The pandemic was the biggest digital disruption the world has seen, triggering new ways of working, communicating, and buying. When the sales process moved completely digital, B2B buyers like Carrie got used to less facetime with sellers. Not only that, but they liked it. They gained control over when and how to engage with sales reps. This is a freedom they do not want to give up. That sounds like a sales problem, right? Wrong. It is, in fact,a marketing, sales, and enablement problem. It’s a revenue team problem. If those functions are not in lock step, abusiness cannot run effectively.

Join for free to read