“Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three people who can agree exactly what that even means.
In this revealing episode Mike hosts Mike Kunkle, a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement, and author of the helpful new book, The Building Blocks of Sales Enablement. Mike and Mike tackle topics ranging from the sales leader’s critical responsibilities of “pointing” and “arming” the team to the reality that all sales training and development efforts fall flat when frontline sales managers are not an integral part of the process.
Take a listen and be encouraged that despite all the noise and nonsense you read online about sales tools, tech stacks, and toys, the most effective sales effectiveness initiatives are built on the solid foundation of “old school” timeless principles.
Links
- Mike Kunkle on LinkedIn: https://www.linkedin.com/in/mikekunkle
- Mike Kunkle’s new book, The Building Blocks of Sales Enablement: https://amzn.to/3kKUX74
- ATD Sell Conference: https://sell.td.org/
- Your Sales Story Online Course: https://mikeweinberg.com/your-sales-story/
- Sales Management Simplified: https://mikeweinberg.com/sales-management-simplified-book/
