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  • Mike Kunkle
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Mike Kunkle

Mike Kunkle is a recognized expert on sales enablement, sales effectiveness, and sales transformation. He’s spent over 30 years helping companies drive dramatic revenue growth through best-in-class enablement strategies and proven-effective sales transformation systems. In doing that, he’s delivered impressive results for both employers and clients. Mike is the founder of Transforming Sales Results, LLC  and works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he designs sales training, delivers workshops and helps clients improve sales results through a variety of sales effectiveness services. Mike collaborated to develop SPARXiQ’s  Modern Sales Foundations™ curriculum and has authored SPARXiQ’s  Sales Coaching Excellence™ course, a book on The Building Blocks of Sales Enablement, and collaborated with Felix Krueger to develop The Building Blocks of Sales Enablement Learning Experience.

Articles by Mike Kunkle

Upward trending sales graph
Distribution Sales Strategy

7 Reasons Why You Can’t Grow Sales More

Develop a purposeful, consistent approach to growing sales.
  • Mike Kunkle
  • August 25, 2023
Distribution Sales Strategy

Why Change Management is the Skill Sales Leaders Need Most

With a structured approach, improve your chances of successfully implementing change.
  • Mike Kunkle
  • July 21, 2023
Distribution Sales Strategy

Can Distributors Break Free from Age-Old Patterns Holding Sales Teams Back?

Distribution sales is changing. Mike Kunkle outlines how and what distributors should do about it.
  • Mike Kunkle
  • June 13, 2023
Kunkle 17
Distribution Sales Strategy

How Distributors Can Exit “The Sales Prevention Business”

Distribution is in danger of being in the sales prevention business.
  • Mike Kunkle
  • June 6, 2023
How to Use Sales Enablement to Build a Culture of Continuous Improvement
Distribution Sales Strategy

How to Use Sales Enablement to Build a Culture of Continuous Improvement

Maximize the impact of sales enablement by focusing on developing a culture of continuous improvement.
  • Mike Kunkle
  • May 16, 2023
Teach Your Sales Managers Diagnostic Skills
Distribution Sales Strategy

Teach Your Sales Managers Diagnostic Skills

Distributors need to invest in developing front-line sales managers.
  • Mike Kunkle
  • April 3, 2023
increase sales interactions
Distribution Sales Strategy

How Distributors Can Maximize Sales Interactions

Find out how to become a force-multiplier for your company.
  • Mike Kunkle
  • March 6, 2023
Hiring Salespeople
Distribution Sales Strategy

Advice You Need to Hear About Hiring Salespeople

Here’s how to hire the right people to achieve Olympic results.
  • Mike Kunkle
  • February 17, 2023
Relationship Selling May Be Dead, But Relationships in Selling Are Not
Distribution Sales Strategy

Relationship Selling May Be Dead, But Relationships in Selling Are Not

Relationship selling is dying, but relationships in selling is alive and well.
  • Mike Kunkle
  • February 3, 2023
Discovery Skills + Patience = The Superpowers of Selling
Distribution Sales Strategy

Discovery Skills + Patience = The Superpowers of Selling

B2B buying research studies consistently report that modern buyers are disappointed with their seller counterparts. Here’s why.
  • Mike Kunkle
  • January 17, 2023
how to navigate
Distribution Sales Strategy

How to Navigate the Buyer Landscape

Understanding key factors in the buyer landscape.
  • Mike Kunkle
  • January 5, 2023
Distribution Sales Strategy

How to Get Business Value from Sales Training

Why sales training fails and how to adjust your approach.
  • Mike Kunkle
  • December 19, 2022
Four Acronyms that Can Improve Your Sales Effectiveness
Distribution Sales Strategy

4 Acronyms that Can Improve Your Sales Effectiveness

These four acronyms, and the concepts behind their meaning, will improve your sales force’s effectiveness.
  • Mike Kunkle
  • November 17, 2022
Distribution Sales Strategy

How to Build Key Account Plans That Get Results

Check out this key account management process that gets results for distributors.
  • Mike Kunkle
  • November 2, 2022
one size does not fit all
Distribution Sales Strategy

One Size Does Not Fit All: Stop Force-Fitting Sales Model, Process & Methodology

Mike Kunkle shares why one size does not fit all distributors.
  • Mike Kunkle
  • October 13, 2022
Who Sells What to Whom and How
Distribution Sales Strategy

The Surprising Power of Understanding ‘Who Sells What to Whom and How’

When you understand this, you can foster alignment, communicate effectively and improve customer experience.
  • Mike Kunkle
  • September 28, 2022
sales management
Distribution Sales Strategy

How a Sales Management Operating System Can Transform Your Results

When implemented well, an SMoS can radically improve sales force performance.
  • Mike Kunkle
  • September 8, 2022
megaphones
Distribution Sales Strategy

Your Sales Managers Think They’re Coaching, But They’re Probably Not

Sales coaching is the most powerful tool for improving employee performance and company results. 
  • Mike Kunkle
  • August 22, 2022
mike kunkle 2
Distribution Sales Strategy

How Do B2B Sellers Need to Adapt to Modern Buyers?

One of enablement’s key responsibilities is preparing and supporting your sellers to go to market.
  • Mike Kunkle
  • August 1, 2022
What the Heck is Sales Enablement & How Can It Help My Company?
Distribution Sales Strategy

What the Heck is Sales Enablement & How Can It Help My Company?

The goal of enablement is to support sellers and as a result, improve sales performance.
  • Mike Kunkle
  • July 12, 2022
>
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