Back to the Future: F2F selling is returning, but virtual selling is here to stay

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Customer-facing teams need to continue to up their virtual game, even as they learn how to optimize a balance of virtual and in-person engagement.

Strategic account managers (and their bosses) deserve better decision-making tools

Strategic accounts leaders need better tools to help them make decision about deployment of scarce pre-sales resources.