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.
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:
- Most reps no longer come into an office. Work is what you do, not where you go.
- Remote Sales Management (RSM) is no longer an option, it’s a standard.
- 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
The Work-From-Home Sales Environment highlights the need for timely and accurate Sales Forecasts. The need to have accurate insights into the sales pipeline has never been […]Read More
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 […]Read More
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 […]Read More
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 […]Read More
Forrester’s June 8 report on Conversation Intelligence is a real eye opener! “Conversation intelligence is undergoing an AI-fueled” renaissance
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 […]Read More