Virtual selling is a whole new style of sales. This realization is prompting chief revenue officers to reframe how they define success and how they support today's seller. To support these efforts, the role of sales technology must also evolve.
Retailers must extend their frontiers from analytics to artificial intelligence and algorithms, creating a differentiated brand experience and winning the long-term race for customer loyalty.
Because consumer buying behaviors and expectations are shaping B2B sales, B2B marketers should rethink their demand gen methods and use B2C approaches to connect with B2B customers.
Even though preparing sales leaders requires a multifaceted approach tailored to each individual, most training programs simply focus on the skill of leading.