New-era Sales Requires a Formula 1-Like Focus
Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. Or perhaps they would could linger...
Adapting to the World of Virtual Selling
Until the promising COVID-19 vaccines are produced, distributed and widely received by the public, virtual selling will continue to be the norm for B2B...
4 Forever Changes Transforming B2B Revenue Activities
Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging...
Virtual Sales Kickoffs Must Look and Feel Different
Although sales kickoffs will look different in 2021, the circumstances give companies the opportunity to plan a truly unforgettable event. The key to a...
How COVID-19 Has Changed B2B Sales
Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Jess Pingrey...
The Path to Better Virtual Interactions
Remote selling has an information gap, says Liston Witherill, founder of Serve Don’t Sell, a provider of remote marketing and sales training for service-based...
Responding to the Digital Sales Shift
Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few...
Technology Can Improve Your Recognition Efforts
An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the...
Re-energizing sales efforts in a virtual world
Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond...
COVID forces change to performance measurements
COVID-19 has accelerated change in the workplace, as evidenced, most obviously, with a higher corporate acceptance of working remotely. Another area of work life...
