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Blog

Welcome to our new blog page!

We are dedicated to the discussion of the challenges and opportunities currently facing Sales Leaders as we transition to the new Work from Anywhere (WFA) environment.

blog

This Blog looks to be the “hub” and forum where Sales Leaders and Sales Consultants can:

  • Ask questions about how to handle today’s challenges.
  • Offer their innovative solutions to common problems.
  • Share new best practices that are evolving resulting from the WFA paradigm.

Let’s start out with 3 truths about selling today:

  1. Most reps no longer come into an office. Work is what you do, not where you go.
  2. Remote Sales Management (RSM) is no longer an option, it’s a standard.
  3. Because most meetings (internal and external) are virtual, new tactics and strategies must be used to maintain relevance with your prospects, customers, and sales teams.

Given these truths, how are today’s Sales Managers adapting with losing the visibility they once had (and still need) into the efforts of their sales teams now that everyone works remotely?

How can they ensure that their sellers are Competent, Relevant, and Memorable on every call (the true definition of CRM)?

What new tools and best practices can be used to assist Sales Managers to effectively coach, direct, and mentor their teams remotely? Which tools and practices don’t work - and why?

Addressing and discussing these topics and many, many more are what this blog is all about. We sincerely hope you will find value in its contents, and more importantly, will add additional value to it by sharing your experiences for the benefit of our readers.

We look forward to hearing from you!

- The Sales Relevance Team

Recent Articles

Increasing Awareness of the Need to Prepare for Calls

By Richard Brock | May 6, 2022 | 0

Anthony Iannarino’s May 5 post “How to Design An Effective Sales Call Plan” has several great insights into selling today: “the time we spend with […]

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The World of Sales Demands Change: Part 3

By Lloyd Lofton | January 27, 2022 | 0

What You Need to Know The author makes the case that CRMs do more for the CEO than they do for the sales rep. He […]

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“We have the tools, we have the talent!” – Winston Zeddemore

By Harry Hardman | January 11, 2022 | 0

My family and I recently saw the newest Ghostbuster sequel, “Ghostbusters: Afterlife”. The original “Ghostbusters” was my son’s favorite movie growing up, and he wanted […]

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Change Is The Only Constant In Life

By Harry Hardman | January 7, 2022 | 0

Change Is The Only Constant In Life Most of us are familiar with the quote, “Change is the only constant in life”. Fewer of us […]

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The World of Sales Demands Change Part 1

By Lloyd Lofton | November 29, 2021 | 0

In this thought provoking article, Lloyd Lofton L.U.T.C. explores the actual ramifications of the Internet replacing the Sales Rep as the source of product information.  He clearly […]

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Content Strategy: The Top Sales Engagement Challenge For 2022

By Lloyd Lofton | October 28, 2021 | 0

By Lloyd Lofton The TOPO Sales Engagement Leadership Report released in December 2020 focused on the innovative practice of sales engagement across high-growth sales teams […]

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Measuring CI ROI at the Sales Manager Level

By Harry Hardman | September 21, 2021 | 0

Being in Sales Management has always been challenging . . . and ever more so in today’s Work-From-Anywhere environment, where our “ride alongs” with reps […]

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Forrester’s June 8 report on Conversation Intelligence is a real eye opener! “Conversation intelligence is undergoing an AI-fueled” renaissance

By Richard Brock | June 22, 2021 | 0

A recent Forrester report on how Artificial Intelligence (AI) is fueling a renaissance of Conversational Intelligence is one of the most impactful I have read […]

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Sports and Selling . . . As others have said, “so alike and yet so very different”.

By Richard Brock | June 11, 2021 | 0

In Tennis, points are scored on every serve and the game mainly relies on the skill and technique of the players. In Football, the strategy […]

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