We started by posing two provocative questions. In a virtual world, how can companies bring back the joy of selling when sales teams traditionally thrive on physical interactions with customers? And what can salespeople offer to replace the sense of trust that comes from breaking bread with clients?”We’re missing the relationships that we built that used to involve a dinner or other soft times,” observed Moran. “It’s harder to read body language or to set up follow-up meetings on Zoom.”
But even before the pandemic, he said, a power shift was changing the seller’s role. Sellers can no longer claim an advantage based o …
