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 […]

When is it Time to Update Your Sales Processes?

Nothing stays the exact same thing forever. That’s true of everything in life, including sales. There’s always more training and more knowledge and skills to be acquired even by the most seasoned sales professionals, and at an organizational level, sales processes will need to be updated from time to time. The question then becomes, “How […]

How to Onboard New Remote Sales Reps

Among the changes brought about by working remotely, an organization’s process of onboarding remote sales pros must be updated. Just as sales professionals had to revise and refine their selling skills to include virtual, sales managers need to revamp their onboarding to make sure remote salespeople receive the support they need. Gone are the days […]

How to Interview and Hire Remote Salespeople

The coronavirus pandemic changed the way sales organizations do business, and it’s clear these changes will stay with us for at least the near future, if not forever. One of these changes as been the need to interview and hire sales reps who can not only work remotely, but they also must know how to […]