6 steps to adapt effectively
To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations...
The right kind of help is not what you think
After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know...
Are you digital-ready?
When implemented well, the changes in B2B sales required by a more digital sales environment will become opportunities to drive improvements in these key...
How COVID-19 could reshape sales
The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of...
4 tips for more engaging remote sales presentations
Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople...
Managers in the recovery can focus on change
Our behaviors and decisions change regularly to a very large degree because of context. With the quarantine, and now the recovery, the context that...
Pandemic Selling by the Numbers
Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to...
COVID-19 accelerates expected B2B sales trends
The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey & Company created its...
Is COVID-19 messaging fatigue real?
Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert.
Q: It’s been about three months since...
Pricing challenges posed by a pandemic
Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with...
