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

http://creativecommons.org/licenses/by-nc-nd/3.0/

Analysis Value Creation

Communication Judgment Learning

Organization Networking

Mike Kunkle 2 Session SU118, May 4, 2014

22nd Century Selling Skills – the Mastery of:


Huh? Is Mike insane? Where are…

Prospecting?

Qualifying?

Presentation Skills?

Closing?

Resolving Objections?

Why These Skills?


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


Disclaimer: My Usual Approach


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

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/

Now Exploring…


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


Learning – Learning agility – Unlearning – Metacognition

Communication – Listening – Dialogue – Influencing – Negotiating


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



http://www.mikekunkle.com/2014/04/19/buyers-are-buying-differently-what-are-you-doing-about-it/

http://thesalesjournal.net/sales-blog/featured-contributors/73-sales-leaders-stop-heeding-out-of-context-advice

http://www.slideshare.net/MikeKunkle/training-2014-transform-sales-results-mike-kunkle-02032014-slide-share

http://www.mikekunkle.com/2011/04/18/should-you-use-psychometric-assessments-to-hire/



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.


Analysis

22nd Century Selling Skills




Analysis

Research skills

Problem identification

Problem solving

Critical thinking


22nd Century Selling Skills Analysis

Research Skills



Finding Trigger Events



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

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

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

http://www.mindtools.com/community/pages/main/newMN_TMC.php

http://bit.ly/MindTools-RootCause

http://bit.ly/1fUyPz2

http://bit.ly/MindTools-5Whys

http://bit.ly/MindTools-DrillDown



http://bit.ly/MindTools-CauseEffect

http://bit.ly/1fBgPFC

http://bit.ly/MindTools-FourFrame

http://bit.ly/MindTools-Interelationships



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

http://www.mindtools.com/community/pages/article/newTED_95.php

http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business













http://www.thinkwatson.com/think-red/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!



Value Creation





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).


22nd Century Selling Skills Value Creation

http://www.siriusdecisions.com/live/home/index.php

http://www.forrester.com/Sales-Enablement



Value Creation Building Blocks

Business Acumens

Financial

Operational

Customer

Solution

Financial / Business Model Acumen How does the business….



Read: Bottom-Line Selling Read: Financial Intelligence Check out: FASTpartners

Make Money

Save Money

http://www.amazon.com/Bottom-Line-Selling-Professionals-Improving/dp/1935961322

http://www.amazon.com/Financial-Intelligence-Managers-Knowing-Numbers/dp/1591397642





http://fastpartners.com/

Operational Acumen Who does what

How things get done in organizations – Yours

– Your Client’s

Political / cultural considerations

Execution and making things happen



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

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
















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



Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3

http://www.mikekunkle.com/2014/04/06/the-path-to-sales-growth-through-customer-focus-part-1/











Consider Buyer Personas, too




http://www.buyerpersona.com/









Align Sales Messaging by Persona











Where does the magic happen?


What most people think Traditional sales training






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






The REAL magic:





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



Communication





Communication

Listening

Observing

Dialoguing

Influencing

Negotiating


22nd Century Selling Skills Communication

http://www.mindtools.com/community/pages/article/CommunicationIntro.php http://www.slideshare.net/amitmljain/communication-process

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.



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

http://www.listen.org/

http://www.travelhostmarketing.com/listening-research-sales-people/







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/




















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

http://www.mindtools.com/community/pages/article/Body_Language.php

http://www.businessballs.com/body-language.htm







http://obscure-vision.com/10-tips-for-reading-body-language/













http://on.ted.com/Cuddy





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

http://bit.ly/Dialogue-CommuncationTool












http://bit.ly/HowGood-Communication



http://bit.ly/SalesDialogue

http://bit.ly/ImpSales-InsightDialogue



Sales Dialogue Skills



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®

http://www.richardson.com/

http://www.richardson.com/What-We-Do/Learning-Solutions/Generate-Opportunities/Richardsons-Selling-with-Insights/




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

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



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

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









What Does COMMUNICATION Do For Sales Pros?

Listening, Observing, Dialoguing, Influencing, and Negotiating Skills are how Value is delivered and perceived.



“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

http://www.siriusdecisions.com/blog/summit-2013-highlights-how-to-conquer-the-changing-world-of-b-to-b-buying/


Judgment






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

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/















Sales Utility Belt Concept

Being present

Interpretation

Decision-making

Purposeful competence



http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/










Sales Utility Belt Meets Training

What

Why

How

When

Where



Situation

Choice

Choice

Choice

Choice

Choice

? ?

?

? ?

Sales Utility Belt Meets Training

What

Why

How

When

Where



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.



Learning





FunnySalesCartoons.com

http://funnysalescartoons.com/


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



5 Facets used with permission from Center for Creative Leadership: http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf

http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf

http://www.ccl.org/Leadership/index.aspx


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



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


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.



http://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1451639619/

Organization






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



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

http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/









http://www.excellenc.com/Time Management DOE Version.pdf

http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals

















http://www.mikekunkle.com/2011/09/24/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



Networking





Networking

Sales Etiquette

Digital Selling


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



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!

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

























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)



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

http://www.salesforlife.com/sales-resources/


http://www.salesforlife.com/sales-resources/9-steps-to-a-winning-linkedin-profile-for-sales-professionals/

http://www.salesbenchmarkindex.com/sales-ops-sales-enablement

http://www.salesbenchmarkindex.com/greg-alexander











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)



Read more here

http://www.mikekunkle.com/2014/03/29/much-ado-about-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



http://thefridayhangout.com/jill-rowley-on-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



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

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



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.


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!


22nd Century Selling Skills Making It Happen

Appendix


Use now at risk of great success


http://creativecommons.org/licenses/by-nc-nd/3.0/

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!


http://slidesha.re/PerfLevers082011

http://slidesha.re/SalesLearningSystems

http://www.mikekunkle.com/

http://www.linkedin.com/in/mikekunkle

https://twitter.com/Mike_Kunkle

https://plus.google.com/+MikeKunkle/posts

http://www.slideshare.net/MikeKunkle/

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
































































































































































































Organizations Mentioned



http://fastpartners.com


http://www.salesbenchmarkindex.com






http://fastpartners.com/


http://www.salesbenchmarkindex.com/


Analysis Links




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



























































Critical Thinking Links




Value Creation: Financial Acumen



Value Creation: Operational Acumen

http://www.4dxbook.com

http://gettingthingsdone.com


















































































Value Creation: Customer / Solution Acumen



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


Communication: Listening


http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf





























































































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


http://www.mindtools.com/community/pages/article/Body_Language.php





























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://changingminds.org/disciplines/argument/making_argument/three_persuade.htm

http://pathosethoslogos.com/





http://www.mindtools.com/community/Search.php?search_term=Negotiation
















Judgment


MindTools - Book Review: Judgment


Judgment: Sales Utility Belt



Learning











































































Organization



http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf


Networking: Sales Etiquette





























http://www.excellenc.com/Time Management DOE Version.pdf




























































































Networking: Digital Selling (Social Selling)






Networking: Cold Calling is Not Dead (everywhere, yet)

http://www.alenmajer.com/2014/04/cold-calling-works










































































































































