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Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it.

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. Because buyers are purchasing more products and services remotely and on demand, it's imperative that salespeople position themselves as subject matter experts. There is no greater opportunity than video.

In the new world of digital selling, it is critical that your request for proposal clearly articulates how your product meets the needs of your customer.

Overall performance suffers when those in leadership roles aren’t sufficiently trained

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals.

Gartner identifies four areas where the traditional approach to selling is impeding sales growth.

Many buyers have an inherent lack of trust in salespeople. Unfortunately, many salespeople make mistakes that reinforce that lack of trust.

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image.

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world.

Marketers have an opportunity to make their stack smarter and more innovative by adding tools that spark and empower creativity.