Bizcast: Bits about books – In Conversation with Mike Kunkle, Author, The Building Blocks of Sales Enablement
Mike Kunkle is a respected sales transformation architect and an internationally recognized expert on sales training, sales effectiveness, and sales enablement. He’s 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 systems.
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, develops sales training courses, delivers workshops, and designs and implements sales enablement systems that get results.
- The transformation in sales has been in the making for a few decades. New technologies, coupled with new management principles. But only a small segment of the profession was able to apply all the principles. In this book, Mike Kunkle helps sales managers by outlining the principles of sales enablement and explaining how the parts fit together. He goes into the basics of what Sales Enablement is, and what it should be.
- The book looks at influencers of sales performance from systems thinking perspective and aids in driving sales success through a framework that includes tools, processes and programs that leverage maximum impact. The book is intended for front-line sales managers, sales teams, sales executives, and account executives.
- Mike Kunkle’s framework is buyer centric, mature, holistic, and cross-functional, diving into aspects of operations, customer success, IT and Learning and Development. Sales coaching is an integral part of the framework, with great emphasis on empowering sales professionals.
These and more insights from the ground in this great episode of Bits About Books.
Run time – 36.48 mins.