Our Top 10 Blog Posts of 2021


Year-end is a great time to reflect before jumping into the new year. It’s also the perfect time to catch up on your reading as you relax over the holidays. With that in mind, we picked out our 10 most popular posts of 2021 to make it easy for you to figure out where to start.

Happy reading, happy holidays, and happy new year!

1. The 10 Best Sales Experts to Follow on LinkedIn

If you enjoy having the latest sales insights and tips served to you while engaging on LinkedIn, this is the post for you! This list of the 10 best sales experts will help you find new sources to follow on LinkedIn.

2. Boost Sales by Up to 37% by Keeping Reps Happy

Whether you’re striving to increase rep retention or increase salesperson productivity and boost revenue, sales rep happiness matters. This is especially true now with the demand for sales talent at a premium. Check out this post to find new ways to increase rep happiness. (Spoiler alert — it takes more than a pay raise!)

3. Let’s Get Connected: 4 Easy Ways to Build Trust on Customer Calls

70% of buyers today believe trust is more important now than ever before, and building trust is essential for sales success. In this blog, you’ll learn how to help your customers get to know, like, and trust you so they’ll want to buy from you.

4. 5 Ways to Better Motivate Your Sales Team

As a leader, using force to modify behavior isn’t always effective. It can lead to rebellion, creating a trickle-down effect on the team, and be ultimately counterproductive to what’s trying to be achieved. You’ll learn how to motivate the unmotivated by using influence when you read this blog.

5. Increase Your Win Rates with Better Discovery Calls (Pt. 1)

Today’s B2B buyers are spending more time doing self-directed research and less time speaking with salespeople. It turns out they spend as little as 4-5% of their decision-making time with each sales rep when considering multiple solutions. Check out this blog to learn how better discovery calls lead to increased win rates.

6. 10 Easy Ways to Personalize Your Prospect Emails

Connecting with prospects is challenging, and grabbing a prospect’s attention in an overflowing inbox can be especially difficult. Try personalizing prospect emails - it’s an effective way to stand out and has been found to boost open rates by 5.7%. Read this post to pick up some email personalization ideas.

7. 8 Benefits Of Coaching Remote Sales Teams In 2021

Managing a sales team remotely comes with its own unique set of challenges, but surprisingly it also has many benefits. This is especially true when it comes to coaching—saving you money and time while delivering long-term benefits for your entire team. You’ll discover more performance-enhancing benefits in this post.

8. Increase Your Win Rates with Better Discovery Calls (Pt. 3)

According to Gartner, continuously improving your sales discovery calls leads to a higher quality pipeline with a 20% or better close rate. Read this blog for our top tips on conducting successful discovery calls.

9. Psychology for Better Sales Coaching

Interested in seeing more positive outcomes from your sales coaching? Developing sales coaching skills is a process, and increasing your knowledge of the psychology of coaching is a good place to start if you want to improve your team’s results. By reading this blog, you’ll get a crash course in coaching psychology and how to leverage it to motivate your sales reps.

10. How to Create a Coaching Culture

Tired of trying to squeeze more coaching into your schedule? Creating a coaching culture solves this problem and takes the pressure off the sales manager’s shoulders to do all the coaching. Instead, it becomes an organization-wide initiative where everyone works together to develop a coaching habit. Read this blog to learn how to start making coaching a natural element of your day-to-day routine without increasing your workload.