Buyer Acumen with Mike Kunkle | Interview

<p>Buyer acumen, it's the stuff buyer-centric sales organisations run on. </p><p>If you trust the research around the topic, unfortunately, most organisations still leave the development of buyer acumen up to chance. </p><p>Our guest in this week's episode has spent over 30 years refining his buyer-centric Sales Enablement approach. </p><p>In our conversation, he shares his advice on how to be intentional about capturing buyer acumen as a foundation for effective Sales Enablement. </p><p>Please welcome SparxiQ's Vice President of Sales Effectiveness Services and the author of the Building Blocks of Sales Enablement, Mike Kunkle.&nbsp; </p><p>These are some of the questions we're discussing:</p><ul><li>How do you define buyer acumen?</li><li>How would you describe the levels of buyer acumen in the organisations you deal with?</li><li>What does best practice in sourcing buyer acumen look like?</li><li>Which aspects of buyer acumen can't be easily taught should hiring sales managers look for?</li><li>What can businesses do to retain buyer acumen within the organisation as an asset?</li><li>What are some of the ways buyer acumen can be operationalised across the business?</li></ul><br/><p>Here are some of the resources referenced in this episode:</p><ul><li>Mike’s LinkedIn Profile: <a href="https://www.linkedin.com/in/mikekunkle" rel="noopener noreferrer" target="_blank">https://www.linkedin.com/in/mikekunkle</a>&nbsp;</li><li>The Building Blocks of Sales Enablement Book: <a href="https://bit.ly/BBofSE" rel="noopener noreferrer" target="_blank">https://bit.ly/BBofSE</a>&nbsp;(Paperback and Kindle)</li><li>Sales Effectiveness Straight Talk Webinars: <a href="https://bit.ly/MikeKunkle-OnDemand" rel="noopener noreferrer" target="_blank">https://bit.ly/MikeKunkle-OnDemand</a>&nbsp;(60 Free Recorded Webinars)</li><li>SPARXiQ Blog: <a href="https://sparxiq.com/author/mikekunkle" rel="noopener noreferrer" target="_blank">https://sparxiq.com/author/mikekunkle</a></li><li>Mike’s LinkedIn Articles: <a href="http://bit.ly/MK-Li