22nd Century Selling Skills for ASTD ICE 2014
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Transcript of 22nd Century Selling Skills for ASTD ICE 2014
22ND CENTURY SELLING SKILLS
USE NOW AT RISK OF GREAT SUCCESS
Mike Kunkle
Session SU118, May 4, 2014
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Mike Kunkle 2 Session SU118, May 4, 2014
22nd Century Selling Skills – the Mastery of:
22ND CENTURY SELLING SKILLS
Huh? Is Mike insane? Where are…
Prospecting?
Qualifying?
Presentation Skills?
Closing?
Resolving Objections?
Why These Skills?
Mike Kunkle 4 Session SU118, May 4, 2014
Totes McGotes, I’m cray-cray! But I also have a logical reason. `
So…
… am I focused (mostly) on “Non-Sales” stuff?
Knowledge & Skill Gaps
Because, after… Over 20 years doing sales
performance work
A dozen Performance Lever analyses
Studying over 17,000 sales people – Differentiating practices of top
producers
Delivering over $1B in top-line lift (level 4 results)…
These are the gaps I see
Mike Kunkle 5 Session SU118, May 4, 2014
Disclaimer: My Usual Approach
Mike Kunkle 6 Session SU118, May 4, 2014
Sales Performer Analysis
Top 4%
Bottom 20%
Top 4%
Rest of Top 20% (16%)
Bottom 20%
Middle 60%
Above Average
Below Average
Study – Hire more 20% of time
Study hard – Replicate! 35% of time
5% of time Depends: • New – up • Old - out
Study hard – Move up! 30% of time
Move up (Mostly New) 10% of time
Average
More reading: Here Here Here Here
Now Exploring…
Mike Kunkle 7 Session SU118, May 4, 2014
Isolating the REPLICABLE
Top-Producer Practices
Top 4%
Bottom 20%
Top 4%
Rest of Top 20% (16%)
Bottom 20%
Middle 60%
Above Average
Below Average
Isolate replicable behaviors Target
Study hard – Replicate 35% of time
5% of time Depends: • New – up • Old - out
Study hard – Move up 30% of time
Move up (Mostly New) 10% of time
Average
Organization – Planning – Prioritization & Focus – Task management
Analysis – Research skills – Problem identification – Problem solving – Critical thinking
22ND CENTURY SELLING SKILLS
Learning – Learning agility – Unlearning – Metacognition
Communication – Listening – Dialogue – Influencing – Negotiating
Mike Kunkle 8 Session SU118, May 4, 2014
Value Creation – Business Acumens
Financial Operational Customer Solution
Judgment – Interpret | Decide | Respond – Sales Utility Belt
Being present Interpretation Decision-making Purposeful competence
Networking – Sales etiquette – Digital selling
Disclaimers
This is not: A scientifically-controlled, 20-year longitudinal
study
A formal research project
A published paper or peer-reviewed article
Data that was statistically crunched using: – Multivariate regression analysis
– Pearson correlation coefficient
– ANOVA
– Or other such fun statistical tests.
Mike Kunkle Session SU118, May 4, 2014 9
This is: A mash-up: Data from 12+ projects
Observations over time, comparing the top 4% to the rest of the top 20% and mid-producers
PLUS Some new things, based on our evolving marketplace
Consistent for B2B & B2C (various sales nuances)
Used in effective learning systems and advanced sales curricula in several companies (with strong ROI)
PLUS how I’ve helped employers/clients hire for sales more effectively.
Disclaimers
Mike Kunkle Session SU118, May 4, 2014 10
Final Word on the Approach Today
Not a sales pitch
More “Value-add” than “Slick Presentation”
WAY too much to absorb here – Deeper on some topics; skim others
Slides are a follow-up resource – Plenty of links
– Posted on SlideShare (downloadable)
Willing to discuss today, this week, this year, whenever.
Mike Kunkle 11 Session SU118, May 4, 2014
Analysis
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Analysis
Research skills
Problem identification
Problem solving
Critical thinking
Mike Kunkle 13 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Research Skills
Mike Kunkle 14 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Finding Trigger Events
Mike Kunkle 15 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Problem Identification
“If I were given one hour to save the planet, I would spend 59 minutes defining the problem and one minute resolving it.”
– Albert Einstein
http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1 http://www.mindtools.com/community/pages/article/problem-definition-process.php http://www.mindtools.com/community/pages/article/newTMC_83.php
Mike Kunkle 16 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Problem Solving
http://www.mindtools.com/community/pages/main/newMN_TMC.php#cause
Finding the Cause of a Problem Root Cause Analysis CATWOE Problem Definition 5 Whys Drill-Down Cause and Effect Analysis Appreciation The Four Frame Approach Interrelationship Diagrams
Mike Kunkle 17 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Critical Thinking Analyze Cause and Effect Classify and Sequence Compare and Contrast Infer Evaluate Observe Predict Rationalize Prioritize Summarize Synthesize http://www.mindtools.com/community/pages/article/newTED_95.php http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business
Pearson's RED Critical Thinking Model
What Does ANALYSIS Do For Sales Pros? They do their job more effectively
They add more value to their company
But most importantly, they become…
An indispensible ally and trusted advisor for their clients
Respected business partners who offer sound advice and help solve real problems!
Mike Kunkle 18 Session SU118, May 4, 2014
22nd Century Selling Skills Analysis
Value Creation
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Value Creation Data Points
The top inhibitors to sales success:
– the inability to articulate a value message
– a lack of subject matter expertise of the buyer’s industry or solution (source: SiriusDecisions)
Less than 15% of sales calls add value, according to executives surveyed (source: Forrester).
Mike Kunkle 20 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Mike Kunkle 21 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Value Creation Building Blocks
Business Acumens
Financial
Operational
Customer
Solution
Financial / Business Model Acumen How does the business….
Mike Kunkle 22 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Read: Bottom-Line Selling Read: Financial Intelligence Check out: FASTpartners
Make Money
Save Money
Operational Acumen Who does what
How things get done in organizations – Yours
– Your Client’s
Political / cultural considerations
Execution and making things happen
Mike Kunkle 23 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Knowledge Political
Savvy
Emotional Intelligence
Execution Skills
http://www.4dxbook.com http://gettingthingsdone.com http://scottberkun.com/2012/how-to-make-things-happen http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304 http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way
Consider Mentoring
Customer / Solution Acumen Market Conditions / Buyer Issues Implications
– Negative Consequences of Inaction – Positive Outcomes of Action
Need Statement Sales Solution Architecture
– Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations
Outcomes – Negative Consequences Avoided – Positive Outcomes Gained
Mike Kunkle 24 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
Customer / Solution Acumen Market Conditions / Buyer Issues Implications
– Negative Consequences of Inaction – Positive Outcomes of Action
Need Statement Sales Solution Architecture
– Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations
Outcomes – Negative Consequences Avoided – Positive Outcomes Gained
Mike Kunkle 25 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
Consider Buyer Personas, too
Customer / Solution Acumen Market Conditions / Buyer Issues Implications
– Negative Consequences of Inaction – Positive Outcomes of Action
Need Statement Sales Solution Architecture
– Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations
Outcomes – Negative Consequences Avoided – Positive Outcomes Gained
Mike Kunkle 26 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
Align Sales Messaging by Persona
Mike Kunkle 27 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Customer / Solution Acumen Market Conditions / Buyer Issues Implications
– Negative Consequences of Inaction – Positive Outcomes of Action
Need Statement Sales Solution Architecture
– Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations
Outcomes – Negative Consequences Avoided – Positive Outcomes Gained
Where does the magic happen?
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
What most people think Traditional sales training
Mike Kunkle 28 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
RESULTS OF INACTION & ACTION
Implications (of not acting) Bad things that could happen Good things lost
Outcomes (from acting) Bad things avoided Good things gained
Which ties back to Business Acumen Make Money Save Money Manage Risk
Customer / Solution Acumen Market Conditions / Buyer Issues Implications
– Negative Consequences of Inaction – Positive Outcomes of Action
Need Statement Sales Solution Architecture
– Products / Services – Capabilities / Differentiators – Solutions / Action Recommendations
Outcomes – Negative Consequences Avoided – Positive Outcomes Gained
The REAL magic:
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3
What Does VALUE CREATION Do For Sales Pros?
Creating real value is key to sales success
These acumens help reps: – Differentiate themselves
– Develop trust, credibility, and respect
– Gain access to senior executives
– Truly impact clients and deliver ROI
– Get things done / make things happen
– Increase Win rates / decrease No Decision status
Mike Kunkle 29 Session SU118, May 4, 2014
22nd Century Selling Skills Value Creation
Communication
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Communication
Listening
Observing
Dialoguing
Influencing
Negotiating
Mike Kunkle 31 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
http://www.mindtools.com/community/pages/article/CommunicationIntro.php http://www.slideshare.net/amitmljain/communication-process
Listening Advice from the International Listening Association Don’t “parrot” things back to people Instead… Interpret what you heard and share that Explore deeper (esp. open-ended questions) Validate what you heard
– Receive your client’s input with enthusiasm and respect
– Be attentive and fully engaged.
Mike Kunkle 32 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf http://www.mindtools.com/community/pages/article/ActiveListening.php https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/
Listening / Observing / Dialoguing
Mike Kunkle 33 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
Listening / Observing / Dialoguing
http://www.mindtools.com/community/pages/article/Body_Language.php http://www.businessballs.com/body-language.htm#body-language-introduction http://obscure-vision.com/10-tips-for-reading-body-language/ http://on.ted.com/Cuddy
Become a student of body language
Observe yourself Don’t “over-interpret” Bonus: use BL as a tool to
manage your emotional states
Mike Kunkle 34 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
Listening / Observing / Dialoguing
Dialogue – two way communication
Goal is understanding
Purest form – No intent of influencing.
http://bit.ly/Dialogue-CommuncationTool http://bit.ly/HowGood-Communication http://bit.ly/SalesDialogue http://bit.ly/ImpSales-InsightDialogue
Sales Dialogue Skills
Mike Kunkle 35 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
When… Client realizes need
Explore current thinking
Develop ideas together
Validate understanding
Gain client perspective
Develop opportunities generated with insights
Question-led Dialogue Seek understanding Seek confirmation
Asking Sharing
Listening
Through active listening and observation, you’ll know where
to start or when to switch
Insight-led Dialogue Seed new ideas Influence thinking
When… Trigger new ideas
Shape current thinking
Differentiate yourself
Create urgency
Build credibility
Pique curiosity
Disrupt current mindset
Overcome bias or misconception
Used with permission, © Richardson
From Selling with Insights®
Mike Kunkle 36 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
Influence Skills
Ethos, Logos, Pathos (thanks Aristotle)
– Credibility
– Logic
– Emotion
http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm http://pathosethoslogos.com/ http://www.mindtools.com/community/Search.php?search_term=persuasion
Negotiating Skills
Win-win
Less about price
More about value, interests, issues, goals, outcomes
Mike Kunkle 37 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
http://www.mindtools.com/community/Search.php?search_term=Negotiation http://thesaleshunter.com/high-profit-selling/ http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937
Value Creation
What Does COMMUNICATION Do For Sales Pros?
Listening, Observing, Dialoguing, Influencing, and Negotiating Skills are how Value is delivered and perceived.
Mike Kunkle 38 Session SU118, May 4, 2014
22nd Century Selling Skills Communication
“The top inhibitors to sales success are the inability to articulate a value message.”
- SiriusDecisions
“Less than 15% of sales calls add value,” according to executives surveyed . - Forrester
Judgment
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Mike Kunkle 40 Session SU118, May 4, 2014
22nd Century Selling Skills Judgment
http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814 http://www.mindtools.com/community/BookInsights/Judgement.php http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/
Pearson's RED Critical Thinking Model
Judgment Analysis
Gets Fuzzy with Analysis – Think…
Less “analyzing” More “what to do next”
– Interpret – Decide – Respond
Sales Utility Belt Concept
Being present
Interpretation
Decision-making
Purposeful competence
Mike Kunkle 41 Session SU118, May 4, 2014
22nd Century Selling Skills Judgment
http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/
Sales Utility Belt Meets Training
What
Why
How
When
Where
Mike Kunkle 42 Session SU118, May 4, 2014
22nd Century Selling Skills Judgment
Situation
Choice
Choice
Choice
Choice
Choice
? ?
?
? ?
Sales Utility Belt Meets Training
What
Why
How
When
Where
Mike Kunkle 43 Session SU118, May 4, 2014
22nd Century Selling Skills Judgment
Choice
Best Choice
Choice
Choice
Choice
Situation Don’t Skip!
Conscious Competence
http://www.businessballs.com/consciouscompetencelearningmodel.htm
What Does JUDGMENT Do For Sales Pros?
With training and practice, reps can use judgment to…
– Interpret
– Decide
– Respond
…Purposefully, in the moment, with the right methodology, to move the sale forward.
Mike Kunkle 44 Session SU118, May 4, 2014
22nd Century Selling Skills Judgment
Learning
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
FunnySalesCartoons.com
Mike Kunkle 47 Session SU118, May 4, 2014
22nd Century Selling Skills Learning
Learning Pace of Change and Info Overload
Learning Agility
Unlearning
Metacognition
“There were 5 exabytes of information created between the dawn of civilization through 2003, but that much information is now created every 2 days, and the pace is increasing.”
- Eric Schmidt
Learning Agility Pace of Change and Info Overload
Changing buying behavior
Increasingly complex business environments
Need for evolution and retooling
Mike Kunkle 48 Session SU118, May 4, 2014
22nd Century Selling Skills Learning
5 Facets used with permission from Center for Creative Leadership: http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf
Unlearning and Metacognition Pace of Change and Info Overload
Unlearning – School of Unlearning
– Dave Brock: What I Finally Got about Unlearning
– Anthony Iannarino: What Are You Unlearning?
Metacognition
Awareness or analysis of one's own learning or thinking processes
– http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta.htm
Mike Kunkle 49 Session SU118, May 4, 2014
22nd Century Selling Skills Learning
What Does LEARNING Do For Sales Pros? Provides a purposeful plan for dealing with evolving demands
Offers a process for “Sharpening the Saw” (Covey, 7 Habits)
Encourages personal growth
“Organizational sharing” can target pertinent trends for them
Gives them an advantage for what will be one of the most desired and needed career skills for the future.
Mike Kunkle 50 Session SU118, May 4, 2014
22nd Century Selling Skills Learning
Organization
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Mike Kunkle 52 Session SU118, May 4, 2014
22nd Century Selling Skills Organization
Stunningly obvious, yet top producers excel
at it, while others do not focus enough on it.
Organization
Planning
Prioritization/Focus
Task Management
Mike Kunkle 53 Session SU118, May 4, 2014
22nd Century Selling Skills Organization
http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/ http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals
One of the biggest gaps I see?
Account Management Practices For Growing Current Clients
Thoughts on Account Development Planning
What Does ORGANIZATION Do For Sales Pros?
Focus + Efficiency + Effectiveness = Productivity
Do the right things
At the right time
In the right way
For the right result
Mike Kunkle 54 Session SU118, May 4, 2014
22nd Century Selling Skills Organization
Networking
22nd Century Selling Skills
Analysis Value Creation
Communication Judgment Learning
Organization Networking
Networking
Sales Etiquette
Digital Selling
Mike Kunkle 56 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
Sales Etiquette Think this is overrated? Read this and this.
Includes not only… – Manners, courtesy, respect, kindness, tolerance, patience, thank you notes
…but also… – Being prepared, being on time, having a clear client-focused agenda, and
an “outside-in,” others-first view
Mike Kunkle 57 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
http://thesavvynetworker.com/savvynetworkingtips http://www.drjanyager.com/bpetiquette_articles.htm http://www.salessells.com/life-career/business-table-manners https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques http://www.willamette.edu/alumni/career_network/career_guide/professional.html http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11
Top Producers Rock This!
Selling Through Digital Channels (Social Selling)
Is it right for you and to what degree?
Whatever degree is right, develop a great social presence now (esp. see: this)
Mike Kunkle 58 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
The potential impact of Social Selling varies greatly by industry.
Social Selling will be highly disruptive to some industries. Not so much to others.
If you are in an industry where social selling has high applicability, peddle faster.
If you are in an industry where social selling has low applicability, ignore it.
http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry
Selling Through Digital Channels (Social Selling)
If it’s right for you…
Digital Selling Formula
Conduct Research
Make a Connection
Generate Awareness
Create Interest
Build Relationships
Convert R2R (relationships to revenue)
Mike Kunkle 59 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
Read more here
Selling Through Digital Channels (Social Selling)
If it’s right for you…
Other Advice Give to get (or Jill Rowley's "give to give")
Pay It Forward
Connect others for THEIR benefit
Share relevant, helpful content
Connections do not equal an automatic newsletter subscription
LinkedIn is not a massive email marketing database
Research and learn EFFECTIVE practices
Mike Kunkle 60 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
Selling Through Digital Channels (Social Selling)
The Great Cold Calling War of 2014
No, Cold Calling is Not Dead. Sorry. Sometimes, we dispense advice like the future is already here
Take a balanced approach
In SOME situations, nuances, industries, it may be dead or dying
In OTHERS, not so much
Mike Kunkle 61 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
http://www.alenmajer.com/2014/04/cold-calling-works http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not-dead
What Does NETWORKING Do For Sales Pros?
Credibility
Six degrees of separation
Social debt
Referrals / Introductions / Recommendations
Advocacy
Better sales results
Mike Kunkle 62 Session SU118, May 4, 2014
22nd Century Selling Skills Networking
Recommendations
Don’t START with this “22nd Century” approach
Review and research what I’ve provided, while you…
– Study and replicate top-producer practices with core “selling skills”
– Weave these skills in, appropriately, where you can
– Create Effective Learning Systems
– Make an impact and deliver ROI.
Mike Kunkle 63 Session SU118, May 4, 2014
22nd Century Selling Skills Making It Happen
Recommendations
Then…
Start a full “Sales Development” curricula for mastery of 22nd Century Selling Skills
Treat these skills much like Leadership Development
Commit to the cause to Elevate our Sales Profession!
Mike Kunkle 64 Session SU118, May 4, 2014
22nd Century Selling Skills Making It Happen
Appendix
22ND CENTURY SELLING SKILLS
Use now at risk of great success
Mike Kunkle 65 Session SU118, May 4, 2014
Mike is a training and organization effectiveness leader with special expertise in sales force transformation After his initial years on the frontline in sales and sales management, he spent the
past 19 years as a corporate manager or consultant, leading departments and projects with one purpose – improve sales results.
Today, in his role as Commercial Training and Development Manager for GE Capital’s Equipment Finance segment, Mike uses his in expertise in best-in-class learning strategies, methods, processes, and change leadership to develop the capabilities of sales representatives and sales managers to drive business results.
Mike freely shares his own sales transformation methodology, speaking at conferences and writing online (see http://slidesha.re/PerfLevers082011 and http://slidesha.re/SalesLearningSystems as examples) and can be reached at
<mike at mikekunkle dotcom>, through his blog at http://www.mikekunkle.com, or on various social media sites:
– LinkedIn: http://www.linkedin.com/in/mikekunkle
– Twitter: https://twitter.com/Mike_Kunkle
– Google+: https://plus.google.com/+MikeKunkle/posts
– SlideShare: http://www.slideshare.net/MikeKunkle/
Mike Kunkle
Let’s get connected!
Mike Kunkle 66 Session SU118, May 4, 2014
Sales Performer Analysis http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/ http://calliduscloud.com/blog/apply-sales-analytics-to-fuel-sales-coaching-and-sales-performance/ http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/ http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/ Top Producer Research http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/ http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/ http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/ Changes in Buying Behavior http://www.mikekunkle.com/2014/04/19/buyers-are-buying-differently-what-are-you-doing-about-it/ Effective Learning Systems http://www.slideshare.net/MikeKunkle/training-2014-transform-sales-results-mike-kunkle-02032014-slide-share Hiring More Effectively http://www.mikekunkle.com/2011/04/18/should-you-use-psychometric-assessments-to-hire/
Appendix Link Compilations
Mike Kunkle 67 Session SU118, May 4, 2014
Appendix Link Compilations
Organizations Mentioned
http://www.siriusdecisions.com/live/home/index.php
http://www.forrester.com/Sales-Enablement
http://fastpartners.com
http://www.ccl.org/Leadership/index.aspx
http://www.salesbenchmarkindex.com
Mike Kunkle 68 Session SU118, May 4, 2014
Appendix Link Compilations
Analysis Links
http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1
http://www.mindtools.com/community/pages/article/problem-definition-process.php
http://www.mindtools.com/community/pages/article/newTMC_83.php
Problem Solving Links (MindTools requires membership - $1 trial for first month)
MindTools - Root Cause
MindTools - CATWOE
MindTools - 5 Whys
MindTools - Drill-Down
MindTools - Cause and Effect
MindTools - Appreciation
MindTools - The Four Frame
MindTools - Interrelationship
MindTools – Problem Solving Methods
Mike Kunkle 69 Session SU118, May 4, 2014
Appendix Link Compilations
Critical Thinking Links
http://www.thinkwatson.com/think-red/red-critical-thinking-model
http://www.mindtools.com/community/pages/article/newTED_95.php
http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business
Value Creation: Financial Acumen
http://www.amazon.com/Bottom-Line-Selling-Professionals-Improving/dp/1935961322
http://www.amazon.com/Financial-Intelligence-Managers-Knowing-Numbers/dp/1591397642
Value Creation: Operational Acumen
http://www.4dxbook.com
http://gettingthingsdone.com
http://scottberkun.com/2012/how-to-make-things-happen
http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304
http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way
Mike Kunkle 70 Session SU118, May 4, 2014
Appendix Link Compilations
Value Creation: Customer / Solution Acumen
http://www.buyerpersona.com/
http://www.mikekunkle.com/2014/04/06/the-path-to-sales-growth-through-customer-focus-part-1/
http://www.mikekunkle.com/2014/04/13/the-path-to-sales-growth-through-customer-focus-part-2/ http://www.mikekunkle.com/2014/04/18/the-path-to-sales-growth-through-customer-focus-part-3/
Communication: General
http://www.mindtools.com/community/pages/article/CommunicationIntro.php
http://www.slideshare.net/amitmljain/communication-process
Communication: Listening
http://www.listen.org/
http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf
http://www.mindtools.com/community/pages/article/ActiveListening.php
https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/
Mike Kunkle 71 Session SU118, May 4, 2014
Appendix Link Compilations
Communication: Observing http://www.mindtools.com/community/pages/article/Body_Language.php http://www.businessballs.com/body-language.htm#body-language-introduction http://obscure-vision.com/10-tips-for-reading-body-language/ http://on.ted.com/Cuddy
Communication: Dialoguing http://bit.ly/Dialogue-CommuncationTool MindTools - Good Communication http://blogs.richardson.com/2013/10/25/dialogue-oldest-new-killer-sales-skill/ http://blogs.richardson.com/2014/02/12/improve-sales-effectiveness-insight-dialogue/ http://www.richardson.com/What-We-Do/Learning-Solutions/Generate-Opportunities/Richardsons-Selling-with-Insights/
Communication: Influencing http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm http://pathosethoslogos.com/ MindTools - Persuasion Search
Communication: Negotiating http://www.mindtools.com/community/Search.php?search_term=Negotiation http://thesaleshunter.com/high-profit-selling/ http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937
Mike Kunkle 72 Session SU118, May 4, 2014
Appendix Link Compilations
Judgment
http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814
MindTools - Book Review: Judgment
http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/
Judgment: Sales Utility Belt
http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/
http://www.businessballs.com/consciouscompetencelearningmodel.htm
Learning
http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf
http://www.schoolofunlearning.com/
http://partnersinexcellenceblog.com/what-i-finally-got-about-unlearning/
http://thesalesblog.com/blog/2011/07/27/what-are-you-unlearning/
http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta.htm
http://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1451639619/
Mike Kunkle 73 Session SU118, May 4, 2014
Appendix Link Compilations
Organization
http://www.mikekunkle.com/2011/09/24/thoughts-on-account-development-planning/
http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/
http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf
http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals
Networking: Sales Etiquette
http://www.salessells.com/life-career/business-table-manners/
http://www.salesbenchmarkindex.com/bid/92440/The-Worst-Sales-Call-of-2012
http://thesavvynetworker.com/savvynetworkingtips
http://www.drjanyager.com/bpetiquette_articles.htm
http://www.salessells.com/life-career/business-table-manners
https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques
http://www.willamette.edu/alumni/career_network/career_guide/professional.html
http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know
http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11
Mike Kunkle 74 Session SU118, May 4, 2014
Appendix Link Compilations
Networking: Digital Selling (Social Selling)
http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry
http://www.salesforlife.com/sales-resources/
http://www.salesforlife.com/sales-resources/9-steps-to-a-winning-linkedin-profile-for-sales-professionals/
http://www.mikekunkle.com/2014/03/29/much-ado-about-social-selling/
http://thefridayhangout.com/jill-rowley-on-social-selling/
Networking: Cold Calling is Not Dead (everywhere, yet)
http://www.alenmajer.com/2014/04/cold-calling-works
http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html
http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method
http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media
http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong
http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not-dead
Mike Kunkle 75 Session SU118, May 4, 2014