This case study emphasizes the need for B2B sales organizations to adapt by investing in hybrid sales roles, inside sellers, and digital sales reps. These roles are crucial as the sales landscape shifts towards more remote and digital interactions. Organizations must also focus on agility, data-driven insights, and technology to empower these teams. Successful companies are revamping their talent strategies, leveraging AI, and providing continuous learning opportunities to stay competitive and drive revenue growth in a rapidly changing market.

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