Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often.  The inability to sell that way is nothing – and I mean nothing compared with what I’m going to talk about  today in my Q&A!   

For most salespeople and companies, the last three months has been an absolute roller coaster.  While B2B buyers become more self-sufficient in researching purchase decisions and expect a more digital buying experience, the recent pandemic has immensely added to this and 2020 might be the year we see inside sales tip the scales, solidifying its place as the future of sales.