Frank Pinder, EVP at Corporate Visions, shares his perspective on the Sales lifecycle, future company culture, and technologies companies can adopt to transform their digital sales. Frank also provides invaluable insights on company cost optimization.

Highlights:

- The Covid-19 pandemic has accelerated the move towards digital selling, and companies are focusing more on enabling digital selling motions in their organizations to meet changing customer preferences.

- Face-to-face interactions are still significant in some sales cycle stages, particularly in the middle stages, and for maintaining relationships with existing customers.

- The impact of technology during the pandemic has helped companies transition to digital sales and employee engagement, focusing on people, processes, and products.

- Companies need to optimize costs in the current market, but should avoid the "action trap" and instead shift towards sales enablement to equip sales teams with the right skills and messaging to be effective in the market.

- It is too soon to tell how company culture will change in the future due to the pandemic, but interesting data will continue to develop in 2023 as the market unfolds. Companies should take a thoughtful approach to use technology and find a balance between scrutinizing sales performance and supporting the sales team during uncertain times.

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