Author of Velocity Mindset® and Lead, Sell or Get Out of the Way Expert Speaker, Business Coach: Leadership, Sales, Negotiation https://xitter.cf/t.co/V90pbALtZg
Florida
Joined November 2008
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Want to shorten your sales cycle? Start by changing the questions.
One financial services firm went from 5 sales calls to 3 after shifting from status questions to questions that uncovered what prospects actually cared about. Better questions create velocity.
#Leadership #Sales
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Humor in sales isn’t about being the funniest person in the room. It’s about helping buyers relax and building genuine connection.
In Sales Logic with Meridith Elliott Powell, we discuss why authenticity and reading the room matter more than landing a punchline.
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Tomorrow, we will show you how to prepare for your next sales conversation without spending hours researching prospects or relying on generic AI-generated messages.
Don’t leave your next sales conversation to chance.
Register now and save your spot.
us06web.zoom.us/webinar/regi…
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“I’m just calling to check in” 🤮? Here’s a FREE PDF with 33 BETTER ways for sales reps to stay in touch, and;
Stand out in the process! yoursalesplaybook.aweb.page/…
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Great salespeople don’t rely on scripts or assumptions. They stay curious, listen closely, and ask follow-up questions that uncover what customers really need.
Meridith Elliott Powell and I break it down on the latest episode of Sales Logic.
Velocity isn’t just speed. It’s speed with direction.
Before focusing on how fast you can move, get clear on the outcome you’re trying to create.
That’s where real velocity begins.
#VelocityMindset #Leadership
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A full pipeline can feel good.
A productive pipeline is better.
Qualify early, ask tough questions, and don’t be afraid to remove opportunities that haven’t earned their place.
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Your mindset can shape how you show up in every sales conversation.
I had a great conversation with Shari Leid about flipping limiting beliefs, building authentic connections, and creating relationships that go beyond the transaction.
Stop telling customers everything you know. Ask what they need.
Great salespeople don’t lead with features. They lead with questions, listen carefully and focus on what actually matters.
That’s sales leadership.
🎥 My conversation with @Gerhard20 of Selling Power TV
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The best cross-selling question isn’t:
“What else can I sell?”
It’s:
“What else does my customer need?”
Serve the customer better, create more value, and the sales opportunities often follow.
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A sales goal is just a number until you break it down into the actions that will actually get you there.
Know the target.
Know the activities.
Know what moves the needle.
That’s where real progress starts.
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Resilience isn't about never changing course. It's about knowing when to adapt while staying focused on the outcome that matters most.
Courtney Clark talks about goal setting, flexibility, and why the best sales professionals know how to pivot without giving up.
Change your conversations to change your outcomes.
In my conversation with Gerhard Gschwandtner of Selling Power TV, we talk sales, leadership, customer focus and execution.
Sometimes a different result starts with a different conversation. @SellingPowerMag
#Leadership #Sales
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Think you’re the only one dealing with a particular challenge?
You’re probably not.
Different circumstances, same struggles.
We’re far more similar than we realize. Don’t let a tough season convince you that you’re alone.
The moment I stopped thinking about myself and started thinking about the people in front of me, everything changed.
That lesson applies far beyond the stage.
Leadership. Sales. Communication. Connection.
It starts with them.
#Sales #VelocityMindset
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A sales huddle should create momentum—not just take time.
I joined Meridith Elliott Powell to talk about making huddles more purposeful through better conversation, accountability, peer learning, and action.
Stop reading numbers. Start building skills.
I never imagined that a kid who struggled to pronounce his own name would one day be inducted into the Legends of the Speaking Profession.
This moment made me reflect on commitment, adversity and the people who shaped my journey.
Watch: youtu.be/E_LWsEITdh8
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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…
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#Sales #SalesMethodology #SalesLeaders #BuyerCentric
Dolly Parton knew who she was, where she was going—and she used her success to lift others along the way.
That’s the difference between success and significance.
youtu.be/V3bma1SxDoo
