The COVID-19 pandemic has accelerated digital adoption in B2B sales, with 90% of sales moving to remote models. Digital interactions have become two to three times more important than traditional methods, and self-service options have gained significant traction. Companies are shifting to omnichannel approaches, blending digital and traditional sales channels to meet evolving customer expectations. Sales leaders are focusing on enhancing digital experiences, leveraging AI, and maintaining the human touch for complex sales interactions to navigate the new normal.

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