Relationships have always been important in selling. We don’t mean the donut-delivering, golf-handicap tracking, back-slapping stereotypical sales behaviors, but connections based on trust, integrity, demonstrating other-centric behavior, keeping commitments, and supporting buyers and customers in achieving what matters most to them. And, of course, the deeper personal connections that form throughout that journey, not before it. The “Human Differentiators,” as we sometimes call them. We’ll discuss why this is now more important than ever – especially in the world of advancing technology (like AI, machine learning, robotic process automation, chatbots, and more) – and how you can differentiate your sales force and get better results because of it.
For this discussion on Sales Enablement Straight Talk™, Mike and Doug are pleased to be joined by sales enablement consultant, Anita Nielsen, author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.”
Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Enablement Services for SPARXiQ.
Doug Wyatt is an experienced sales training and enablement leader committed to driving sales force excellence. During his 10 years supporting industrial B2B sales teams, his initiatives established a track record of providing significant impacts in the performance of new sellers and veterans alike. As the Director of Sales Enablement Services at SPARXiQ, he works closely with clients to equip their sales teams with strategies, tools, and training needed to retain and grow revenue in today’s evolving B2B marketplace. Doug speaks at national sales industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts strategically. Doug was recognized as a Sales Hacker Top 50 Award winner in 2019. He is currently developing several training courses and sales analytics tools to accelerate growth in industrial B2B organizations.
Anita Nielsen, the President of LDK Advisory Services, is a Sales Enablement Consultant and Coach with over 20 years-experience in B2B sales and sales support. As an advocate for sales professionals, Anita is dedicated to coaching and equipping them for long-term success. She is also the Author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.” She holds a bachelor’s degree in psychology and an MBA from the New York Institute of Technology. Anita lives in Chicagoland with her husband and two teenaged children.