Summary
Shifting buyer expectations require sales leaders to develop new strategies to create or extend a competitive advantage. The 2020 pandemic has shown that many sales organizations are ill-equipped to adapt quickly to changing buyer preferences. Sales leaders who move to a fact-based, technology-enabled sales operating model will position their companies to meet the expectations of buyers in the “next normal”. In this report, we identify five trends that will affect the priorities of chief sales officers and sales leaders in 2021.
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