The B2B Sales Leadership Vision for 2021 With Nick Toman

In this podcast, Nick and Brient discuss the dramatically changing role of sales reps in B2B selling as customers increasingly shift to digital purchase channels.  Within that context, the two introduce a particularly important opportunity for professional sellers to differentiate themselves in today’s buying landscape, given customers’ struggle to reach complex purchase decisions.  They close their conversation with a review of the internal organizational changes necessary to adapt the entire commercial engine (sales, marketing, success, service) to this new buying landscape.