Episode #086 | Best of Series EP#003
Mike Kunkle, Nancy Bleeke and Tony Hughes
Best of Do’s and Don’ts
Sponsored by the Canadian Professional Sales Association
MEET THE FEATURED SPEAKERS
Mike Kunkle is a recognized sales enablement expert, speaker, writer, and advisor.Mike is also a founding member of the Sales Enablement Society and is listed in the top 50 sales professionals to follow on Twitter.
Nancy Bleeke is a sales enablement expert who is focussed on conversations that drive results, Nancy is also the President and Chief Sales Officer for Sales Pro Insider which is a Wisconsin based sales consulting firm, Nancy has also authored the popular sales book Conversations that Sell.
Tony Hughes is a B2B Sales Leadership Expert, Keynote Speaker, Sales Enablement Facilitator and the best selling author of The Joshua Principle: Leadership Secrets of Selling. Tony is also an award winning blogger in LinkedIn with more than 80,000 followers and he has been recognized as the #1 influencer in Asia-Pacific for professional selling.
Key Takeaways From This Episode
Mike Kunkle – Do’s: Sell with integrity, qualify, qualify, qualify, focus on the personal needs of the buyer and ethos, pathos and logos (Ethics, Emotion and Logic) Don’ts: believe that cold calling is dead, pounce and pitch and don’t try and increase deal velocity
Nancy Bleeke – Don’ts: Ditch the Pitch, making promises we can’t deliver, don’t forget it’s a person Do’s:Prepare for each specific conversation, focus on what’s in it for them and conclude every conversation with a specific next step.
Tony Hughes – Do’s: Lead with insight, Build Strong Personal Brand, Map the power base stop leading with who we are. Don’ts: Stop leading with who we are and stop acting like features are in fact benefits