Mike Kunkle’s Post

In this post, Mike Kunkle, author of The #BuildingBlocks of #SalesEnablement, provides guidance on the #SalesSystems that support The Building Blocks, and enable you to support your sales force to achieve replicable, repeatable, scalable, and predictable results. 🔹READ MORE HERE: https://lnkd.in/eVRSV-WN ______________ #RevenueEnablement #CommercialExcellence #SalesEffectiveness #SalesPerformance #SalesHiring #SalesReadiness #SalesTraining #SalesManagment #SalesCoaching

New book is in the works. Here is a quick overview: A revolution is transforming partner-powered revenue generation. As companies strive for profitable and efficient growth, partnerships have become a compelling strategy. However, common partnering models face a significant obstacle: the traditional program-centric partnering model is inefficient, adhering to the 80/20 rule, and fails to produce predictable revenue. Despite advances in technology and consumption models, the standard approach to partner-sourced sales creation remains largely improvised, relying on extensive partner networks for growth. Now imagine revamping your partnering model, transforming it into a precision-controlled revenue-generating engine, like a modern production line. By managing inputs and processes with systematic controls, you can ensure predictable revenue output. This is the vision behind a structured performance partnering model. This book offers a comprehensive guide to implementing the MP3 Structured Performance Process, which includes: ChannelOps Revenue Planning: Defining detailed sales metrics and action plans at the partner seller level, establishing clear inputs for the production line. Structured Account Coverage and Prospecting: Converting these inputs into a robust pipeline through systematic processes and sales play development. Modern Performance Intelligence: Utilizing advanced tools and processes to manage and optimize partner seller production line outputs. Adopting a structured performance model will transform your partner ecosystem into a predictable and scalable revenue engine, paving the way for exponential growth at half the cost of traditional models. Structured performance is the next evolution in partnering, solving the revenue, relevance, and ROI challenges of today's partnering model. The book is in final edits now and will go to print 2nd week of June! Stay tuned!

🚀 Thrilled to announce my new role as Outcomes Design Architect at RealRevenueEngine™! 🚀 Imagine giving your sales team not just more qualified leads but more time to focus on what really counts. At RealRevenueEngine™, we’re making that possible by transforming lead qualification from a costly guessing game into a high-impact, precision process. The goal? To give your team back valuable hours while boosting the revenue contribution of every seller, every hour. Here’s how we do it: Quality Leads Only – We focus your team on the leads that are truly worth their time, so they’re no longer chasing dead ends. Shorter, More Effective Sales Cycles – By starting with qualified prospects, your team spends less time on each deal, closing more wins, faster. Higher Revenue per Seller Hour – Every hour spent is designed to drive revenue, with outcomes that build strategically over time. Take our PipelineTriage™ Audit and secure 30-minutes to debrief and learn where your team could regain up to 8 hours a week FOREVER, and amplify their value contributed per hour. This audit reveals the specific areas where your current process may be leaking time and revenue—insights you can act on immediately to streamline your pipeline. https://lnkd.in/eQ2nCZBC If you’re a revenue leader looking to get more from every seller hour, book a call. Discover how RealRevenueEngine™ can help you achieve time and results, designed by outcomes that matter. #RealRevenueEngine #OutcomesDesignArchitect #kAIzen #PipelineTriage #SellHotNotCold

The right enablement technology can multiply your business outcomes while increasing efficiency to help your revenue engine run more efficiently. See how project44 scored larger deals with shorter overall sales cycles and less wasted resources: https://forc.mx/3SCwXmw

Great points by Matt Stocking at Tableau. POV is a hypothesis about how you can add value. Business Case helps your customer justify and prioritize your solution. #sales #pov #value

Point of View? Business Case? Do I need one, either or both? Let’s discuss… As enterprise sellers, it’s our job to: 1) Present a targeted Point of View to our customer, based on our deep research into the strategic priorities of their business, to articulate where we believe we can add value with our solution/service. 2) Co-develop a Business Case with our champion(s)/executives/executive-nominated stakeholders/others, based on a validated Point of View. 3) Leverage the Business Case and executive alignment to sell our solution/service to the customer, the outcome of which will add significant value to the customer in the form of revenue gain, cost reduction, competitive differentiation, etc. So, and I get this question a lot - what’s the difference between a Point of View and a Business Case? Two things: 1) A Point of View is YOUR perspective as to how you believe you can help your customer. 2) A Business Case, while you helped developed it, is YOUR CUSTOMER’S perspective as to how your solution can positively and significantly affect their business. Next question - why do I need both? “This seems like extra work!“ Two things: 1) A Point of View will ACCELERATE your deal. It focuses you and your customer on identifying and addressing strategic priorities. 2) A Business Case will EXPAND THE SIZE of your deal. Developing a solid Business Case that addresses BIG problems delivering significant ROI, if done right, will equate to much larger deals. So, get good at developing solid Points of View and Businesses Cases. As an enterprise seller, this is a non-negotiable for success.

Leveraging Pipeline Management Systems can truly elevate your business operations! It's an incredible tool for streamlining and simplifying your sales processes. 🚀 With an efficient management system, you can monitor your sales data, anticipate potential challenges, and make proactive decisions. Such visibility into your sales process can greatly improve your conversion rates and boost your bottom line. Investing in a robust pipeline management system isn't an expense, it's a strategic move.💡 If you're looking to enhance your business operations and drive better results, feel free to get in touch. Let's navigate the path to business growth, together. Let's discuss the future of pipeline management systems. 👇 Share your thoughts, experiences, and questions about this topic. #PipelineManagement #SalesProcess #BusinessGrowth #LinkedInGrowth Remember, sharing is caring. Let's keep the conversation going. 🔄

Big changes start with small adjustments. In 2024, I worked with a business that was overwhelmed by their cluttered sales pipeline. Instead of overhauling the whole process, we started small—automating follow-ups for missed leads. The result? They saved 10 hours a month and closed 20% more sales. Sometimes, it’s the smallest tweaks that make the biggest difference. What’s one process in your business you’d love to optimize in 2025?

Your problem isn’t growing sales Its lacking the ability to scale your organization And you can’t scale a business if... You don’t have a clear strategy for your team to follow Your employees aren’t aligned on process in key areas Your software isn’t aligned with your process What are the signs? Employees operating in silos Software that’s creating bottlenecks Reactive crisis management…every…day 🔥 Fixing your scalability issues allows you to grow sales. And it all starts with getting a grip on your process. “It’s messy and overwhelming, which is why many companies just don’t do it,” Paul Starkey from a CE Pro article in 2019. Link to his article in the comments 👇🏻

 Business Impact Over Technical Specs Clients don’t care about the specs. They care about what it means for them: → Will it save money? → Will it save time? → Will it reduce headaches? Speak to your client’s priorities. Forget 'speeds and feeds.' Talk money, time, and resources. #BusinessFirst #ClientPerspective #CybersecuritySales #Sales