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Leveraging LinkedIn as Part of Your Sales Process

If you are in sales, you are likely on LinkedIn. And if you are on LinkedIn, you’ve definitely seen promotions for LinkedIn courses and coaches. Today, there are plenty of LinkedIn gurus, who have “cracked the code” and want to help average sales reps transform into six and seven-figure superstars. I believe most coaches and […]

Our Top 5 Blogs of 2021

In sales, thought leadership is a crucial component of success. It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations […]

Social Selling Via LinkedIn

Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? FOMO is rarely a good reason to do anything in business. Especially if we are talking about social selling on LinkedIn. We all agree exposure on LinkedIn is important, but there can be a negative impact without a clear social selling strategy. Implementing a social […]

Justin Zappulla Discusses How to Improve Digital Sales on the Sales Reinvented Podcast

Today, there is no doubt digital selling is the present and future of sales and marketing. To be successful, sellers must connect with customers in new ways across a variety of media, such as digital presentations, videos, sales collateral, email campaigns, A.I. automation, and your CRM. Recently, Justin Zappulla, Managing Partner of Janek Performance Group, […]

Virtual Sales Trends to Watch in 2021 and Beyond

At the outset of the pandemic, many sales professionals grudgingly accepted virtual selling as a stopgap until a return to normal. Few expected it would prove such a valuable addition to their sales arsenal. Much of that was due to the steps taken by sales teams to adapt to and excel at virtual selling. As […]

How to Enable Your Reps to Sell Virtually

As sales professionals transitioned into selling virtually, they needed to revise and reinvent their processes. At the same time, organizations and leaders had to refine their coaching techniques to keep reps successful in the new medium. As illustrated in our new white paper How to Build a Top-Performing Virtual Sales Team, prior to the pandemic, […]

Setting a Virtual Stage to Boost Sales

One surprise from the pandemic is how well sales professionals adapted to virtual selling. According to research in Hubspot, 64 percent of sales teams that transitioned quickly and invested in remote met or exceeded their target revenue. Also, 68 percent of sales leaders plan to keep or implement a hybrid or fully remote sales model. […]

One Year Ago: Sales Lessons From the Pandemic

In The Life of Reason: The Phases of Human Progress, philosopher, poet, and novelist George Santayana famously wrote, “Those who cannot remember the past are condemned to repeat it.” Perhaps nothing attests to the truthfulness of this than its many misquotes and incorrect attributions. However, regardless how it’s used, it certainly applies to the sales […]

One Year Ago: How the Pandemic Disrupted Sales Teams

One year ago, everything changed. In the blink of an eye, our personal lives, careers, and livelihoods were significantly altered as business reinvented itself, and the entire workforce shifted to remote. For many sales teams, the change was especially difficult. Sales has always been dependent on personal interaction, buyers and sellers looking each other in […]