Mike Kunkle

A coaching conversation can improve a single call. A coaching system improves results across the board. Many organizations invest heavily in the first and never build the second, then wonder why performance doesn't move. I teamed up with Allego on a new eBook, "Sales Coaching Mastery: A Practical Framework for Building High-Performing Sales Teams." It lays out the coaching system I've built and refined with frontline sales managers for over 20 years. It gets results. Inside: 🔹 The four types of coaching, and which one builds lasting capability 🔹 How to diagnose the real gap before you try to solve it 🔹 Separate models for leading sessions, field training, coaching, counseling, and feedback 🔹 Why Rolling Reviews are needed to ensure behavior change and improved results 🔹 Six common reasons coaching efforts fall short and what to do differently If you lead managers who coach, or you're the one doing the coaching, you'll find this eBook will help you get the most from your coaching efforts. ➡️ 𝗗𝗼𝘄𝗻𝗹𝗼𝗮𝗱 𝗛𝗲𝗿𝗲: allego.com/blog/sales-coachi…

Do you work in #SalesEnablement or some version of Sales Performance Improvement? There are two ways to improve sales performance: a full sales transformation or measured wins that earn deeper support. Which fits your situation? 𝗥𝗘𝗔𝗗 𝗠𝗢𝗥𝗘 𝗛𝗘𝗥𝗘 ➡️ linkedin.com/pulse/two-foolp…

𝗧𝗵𝗲 𝗧𝗵𝗲𝗼𝗿𝘆 𝗼𝗳 𝗖𝗼𝗻𝘀𝘁𝗿𝗮𝗶𝗻𝘁𝘀 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀: 𝗙𝗶𝗻𝗱 𝗮𝗻𝗱 𝗙𝗶𝘅 𝗪𝗵𝗮𝘁’𝘀 𝗟𝗶𝗺𝗶𝘁𝗶𝗻𝗴 𝗬𝗼𝘂𝗿 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗚𝗿𝗼𝘄𝘁𝗵 When revenue stalls, the usual response is more. More calls. More emails. More AI. More activity. But if you haven’t found the real constraint, you’re just doing more of the wrong things faster. The answer? Diagnose first. Find and fix the biggest constraint. That’s where real revenue growth begins. Want to identify 𝙮𝙤𝙪𝙧 biggest constraint? The ideas and the free 10-minute diagnostic in the article below will help you find it. 🔹𝗥𝗘𝗔𝗗 𝗠𝗢𝗥𝗘 𝗛𝗘𝗥𝗘 ➡️ mikekunkle.com/theory-of-con…

𝗔𝗜 𝗵𝗮𝘀 𝗰𝗵𝗮𝗻𝗴𝗲𝗱 𝘄𝗵𝗮𝘁 𝗯𝘂𝘆𝗲𝗿𝘀 𝗸𝗻𝗼𝘄. 𝗜𝘁 𝗱𝗼𝗲𝘀𝗻'𝘁 𝗰𝗵𝗮𝗻𝗴𝗲 𝘄𝗵𝗼 𝘁𝗵𝗲𝘆 𝘁𝗿𝘂𝘀𝘁. For years, sellers created value by knowing things buyers didn't. That advantage has been steadily shrinking, and AI is accelerating it. Buyers research you, compare you, and fact-check what your company's published before you ever speak. Later, they'll hand your proposal to AI and ask it to find the risks. So what's left? The Human Differentiators: Empathy. Active listening. Judgment. Consulting skills. Turning data into insight. Ethical persuasion. And more. These are the personal traits and capabilities that get more valuable as information gets cheaper. For the record, I'm not anti-AI. Use it to research, prepare, analyze, and think better. Some tools go further and guide you in real time during the conversation. That's awesome, but still not sufficient. Don't confuse having better technology support with becoming a seller that buyers trust. Sixteen years of top-performer analysis taught me what the top 4% actually do differently. It looks a lot more like consulting than selling. I wrote a new blog post about all of this, with some research from LinkedIn, some frameworks from mine, and what it all means for how you should sell: 🔹𝗥𝗘𝗔𝗗 𝗠𝗢𝗥𝗘 𝗛𝗘𝗥𝗘 ➡️ mikekunkle.com/b2b-sales-ai-… #B2BSales #SalesMethodology #Trust #SalesEffectiveness #AI

𝗠𝗔𝗡𝗬 𝗧𝗘𝗔𝗠𝗦 𝗛𝗔𝗩𝗘 𝗔 𝗦𝗔𝗟𝗘𝗦 𝗠𝗘𝗧𝗛𝗢𝗗𝗢𝗟𝗢𝗚𝗬. 𝗙𝗘𝗪 𝗚𝗘𝗧 𝗘𝗡𝗢𝗨𝗚𝗛 𝗩𝗔𝗟𝗨𝗘 𝗙𝗥𝗢𝗠 𝗜𝗧. You picked one. You trained it. The stage gates are in the CRM. And your win rates, cycle times, and forecast accuracy look about the same as they did before you started. I've built five sales methodologies, implemented ten others, and run twelve top-performer analyses over sixteen years. The above gap is what I've spent most of my career working on, and it's almost never one problem. It's a selection problem, an implementation problem, or a problem with how the methodology shows up in the daily work of qualifying, managing pipeline, and creating insight for buyers. Separate failures, separate fixes. Treating them as one is why so many rollouts quietly fade by the second quarter. Here's everything I've published on sales methodology recently, in the order I'd work through it with a client. 𝗖𝗛𝗢𝗢𝗦𝗜𝗡𝗚 𝗢𝗡𝗘 🔹 How to Choose a Sales Methodology: From Someone Who's Built Five and Implemented Ten Others: linkedin.com/pulse/how-choos… 🔹 How Does Your Sales Methodology Compare to What Top Performers Do Differently? (Updated): linkedin.com/pulse/how-does-… 𝗧𝗛𝗘 𝗟𝗢𝗡𝗚 𝗩𝗘𝗥𝗦𝗜𝗢𝗡 (𝗲𝗕𝗢𝗢𝗞) 🔹 How to Choose and Implement a Sales Methodology That Delivers Results: 49 pages, three worksheets, and a 13-criterion scorecard to run your shortlist through, all free: conavigatormethod.com/ebooks… 𝗠𝗔𝗞𝗜𝗡𝗚 𝗜𝗧 𝗦𝗧𝗜𝗖𝗞 🔹 Your Sales Methodology Execution Gap Is Costing You Millions: linkedin.com/pulse/your-sale… 🔹 You Fixed Your Sales Methodology. Why Isn't It Moving the Needle? linkedin.com/pulse/you-fixed… 𝗪𝗛𝗘𝗥𝗘 𝗜𝗧 𝗦𝗛𝗢𝗪𝗦 𝗨𝗣 𝗜𝗡 𝗧𝗛𝗘 𝗪𝗢𝗥𝗞 🔹 The Cost of Poor Qualification: Why Your Pipeline Is Bloated but Your Win Rates Are Flat: linkedin.com/pulse/cost-poor… 🔹 Fuel Your Pipeline Management Effectiveness by Infusing Sales Methodology: linkedin.com/pulse/fuel-your… 🔹 Insight-Based Selling: How to Create Aha Moments That Influence Your Buyers! linkedin.com/pulse/insight-b… 𝗪𝗛𝗘𝗥𝗘'𝗦 𝗬𝗢𝗨𝗥 𝗖𝗢𝗡𝗦𝗧𝗥𝗔𝗜𝗡𝗧? Most teams have a constraint costing them more than the others, and it's usually not the one getting the attention. This diagnostic takes about 8 to 10 minutes and tells you whether yours is pipeline creation, opportunity conversion, or account expansion. ➡️ conavigatormethod.com/diagno…

𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝗮𝗹𝗲𝘀: 𝗧𝗵𝗿𝗲𝗲 𝘆𝗲𝗮𝗿𝘀. 𝗦𝗮𝗺𝗲 𝗳𝗶𝘃𝗲 𝘀𝗸𝗶𝗹𝗹 𝗴𝗮𝗽𝘀. 𝗡𝗼 𝗽𝗿𝗼𝗴𝗿𝗲𝘀𝘀. In 2023, for a State of #Distribution #Sales webinar for @DistStrategyGrp, I compared ten years of sales competency data for wholesale distribution against all verticals. (Thanks to @ObjectiveMGMT Group for the data.) Distribution lagged on five key selling competencies. This year, they asked me back to co-lead the webinar, so I re-ran the data. Same ten-year look-back. Same methodology. Three years later. Almost nothing had moved. The same five gaps were still there: 🔹Hunting 🔹Reaching decision-makers 🔹Relationship building 🔹Consultative selling 🔹Selling value Good news: It isn't mindset or desire. #Distributor sellers score near parity on Sales DNA, Will to Sell, and coachability. They're willing and they take direction. More good news: It's a skill gap. Which means it's trainable, coachable, and can be closed. 𝗪𝗵𝘆 𝗯𝗼𝘁𝗵𝗲𝗿? Well, does adding new accounts, taking market share from competitors, and growing territory revenue interest anyone? So, in this article, I wrote up what the data shows, what closes each gap, and three things a sales manager can start doing this week without overhauling how they work. ➡️ 𝗥𝗘𝗔𝗗 𝗠𝗢𝗥𝗘 𝗛𝗘𝗥𝗘: distributionstrategy.com/202…

𝗗𝗼𝗲𝘀 𝗬𝗼𝘂𝗿 𝗦𝗔𝗟𝗘𝗦 𝗠𝗘𝗧𝗛𝗢𝗗𝗢𝗟𝗢𝗚𝗬 𝗦𝘂𝗽𝗽𝗼𝗿𝘁 𝘁𝗵𝗲 𝗪𝗮𝘆 𝗬𝗼𝘂𝗿 𝗕𝘂𝘆𝗲𝗿𝘀 𝗪𝗮𝗻𝘁 𝘁𝗼 𝗕𝘂𝘆? Sales reps are the least-trusted source in a B2B purchase. Behind an online product demo. Behind the buyer's own gut. Behind reviews written by total strangers. Maybe that's why 86% of B2B purchases stall, and 81% of buyers end up unhappy with whoever they picked anyway. And yet, some sellers don't have this problem. Top performers close 72% of their proposals. Everyone else closes 47%. I've spent sixteen years studying that gap. In my newest post, I break down what actually separates the two, and where most sales methodologies stop being buyer-centric the moment it gets inconvenient. 🔹 Why "buyer-centric" is a discipline, not a slogan 🔹 Where methodologies lean toward seller-centric, and how to reframe that tendency 🔹 The tool that pulls a dozen layered concepts into something a seller can actually use 𝗥𝗘𝗔𝗗 𝗠𝗢𝗥𝗘 𝗛𝗘𝗥𝗘 ➡️ mikekunkle.com/support-the-w… _________________ #Sales #SalesMethodology #SalesLeaders #BuyerCentric

If culture is "the way we do things around here, and how we treat people as we do it," then sales methodology is "the way we sell things around here, and how we treat buyers as we do it." Getting a formal sales process in place (that aligns to your buyers' journey) and a formal sales methodology in place (rather than a "free-for-all" that you can't coach to), have been shown to significantly improve revenue plan attainment, quota attainment, and win rates. In fact, it's been correlated in so many different studies that I'm tired of trying to justify it. Layer an effective sales coaching system on top of that, and results improve even more. I don't get how this isn't "no-brainer" stuff and the main topic of discussion, instead of "AI! AI! Oh!" So, CROs, CSOs, and Heads of Sales of all flavors: given that, why on Earth are you not making an all-out change management effort on formalized process and methodology, gaining high levels of adoption (the results leap at >75% adoption) and working toward 90% (the next big leap) and true sales mastery? Is there more? Of course there is. Organizations, buying, and selling are complex. If I were a CRO today, I'd be spending my time on: ➡️ Marketing and sales alignment around the buyer/customer (aka, deeper "Buyer Acumen") ➡️ Buyer-centric, problem-and-outcome-focused messaging ➡️ Effective sales hiring ➡️ Formal sales process (aligned to the buyers' journey and buying process exit criteria) ➡️ Formal sales methodology (buyer-centric, consultative, value-focused) ➡️ A sales management operating system ➡️ Formal sales coaching (a system to create a coaching culture and get into a cadence of continuous improvement) I'd add Product/Market Fit, but if you don't already have that, the rest is just moving deck chairs around on the Titanic. Get this stuff right (effectiveness first), then you can support it with AI (to make it more efficient). If this isn't the conversation you're having internally, here's a place to start: ➡️ Choosing and implementing a sales methodology: conavigatormethod.com/ebooks… ➡️ Why fixing your methodology alone doesn't move the needle: linkedin.com/pulse/you-fixed… Agree with me, fight me, or add something, but if you want to see sales results improve, this is the path forward.

Okay, I've updated my Linktree. (Alert the media! It's been a while.) Now you can find my X profile. (Oh, wait...) Or, you can find my book, multiple eBooks (one paid, others free), my newsletter, my blog articles, review services, download decks, book an hour of consulting time, find my other social media profiles, and even... [insert dramatic pause here]... Buy me a coffee! (Or buy dog food for Frank and Teddy. Or make my car payment. Or pay my mortgage. Why not send Debbie and me to Aruba? Hey, I have no shame.) Okay, seriously, maybe we should stick to finding my content and me. 😜 On that note, I've got 173 newsletter editions now (174 is coming next week). LinkedIn doesn't make it easy to peruse them, but if you've got an afternoon, you can scroll through them and check out the topics: linkedin.com/newsletters/sal… Did I mention I updated Linktree? Check it out here: linktr.ee/mikekunkle

For the #CROs & #SalesLeaders in the house... 𝗣𝗥𝗢𝗕𝗟𝗘𝗠 🔹Most CROs/Heads of Sales are not getting the value from their sales methodology (if they even have a formal one). Quota attainment is low, win rates are slipping, and account growth is limited. 🔹𝙒𝙝𝙮? The reasons are varied but it's usually some combo of no or wrong methodology for the business, poor implementation, and/or no ongoing coaching to close mindset or skill gaps. 𝗦𝗢𝗟𝗨𝗧𝗜𝗢𝗡𝗦 🔹𝗡𝗼 𝗼𝗿 𝘄𝗿𝗼𝗻𝗴 𝗺𝗲𝘁𝗵𝗼𝗱𝗼𝗹𝗼𝗴𝘆: I've got one that is based on human communication skills, empathy, curiosity, servant leadership, and speaking the other person's language of value. It was developed from 12 top-performer studies. Sure, it has frameworks, methods, and steps, but only to allow sellers to execute consistently and allow managers to coach to it. 🔹𝗣𝗼𝗼𝗿 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻: Forget classroom training. I teach virtually using the drip method / bite-sized learning, over time (spaced repetition), with retrieval learning and flipped learning. That's geek-speak for I teach the way people learn. 🔹𝗡𝗼 𝗼𝗻𝗴𝗼𝗶𝗻𝗴 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴: This one's on you, or at least the commitment is. I can teach your managers to coach like the very best do, to get results. 𝗢𝗨𝗧𝗖𝗢𝗠𝗘𝗦 It varies based on your commitment to execution, but these results are from this methodology, with coaching, at past employers and clients: 🔹Delivered 12–34% revenue growth in 6–9 months 🔹Increased sales results by 28.7% year over year 🔹Increased sales per rep by a walloping 47% in a year 🔹Improved win rates by 16% in 9 months 🔹Increased sales per employee by 2.3 per month for a $36.6M annual impact 𝗪𝗢𝗥𝗧𝗛 𝗘𝗫𝗣𝗟𝗢𝗥𝗜𝗡𝗚? 🔹Reach out right here or complete this form: conavigatormethod.com/contac… _______________ #sales #b2b #salesmethodology #salestraining

𝗧𝗵𝗲 𝗗𝗲𝗮𝗹 𝗧𝗵𝗮𝘁 𝗗𝗶𝗲𝗱 𝗼𝗳 𝗡𝗼𝘁𝗵𝗶𝗻𝗴 You know the one. Discovery seemed to go well, the demo landed, and your champion said all the right things. Then it slipped a quarter, then it went quiet, and someone marked it Closed Lost, No Decision. Nobody beat you. The buyer just stayed where they were. That was always the real competition. The choice between spending money on this and living with a problem they'd already lived with for years. Your rep never made the case: ➡️ What the problem costs them, in their numbers, this year. ➡️ Why now, and not next budget cycle. ➡️ What your champion answers when his CFO asks why this, ahead of the other four things on the list. That last one is where the deal actually died. Your champion had to make that argument in a meeting your rep wasn't invited to, and he had nothing to make it with. Sellers can be taught to do this work. To sell like the elite top 4%. ➡️ Build the value case with the buyer instead of presenting one to them. ➡️ Put a number on staying put. ➡️ Map the people who'll question the spend and get to them while there's time. ➡️ Send the champion into that meeting with a case he helped write and can defend on his own. Do that, and No Decision stops being the most frequent category on your closed-lost report. That's what 𝗧𝗵𝗲 𝗖𝗼𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿 𝗠𝗲𝘁𝗵𝗼𝗱 𝗳𝗼𝗿 𝗕𝟮𝗕 𝗦𝗮𝗹𝗲𝘀 𝗠𝗮𝘀𝘁𝗲𝗿𝘆 can deliver for you. Alignment. Adoption. Mastery. Revenue lifts of 12-34% in 6-9 months. 𝗦𝗲𝗲 𝗵𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀: ➡️ conavigatormethod.com/b2b-sa…

𝗢𝗯𝘀𝗲𝗿𝘃𝗲 𝗳𝗼𝘂𝗿 𝗼𝗳 𝘆𝗼𝘂𝗿 𝘀𝗲𝗹𝗹𝗲𝗿𝘀 𝗿𝘂𝗻 𝗮 𝗳𝗶𝗿𝘀𝘁 𝗺𝗲𝗲𝘁𝗶𝗻𝗴. You'll get four different meetings. ➡️ One opens with a deck to walk through the company info and value prop. ➡️ One runs discovery as taught at a company they left in 2019. ➡️ One asks good questions but never gets to impact. ➡️ One is winging it and is all over the board. Some are wrong. Some approaches have merit but they execute poorly. The trouble is, it's a free-for-all. They're all different, and that difference is expensive in ways that don't show up on a dashboard. Here's where it costs you: ➡️ Your managers can't coach to a standard, because there isn't one. So coaching drifts toward what the manager used to do, and effort and attitude, which are the only things left to talk about. ➡️ Deal reviews become storytelling. The seller who tells the best story gets the least scrutiny. ➡️ Forecast accuracy suffers, because "commit" means something different to every person entering it. ➡️ New hires learn by shadowing whoever sits closest, so the variance compounds with every hire you make. And anything new you roll out lands differently on every rep, so it never fully takes hold. You don't get the 75% adoption needed to reap the rewards of your effort. A shared method isn't about scripts or compliance. It's about everyone working from the same map, so the coaching, the inspection, and the improvement all compound instead of resetting with each conversation. When that's in place, the rest gets easier. ➡️ Appointments get set with people who have a real reason to meet. ➡️ Sellers build business cases that motivate buyers. ➡️ Win rates move because qualification and discovery are done consistently and well across the team. ➡️ Account growth stops depending on which rep happened to inherit which logo. And the revenue plan stops being a hope. That's the work 𝗧𝗵𝗲 𝗖𝗼𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗼𝗿 𝗠𝗲𝘁𝗵𝗼𝗱 𝗳𝗼𝗿 𝗕𝟮𝗕 𝗦𝗮𝗹𝗲𝘀 𝗠𝗮𝘀𝘁𝗲𝗿𝘆 can deliver for you. Alignment. Adoption. Mastery. Revenue lifts of 12-34% in 6-9 months, and new-hire ramp time cut by 23-52%. 𝗦𝗲𝗲 𝗵𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀: ➡️ conavigatormethod.com/b2b-sa…

𝗕𝗲𝗵𝗶𝗻𝗱 𝗼𝗻 𝗬𝗼𝘂𝗿 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗣𝗹𝗮𝗻? 𝗪𝗵𝗮𝘁 𝗶𝗳 𝗬𝗼𝘂'𝗿𝗲 𝗪𝗿𝗼𝗻𝗴 𝗔𝗯𝗼𝘂𝘁 𝗪𝗵𝘆? You have a theory. Most do. The question is how soon you'll find out if you're wrong. And, if it will be too late. Here's the pattern I've watched for thirty years. Revenue comes in short. Leadership diagnoses the problem. Usually in a meeting, and often from whichever symptom made the most noise that week. Pipeline looks thin, so we buy prospecting training. Deals are stalling, so we push on closing. Everyone works harder. Two quarters later, you're having the same conversation. Why? Because the solution was aimed at something that wasn't limiting performance. Every sales force has factors that push it forward and hold it back. Before you push harder on the accelerator, you need to take your foot off the brake. The brake is always in one of three places: ➡️ 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻. You aren't starting enough quality conversations with the right buyers. ➡️ 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻. The opportunities you do have in place aren't converting enough. ➡️ 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗘𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻. You keep your customers but you don't grow them. Many sales forces have weak spots in all three. That's normal, and isn't the point. The point is which one, fixed first, produces the most revenue in the least time. So I wrote a guide to help you answer that before you spend anything. 21 pages to help you diagnose the real constraints, using a 12-question self-assessment you can score in five minutes. If you want to explore deeper after that, we can. Diagnose first, then prescribe. ➡️ 𝗚𝗲𝘁 𝘁𝗵𝗲 𝗴𝘂𝗶𝗱𝗲 𝗵𝗲𝗿𝗲: conavigatormethod.com/ebooks…

A VP of Sales once reached out because his win rates were steadily slipping. He wanted training on negotiation and closing. After an initial diagnostic, a deeper situation assessment dialogue, and exploring data and observing to confirm our hypothesis, we surfaced the real constraint. The problem showed up much earlier: weak qualification and high-level discovery meant they were chasing many of the wrong opportunities, then fighting to close deals that should have been disqualified or moved into nurturing status much earlier. This happens more than people expect. Leaders see a symptom, usually the one that's easiest to measure, and build or buy a fix for it. Meanwhile, the actual constraint sits one layer deeper, impacting everything downstream of it. 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗔𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗼𝗻 𝗦𝗽𝗿𝗶𝗻𝘁𝘀 start with a diagnostic and situation assessment for exactly this reason. Diagnose first, then prescribe. Then spend 90 focused days fixing the constraint that's actually limiting revenue, not the one that happened to catch someone's attention in a QBR. Three places we look: ➡️ Pipeline Creation: are you setting enough of the right meetings? ➡️ Opportunity Conversion: are you winning the ones you get? ➡️ Account Expansion: are you retaining and growing what you've already won? Most teams have one constraint doing more damage than the others. Finding it first is what makes a 90-day sprint work instead of just adding activity. Surgical precision beats a baseball bat. ➡️ See how a Sprint works: conavigatormethod.com/revenu…

Check out The CoNavigator Method for B2B Sales Mastery here: conavigatormethod.com/b2b-sa…

𝗪𝗥𝗢𝗡𝗚 𝗠𝗘𝗧𝗛𝗢𝗗𝗢𝗟𝗢𝗚𝗬? 𝗢𝗥 𝗕𝗔𝗗 𝗜𝗠𝗣𝗟𝗘𝗠𝗘𝗡𝗧𝗔𝗧𝗜𝗢𝗡? 𝗜𝗺𝗮𝗴𝗶𝗻𝗲 𝘁𝗵𝗶𝘀 𝘀𝗰𝗲𝗻𝗮𝗿𝗶𝗼: You're choosing a sales methodology. You get it down to three vendors who each do a finals presentation. Your buying committee debates and you pick one. 𝗢𝘂𝘁𝗰𝗼𝗺𝗲: A year later, adoption is at 35% and the needle hasn't moved. Not higher win rates. Not better revenue plan attainment. And nobody can tell you why. ➡️ Was it the wrong methodology? ➡️ Or did you not execute well enough? Sadly, this scenario is not that hard to imagine, is it? I once saw a company spend over $250K on a methodology and 18 months later, they ditched it and bought another one. Want to get out of this vicious cycle, or avoid it entirely? I've been down this road. I built 5 sales methodologies, implemented 10 others, and ran 12 Top-Performer Analyses over 16 years. So, I wrote a guide for you, on both. ➡️ 𝗖𝗵𝗼𝗼𝘀𝗶𝗻𝗴 𝗶𝘀 𝗼𝗻𝗲 𝘀𝗸𝗶𝗹𝗹: A methodology has to be good, meaning it has to get results when used, and it has to fit the way you sell and your buyers buy. ➡️ 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗶𝗻𝗴 𝗶𝘀 𝗮𝗻𝗼𝘁𝗵𝗲𝗿: Manager enablement, developmental coaching, workflow integration, measurement, and accountability. 49 pages, 3 worksheets, about 30 minutes. No cost. 𝗚𝗘𝗧 𝗜𝗧 𝗛𝗘𝗥𝗘: ➡️ conavigatormethod.com/ebooks…

𝗛𝗲𝘆 𝗦𝗮𝗹𝗲𝘀 𝗟𝗲𝗮𝗱𝗲𝗿𝘀! You push harder. You automate emails. People work longer. And the number stays flat. 40-50% of your reps make quota. And you're behind on your revenue plan. Where do you start? What 𝘥𝘰𝘦𝘴𝘯'𝘵 work anymore is the old battle cry of "Harder, Faster, Longer, Louder." Maybe it's time to figure out exactly what's holding you back and remove that constraint. If that sounds even remotely intriguing, here's an eBook that talks about how to determine and remove the constraint to hit your number. Comes with a free diagnostic and link to an also-free bigger one. 𝗖𝗵𝗲𝗰𝗸 𝗶𝘁 𝗼𝘂𝘁 𝗵𝗲𝗿𝗲: ➡️ conavigatormethod.com/ebooks…

Drive #Sales #Growth with Revenue Acceleration Sprints: mikekunkle.com/drive-growth-…