by Bob Junke | Feb 6, 2019 | Blog
Laggard Metrics Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...
by Bob Junke | Jan 15, 2019 | Blog
A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent...
by Bob Junke | Dec 21, 2018 | Blog
Research Identifies 4 Performance Levels Understanding What Your Sales Manager Is Up Against is a compelling research report by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the...
by Bob Junke | Nov 14, 2018 | Blog
The Challenge Managing partners whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...
by Bob Junke | Oct 14, 2018 | Blog
Executives define the sales culture in their organization, be it good or bad. At one extreme I have seen executives practice a rigid, nearly unyielding adherence to doctrinaire. This results in illogical “activity-based” management, such as the...
by Bob Junke | Sep 18, 2018 | Blog
The Problem Not atypically, if you take a look at a seller’s – and consequently an organization’s – revenue over the course of a year you will see peaks at the end of each quarter with a substantial peak at the end of the 4th quarter. This is...
by Bob Junke | Aug 10, 2018 | Blog
The 2015 MHI Sales Best Practices Study found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.8 buyers. The findings in the study also state that in today’s world of “rising buyer expectations,” these...
by Bob Junke | Jul 24, 2018 | Blog
See my latest Selling Power article entitled How Do We Define Sales Enablement? Bob Junke Founder & CEO Bob Junke is the Founder and CEO of Adventace®. He is also the author of the bestselling book, Create the High Performance Sales Environment® and creator of the...
by Bob Junke | Jun 5, 2018 | Blog
Here are 6 key questions you should ask your sales people early and often: Have you identified a clear CRITICAL BUSINESS ISSUE driving the need to act? Have you developed a clear vision of a SOLUTION in the mind of your prospect? With that, can you establish a clear...
![Increase Probability of Making Quota by 3X Using Social Selling [Webinar Recording]](http://adventace.com/wp-content/uploads/2017/01/Successful_Social_Selling.001-1080x400.jpeg)
by Bob Junke | May 18, 2018 | Blog
HubSpot compiled several amazing statistics related to social selling (15 Social Selling Stats That Will Inspire You to Take Action). Here are a few: Sellers who use social selling are 3X as likely to achieve their quota (LinkedIn) 78% of salespeople using social...
by Bob Junke | May 16, 2018 | Blog
When meeting with a prospect for the first time, there is often a crossroad that a salesperson will encounter: Should I talk to my prospect about my product/service (the easy path) or should I ask well thought out questions about the areas of need this buyer has in...
by Bob Junke | May 9, 2018 | Blog
See my latest publication in Sales Initiative: Bob Junke spells out true meaning of sales enablement. Think you have sales enablement sussed? Sales expert Bob Junke, of Adventace offers the ‘true’ meaning of sales enablement – and how to make it a success. Podcast Bob...
![Increase the Probability of Making Quota by 3X Using Social Selling [Webinar]](http://adventace.com/wp-content/uploads/2018/07/Social-Selling.001-1080x400.jpeg)
by Bob Junke | May 8, 2018 | Blog
HubSpot compiled several amazing statistics related to social selling (15 Social Selling Stats That Will Inspire You to Take Action). Here are a few: Sellers who use social selling are 3X as likely to achieve their quota (LinkedIn) 78% of salespeople using social...
by Bob Junke | Apr 30, 2018 | Blog
Recently I was asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the Society’s Definition Working Group came up with. The article I wrote was then published on their website and in various sales...
by Bob Junke | Apr 25, 2018 | Blog
Recently I had the honor of being asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the SES Definition Working Group came up with. My definition follows, along with the reasons for it and...
by Bob Junke | Mar 10, 2018 | Blog
The researchers categorized companies into four levels based on varying degrees of process utilization. The four levels were: 1. Organizations who lack a standard process, 2. Organizations who have adopted a process but don’t manage to it, 3. Organizations who...
by Bob Junke | Feb 22, 2018 | Blog
Opportunity assessment is perhaps the most important function that first line sales managers should perform. It is the process of evaluating a seller’s opportunities against six key qualifiers to proactively identify and rectify problems, both with the opportunity...
by Bob Junke | Feb 14, 2018 | Blog
Heinz Marketing studies in 2015 and 2017 concluded that there is “…a massive gap between the importance and effectiveness of Sales Enablement.” In this podcast I’ll discuss the Nine Factors that Create the Sales Enablement Effectiveness Gap. My objective is to...
by Bob Junke | Feb 5, 2018 | Blog
Bob Junke spent several years working with many companies from around the world to determine how to create a high performance sales environment. The result is the seven conditions discussed in this podcast. By deploying these conditions companies can see dramatic...
by Bob Junke | Feb 1, 2018 | Blog
Objective I’ve worked with sales managers and sales executives from around the world for more than 25 years, and have helped them dramatically boost the performance of their sales people and in fact their entire sales operation. Based on those experiences, my...
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