Buyer Acumen with Mike Kunkle | Interview

by Felix Krueger

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Buyer acumen, it's the stuff buyer-centric sales organisations run on.

If you trust the research around the topic, unfortunately, most organisations still leave the development of buyer acumen up to chance.

Our guest in this week's episode has spent over 30 years refining his buyer-centric Sales Enablement approach.

In our conversation, he shares his advice on how to be intentional about capturing buyer acumen as a foundation for effective Sales Enablement.

Please welcome SparxiQ's Vice President of Sales Effectiveness Services and the author of the Building Blocks of Sales Enablement, Mike Kunkle. 

These are some of the questions covered in this episode:

  • How do you define buyer acumen?
  • How would you describe the levels of buyer acumen in the organisations you deal with?
  • What does best practice in sourcing buyer acumen look like?
  • Which aspects of buyer acumen can't be easily taught should hiring sales managers look for?
  • What can businesses do to retain buyer acumen within the organisation as an asset?
  • What are some of the ways buyer acumen can be operationalised across the business?

Here are some of the resources referenced in this episode:

Where to find The State of Sales Enablement:

Connect with Felix Krueger on social media:


buyer journey, foundation, market research, personas, sales enablement, tribal knowledge

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