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The pandemic didn’t just disrupt sales. It caused a seismic shift. Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. Success metrics, like quotas, reflected these topline goals. But in the wake of COVID-19, digital adoption soared, pushing widespread remote buying and selling. At the same time, economic strains demanded new revenue streams. So, companies pivoted — hard. To ensure....

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