Firing up the revenue engine post-crisis
While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light...
How to sell to leads during and after COVID-19
Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees...
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...
