B2B buying behaviors were already changing, but then the pandemic forced radical consumer buying behavior changes. In this eye-opening session, Todd Janzen, the head of Q Branch at Salesforce which enables Presales throughout the organization, shares research and anecdotes that demonstrate how changes in consumer buying have also affected B2B buying expectations and behaviors. Some Presales organizations assume that going remote and going digital means following the same motion they were before, just digitally. Todd shows that could not be further from the truth. With your buyers expecting and exhibiting new buying motions, will you make the shift to the future or be left behind?
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