Just seven months ago we were celebrating the dawn of a new decade and looking forward to what this year would bring. Today, 2020 looks very different than anyone envisioned.

One profession that has been turned upside down and inside out is sales. This year has redefined the core of what it means to be a seller. Buyers' expectations and behaviors have not just shifted – they've been doing that for years – but have fundamentally changed due to a large portion of our lives taking place online. We've all become extremely reliant on digital experiences to engage with one another, even for major life events such as new jobs, baby showers, and graduations.

Sales leaders are facing this change head on. With any kind of travel now at a minimum, buyers are doing extensive research online and are already a majority of the way into their buying decision before they connect with a brand. As a result, sellers need to be ready to have the right discussion wherever the customer is in the buying journey. Always having relevant conversations with the buyer is a huge ask and requires that sellers have the right information at their fingertips.