The Building Blocks of Sales Enablement
Featured Interview with Mike Kunkle from our Archives on his groundbreaking book.
“Q”
Truly good decisions are forged from the furnace of argument — Tom Preston-Werner, GitHub Co-founder
[Curated Content in this edition]
Conversation with Mike Kunkle about his book - The Building Blocks of Sales Enablement - by Subhanjan Sarkar
[Insights] What Our Customers Are Trying To Learn…. by David Brock
[Counter Point] Zero-Click Content: The Counterintuitive Way to Succeed in a Platform-Native World by Rand Fishkin
[Opinion] You’re Probably Overpaying For Software: Why That’s Not The Worst Part by David Campbell
[Podcast] Wistia’s segmented onboarding ft. Andrew Capland by Ramli John
[Resource] 17 Free Resources I used to teach myself SaaS. And you can too. by Rohit Srivastav
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“Q”
I encourage you to reconsider the word “user” and what you call the people who love what you’ve created — Jack Dorsey, Twitter creator
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| The Building Blocks of Sales Enablement
We continue our series of conversations with authors who wrote seminal books on sales that helps us understand the buyer better.
We speak today with Mike Kunkle about his new book – The Building Blocks of Sales Enablement. He is a 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. He collaborated with co-author Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations™ curriculum and also authored SPARXiQ’s Sales Coaching Excellence™ course.
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“Q”
Technology always changes, but people always stay the same — Andrew Chen, Entrepreneur, Former VC
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[Insights]
What Our Customers Are Trying To Learn….
by David Brock
As sellers, we seem to think the most important thing to our customers is learning about our products, services, and solutions. But there’s a lot more to complex B2B buying than just learning about various products and services.
The list of things our customers struggle to learn includes: Why change, what’s driving the need to change, what happens if they don’t, what are the risks to that change? How do they define the problem, how do they make sure it is well defined, how do they assess the current impact of that problem? Who does the problem impact, how does it impact each of them, what are they doing about it, do they want to do anything about it?
[Counter Point]
Zero-Click Content: The Counterintuitive Way to Succeed in a Platform-Native World
by Rand Fishkin
Make Zero-Click content.
Zero-Click content is content that offers valuable, standalone insights (or simply engaging material), with no need to click. Clicking might be additive, but it’s not required.
This is content that’s native to any platform — a Twitter thread, a LinkedIn post, a 60-second TikTok that immediately jumps into the “how to” demonstration. It’s easily consumed by anyone scrolling their feed, yet still provides value to the creator.
[Opinion]
You’re Probably Overpaying For Software: Why That’s Not The Worst Part
The good news? Software procurement excellence is becoming a thing.
As part of my job as CEO, I talk to CFOs, operations executives and procurement professionals all the time about the challenges they’re facing regarding effective software procurement. They’re almost always focused on one of three things.
• Top-line revenue growth (e.g., innovation, productivity and agility).
• Bottom-line impact (e.g., cost reduction, cost avoidance, margins and profitability).
• Risk and compliance (e.g., commercial risk, security risk and IPO readiness).
[Podcast]
Wistia’s segmented onboarding ft. Andrew Capland
by Ramli John
A lot of SaaS companies have this blank screen problem. It’s like looking at a Google Doc and there’s a blinking cursor with no words, and you’re like, “Well, I don’t know what to write”, and it feels overwhelming. If you don’t solve this, everything will be so much harder.”
[Resource]
17 Free Resources I used to teach myself SaaS. And you can too.
I figured, I will collate the list of resources across my Notion notebook, and put it up here. So that no one would need to make an effort to break the ice anymore. And still, get what they came for. So, here it goes - resources that I referred to self-teach myself the early ropes of SaaS.
Stay with us and enjoy human curated content on sales, buying and building your startup and service. We will find it for you so you don’t have to.
Quotes in this issue are from here.
All quoted content has embedded links to original articles and videos.
The Pitch.Linker No.95. Volume 03. Issue 31* 1st August 2022 ©Pitch.Link