Leading organizations have recognized

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But that’s not particularly new or different. that customer are leveraging multiple channels in their buying process and that content needs to be relevant to them and where they are in the buying process. So that’s not particularly new, leading sellers and marketers have known this for some time. Having said all of this, it’s an exciting time. As a profession, we seem to recognize, perhaps driven by survival, that we need to reinvent ourselves,


so there are fascinating conversations and ideas around the “new selling, virtual Indonesia Phone Numbers 175 Million List selling, digital selling, and so forth.” But I’m worried about these efforts. I think we are missing a huge opportunity. As usual, when we talk about the new selling, we tend to talk about what we are doing to our customers. We look at “How will our people work, how will they engage customers, what do we need to be doing to drive revenue growth with our customers?”





There is a different opportunity. Our customers are going through similar exercises within their own organizations. They are trying to figure out, “What does the new world of work look like? How do we get things done in our own company? What does it mean to become more digital in our operations? How do we work with each other, how do we collaborate when much of this may be virtual?”