DISTINGUISHED KEYNOTE The Next Normal: The Future of Technology Enabled Buying and Selling

8 May 2020


The global pandemic is forcing sales forces to rethink technology. Some are embracing video conferencing for the first time, others reshuffling the tech stack to support salespeople suddenly stuck at home. Lost in the rush to open Zoom accounts and adapt to the “new normal” is a consideration of what fundamental changes in buying and selling interactions are likely to persist after the demise of the COVID-19 novel coronavirus. In this session, Professor Benn Konsynski suggests these likely persistent changes represent the Next Normal. They will redefine what is possible in buyer seller interactions, remake the modern sales organization, and recast competitive positions according to how well firms anticipate them.

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