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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

ramp up time

Reducing Sales Ramp Up Time

By Richard Brock | April 6, 2020 | 0

One of the unfortunate truths of the sales landscape is the amount of turnover that occurs within sales teams. Reps typically stay with one company […]

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sales enablement tools

Selling Smart with Sales Enablement Tools

By Richard Brock | March 30, 2020 | 0

Now more than ever, it’s important for businesses and sales teams to utilize the power of sales enablement tools. The way consumer buying power has […]

Read More

What Does a Sales Team Do?

By Richard Brock | March 9, 2020 | 0

Sales is the backbone of your business. It is directly involved in the initial growth and sustained success of your company. If you want your […]

Read More

How to Run a Successful Sales Team

By Richard Brock | January 14, 2020 | 0

In the simplest terms, managing a sales team consists of hiring talented sales people, giving them the information about the product they’re selling, giving them […]

Read More

What Makes a Great Sales Team?

By Richard Brock | January 13, 2020 | 0

Building a business, one that maintains a tendency of growth over time, requires a great sales team. A sales team that is motivated, engaged, and […]

Read More

How Do You Validate Your Sales Reps’ Effectiveness?

By Richard Brock | September 17, 2019 | Comments Off on How Do You Validate Your Sales Reps’ Effectiveness?

Reps must be effective in each and every interaction with a prospect in order to avoid elimination as a potential vendor.  Remember – your sales reps serve as a proxy […]

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Where Does Your Sales Chain Break?

By Richard Brock | September 16, 2019 | Comments Off on Where Does Your Sales Chain Break?

The internet and caller-ID have redefined how sellers must manage the “sales cycle.”  The definition of the sales process – “a series of actions to […]

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A Tenured View of Sales Enablement

By Richard Brock | August 4, 2019 | Comments Off on A Tenured View of Sales Enablement

Forrester defines Sales Enablement as:“A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set […]

Read More

Two Reasons To Record Calls…And One Not To

By Richard Brock | August 2, 2019 | Comments Off on Two Reasons To Record Calls…And One Not To

Recording calls can be imperative to the success of your business and communication with your sales prospects. But when is recording valuable, and when are […]

Read More
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