The CoNavigator Method: Three Programs
The CoNavigator Method is built on what top performers actually do differently. From 2003 through 2019, Mike Kunkle conducted a dozen top-performer analyses across multiple companies and industries, studying what the top 4% of B2B sellers and sales managers did differently than everyone else. Among sellers, the 16% just below that top tier were often once-average performers, and almost everything they do is replicable, repeatable, and learnable. The CoNavigator Method turns those patterns into practical methods that sellers, coaches, and managers can learn and apply.
The method is organized into three programs. Each will be available as a book and as eLearning. All three are in development.
The CoNavigator Method for B2B Sales Mastery
For B2B sellers who want to co-navigate the buying and sales process with their buyers instead of pushing them through it. The program covers the full customer lifecycle in four parts:
- Core Principles: the buyer-centric mindsets, communication habits, and foundational models that underpin everything else
- New Business Development: how to identify, research, engage, and nurture ideal buyers
- Opportunity Management: how to qualify, advance, and win deals through buyer-centric collaboration
- Account Management: how to set the right account objectives based on data and potential, build logical plans to achieve them, and execute those plans to grow, retain, or reactivate each account, as appropriate
B2B Sales Mastery can be taken as the full program (when appropriate for a full-cycle seller) or as one of four Sales Acceleration Sprints built around specific sales roles:
- Pipeline Creation: for Sales Development Reps (SDRs) or Business Development Reps (BDRs), to set more, better-qualified appointments
- Opportunity Conversion: for sellers who work opportunities that others have sourced, to qualify, advance, and win more of them
- Pipeline Creation and Opportunity Conversion: for account executives who generate and manage their own opportunities
- Account Expansion: for account managers who set account objectives and build and execute plans to grow, retain, or reactivate their accounts
Each Sprint starts with and builds on the Core Principles.
The CoNavigator Method for Sales Coaching Mastery
For frontline sales managers who want coaching to change results, not just fill time on the calendar. The program teaches a repeatable coaching system: diagnosing the skill gaps that will produce results when closed, choosing whether to train, coach, or counsel, building skills through deliberate practice, reinforcing new behaviors until performance improves, and helping even your best performers reach their next level.
The CoNavigator Method for Sales Management Mastery
For new and developing frontline sales managers. The program covers the shift from individual contributor to team leader, the early pitfalls to avoid, building and leading a high-performing team (from hiring through coaching and motivating), optimizing your Sales Management Operating System (smOS), and future-proofing your team.