Digital transformation has been forced upon us. Buyers from companies of all sizes and industries now have to operate in the digital economy to stay competitive. To do so effectively, they must purchase more and more technologies, much of it complex.

At the same time, the world has changed for technology vendors. Doing business face to face is not an option during the pandemic. And it is unclear if things will ever return to what they once were, now that we have all experienced a different way of selling.

This has ushered in a new era of presales professionals.

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