Within a year, almost every industry made an untested transition to remote work environments due to the COVID-19 pandemic. Salesforce’s 2020 Edition of The State of Sales reports that 79% of sales reps say they’ve had to quickly adapt to new ways of selling as they seek to gain access…

Following the recent lockdown measures and work-from-home strategies, the role of outside sales reps dramatically shifted. Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. To ensure the ongoing growth and success of your company, you must adjust to the new normal and come to terms with the fact…

While the power of inside sales has been discussed for years, over the past few months, all field sales teams have been grounded. At this point, there is no more discussion about inside sales vs outside sales and which is more optimal in terms of a company’s growth strategy. Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. This is the…

The coronavirus pandemic has dropped every one of us into a “new normal.” With almost no time to plan, sales leaders and their teams have had to reinvent their jobs-working from home without the systems, tools, and support that we often take for granted. And all this at a time…

We are working in uncertain times. Over the last few days, we’ve engaged in seat rides with our customers to identify a series of communication challenges they are currently experiencing. In this blog post, we share what their challenges are, and seven remote sales strategies to support their teams stay…

Data management and governance need to be at the foundation of your digital sales transformation program. The ability to rely on the data in your CRM for all business decisions will provide you with meaningful and actionable insights. A central point of truth is essential for both finding alignment and…

An action plan to help businesses stay aligned throughout a digital sales transformation initiative. In a perfect world, organizational alignment would exist between Sales, Marketing, and Customer Success teams, and they would operate in solidarity as a unified powerhouse for collective success. Each team’s activities would harmoniously blend to form a cohesive unit that is greater than the sum of its parts. But in…

Breaking down how digital transformation impacts your business, why your business must embrace it, and how to prepare your company accordingly. In what has been dubbed the 4th Industrial Revolution, technology is rapidly changing virtually every aspect of business and consumer behavior. The digital era is upon us—and it’s here…