The pandemic fundamentally changed B2B buying and selling, as 42% of US sellers report their organization has fewer salespeople than before COVID-19. At the same time, the average buying committee has grown from 11 to 17 members, but the amount of time buyers spend with sellers has dropped to 17%—over 80% of the buyers’ time is spent researching online and discussing matters internally. Microsoft has fundamentally upended the sales culture, and with help from the Activate Digital Sales solution space, you can take advantage of prioritized cases to unlock data to discover your next opportunity
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