Close the Skill Gaps Exposed by Virtual Selling

The past year has challenged us to learn how to lead successful sales teams in a virtual world. Even as we hope to return to some level of “normal,” we know hybrid selling and virtual selling are here to stay. In this brave new world, we learned something we didn’t expect.

The virtual buying environment exposes fundamental flaws in selling approaches even more than selling in-person. That sounds bad, but it’s a tremendous opportunity. If you close those foundational skills gaps, you can improve sales results for in-person, hybrid, AND virtual selling!

In this episode of Modern Sales Straight Talk, hosts Mike Kunkle and Doug Wyatt discuss what the post-COVID sales landscape looks like. Tune in to learn:

· Which gaps were exposed due to the recent shifts in the buyer/seller dynamic
· What skills and approaches top-producers have used to be successful pre- and post-pandemic
· How salespeople can close the gaps and deliver the value today’s buyers need


May 06 2021


2:00 pm - 3:00 pm

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The Sales Experts Channel
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  • Doug Wyatt
    Doug Wyatt
    VP of Sales and Marketing, SPARXiQ

    Doug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.

    Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.

    Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.

    Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.

  • Mike Kunkle
    Mike Kunkle
    VP of Sales Effectiveness Services, SPARXiQ

    Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.

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