How Sales Reps Are Hitting Quotas Without Hitting the Streets
Sales and Marketing Management
OCTOBER 26, 2020
And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal.
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