The Renewed Importance of Relationships in the Age of High-Tech
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.
- Anita NielsenPresident, LDK Advisory Services, LLC.
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.
- Doug WyattVP of Sales and Marketing, SPARXiQ
Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
- Mike KunkleVP of Sales Effectiveness Services, SPARXiQ
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 Effectiveness Services for SPARXiQ.