Old habits may die hard, but they're no match for a pandemic. According to consulting firms like Bain & Co., travel for business-to-business sales is at risk as organizations, at long last, overcome inertia to tackle a challenging but profitable transformation to virtual selling. Recent research suggests that B2B buyers and sellers are more comfortable than ever with virtual sales — and they expect adoption to endure.
Virtual selling enables quicker, more frequent, more cost-effective interactions, according to Bain. It's different from in-person selling in many ways, so figuring out how to . . .