As prospects increasingly engage with sales professionals in a virtual sales environment, sales teams are adapting to a changing sales pipeline experience and pivoting to an online-first approach to comfortably meet buyers where they are at.

Sales leaders are learning that in this new hybrid, remote-first sales world, old routines are going out the window. Prospects across industries are requesting remote meetings, shifting the buyer landscape in its entirety. Even as companies begin to find ways to safely bring their employees back into the office, the thought of bringing back travel for routine meetings and demos will remain a low priority.

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