Sales Leadership Conversations

Kendra Lee presents five email prospecting tricks designed to generate a response - because starting a conversation is the whole point.

Kendra Lee is president of KLA Group, which helps small and medium-sized companies get more customers. Despite starting her sales career in accounting, failing IBM’s entry level sales exam and being told she couldn’t sell without an engineering background, Kendra Lee entered sales and proved those naysayers wrong. She turned her knowledge of numbers into a lead-generation approach that propelled her to the top 1% of sales professionals for each company where she sold. She is the author of "The Sales Magnet."
http://www.klagroup.com/

Kendra Lee, president of KLA Group, provides a formula for writing prospecting emails that not only get read, they get responded to. Because half the battle is starting a conversation.

http://www.klagroup.com/

B2B buying teams want information on their own time and in the manner they desire. Sean Crowley, Dun & Bradstreet VP of Portfolio Marketing, explains Rev.Up ABX, a RevTech platform that culls the most important customer data to help companies better understand prospects and create compelling marketing campaigns across multiple channels that drive results.

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team.

We talk with Dun & Bradstreet Chief Marketing Officer Stacy Greiner about the digital marketing landscape and its impact on the world of marketing. Stacy shares some innovative insights and reveals a new platform, Rev.Up ABX, that is changing digital marketing for customers.

The organization's approach combines better utilization of data and execution of all marketing tools, building consistency and congruence in their clients'  go-to-market strategies.

Breaking Barriers & Accelerating Revenue in 2021: June 8-10
NOTE: Here is information on Dun & Bradstreet's upcoming Rev.Up ABX event: https://events.bizzabo.com/RevUpSummit/home

Listen to a great interview with Mike Kunkle, Mike Kunkle VP, Sales Effectiveness Services at SPARXiQ.

Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement.

Mike has spent 36 years in the sales profession and 26 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation methodologies and sales systems. At one company, as a result of six projects, he and his team enabled an accretive $398MM in revenue, year-over-year. At another, new sales reps with 120 days on the job were outperforming incumbent reps with five years with the company.

Mike is the founder of Transforming Sales Results, LLC, and today works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he advises clients, publishes thought leadership, speaks at conferences, leads webinars, designs sales training courses, delivers workshops, and designs and implements sales enablement systems that get results. He collaborated with co-author Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations™ curriculum and also authored SPARXiQ’s Sales Coaching Excellence™ course. His book on The Building Blocks of Sales Enablement will be published in Q3 2021 by ATD Press.

I also have links to a variety of other things, like…

SPARXiQ Blog | https://sparxiq.com/tag/mike-kunkle
Sales Effectiveness Straight Talk | https://bit.ly/SalesEffectivenessWebinars
Modern Sales Straight Talk | http://bit.ly/ModernSalesWebcasts
LinkedIn Articles | http://bit.ly/MK-LinkedInArticles
LinkedIn Profile | https://www.linkedin.com/in/mikekunkle
Twitter | https://twitter.com/mike_kunkle

Conservative media and some politicians are apoplectic that corporations are taking stands against what they perceive to be restrictive voting laws and other social issues. "My warning, if you will, to corporate America is to stay out of politics," Senate Minority Leader Mitch McConnell stated after Coca-Cola and Delta Airlines criticized a Georgia law that instituted additional voting restrictions.

Scott Goodson and Chip Walker of StrawberryFrog, a New York-based marketing agency focused on cultural movement marketing, feel that more companies have to stretch beyond the business world to define their purpose and mission.

In their book "Activate Brand Purpose: How to Harness the Power of Movements to Transform Your Company," Goodson and Walker explore the importance of identifying a larger corporate purpose than making a profit. Activating purpose doesn't have to be political, but it does need to be meaningful to engage employees and customers.

Activating purpose isn't just for consumer brands. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan.

Like it or not, some aspect of virtual sales is here permanently. Wayne St. Amand and Bob Basiliere of virtual learning platform provider Allego discuss how sales enablement must adapt to that reality. Hint: It involves AI.

Video continues to be a great marketing tool and now sales people and teams are leveraging video to communicate their prospecting as well as their value proposition messages. This includes video email to video presentations actually narrating proposals. Buyers are purchasing more products and services remotely and on demand; Therefore, it's imperative sales teams and their members position themselves as subject matter experts and there is no greater opportunity than video. This episode will teach specific video strategies sales teams can adopt. 

This podcast was created by Tim Hagen & Progress Coaching
www.ProgressCoachingLeader.com
[email protected]