A multitude of global events including the COVID-19 pandemic, inflation, economic headwinds, and geopolitical uncertainty have inspired sales leaders to recalibrate their approach to selling in an increasingly dynamic and demanding environment. Even organizations with a foundation of solid growth and established forecasting processes continue to face challenges such as: •Customers shifting their spending and reconsidering investment in products and services • Sales cycles lengthening as sales teams struggled to obtain the approvals needed to close deals. •The culture of selling becoming increasingly remote, making it more difficult to source opportunities and access stakeholders .

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