I asked…
For a while now, there&rs...
June 18, 2015 08:47 AM
Mike Kunkle (@Mike_Kunkle) is a training and organization effectiveness leader with special expertise in sales force transformation. His blog, MikeKunkle.com, provides proven practices, ideas and commentary around sales transformation and development.
Having read an article of his on insight selling, I followed up with some questions to get a deeper understanding of his opinion on the current B2B sales landscape in light of recent trends.
Mike diligently responded with enough thoughts ...
June 11, 2015 08:53 AM
Leading indicators are essential for improving rep performance and getting ahead of the curve. In a previous post, I laid out the difference between leading and lagging indicators, and talked about the importance of using sales rep knowledge and behavior for the former. I’ve already addressed the knowledge piece; in this post, I’m going to focus on measuring sales rep behavior.
Measuring behavior is not just about monitoring activities. It’s also about the quality of th...