Attention all sales professionals!
Are you struggling with virtual selling and closing deals online? Look no further than the Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online Knowledge Base.
This comprehensive resource is packed with 841 Virtual Sales Calls that will revolutionize the way you approach remote sales.
Our Virtual Sales Calls are specifically designed to address the most urgent and important questions in remote selling, ensuring that you get results quickly and effectively.
No more wasting time on ineffective strategies – our prioritized requirements and solutions will guide you towards success.
But it doesn′t stop there.
Our Knowledge Base also includes examples of real-life case studies and use cases, giving you practical insights and actionable tactics to implement in your own sales process.
With this valuable resource at your fingertips, you′ll have the tools you need to thrive in the ever-changing world of virtual selling.
Compared to other alternatives and competitors, our Virtual Sales Calls in Virtual Selling Revolution outshines them all.
It is a must-have for any sales professional looking to stay ahead in the game.
Whether you′re a seasoned pro or just starting out, our product is suitable for professionals of all levels.
Not only that, but our product is also affordable and easy to use.
No need to invest in expensive training or software – our Knowledge Base provides all the information you need.
You can DIY your way to success with our comprehensive and user-friendly product.
Don′t just take our word for it – our Virtual Sales Calls in Virtual Selling Revolution have been extensively researched and proven to deliver results.
Say goodbye to trial and error, and hello to a tried and tested resource that guarantees success.
Our product is not just for individual sales professionals – businesses can also benefit greatly from our Knowledge Base.
With its cost-effectiveness and efficiency, it is a smart investment for any company seeking to improve their remote sales strategies.
Some may wonder about the potential drawbacks or limitations of our product.
But we assure you, there are none.
Our Virtual Sales Calls in Virtual Selling Revolution offer nothing but pros – from increasing sales and closing deals to improving communication and remote selling techniques.
In a nutshell, our Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online Knowledge Base is your one-stop-shop for all things virtual selling.
Say goodbye to traditional methods and hello to the new era of remote selling.
Don′t miss out on this game-changing resource – get your hands on it today!
What guidelines should exist for virtual sales calls and in person calls for the new normal?
Virtual Sales Calls
Guidelines for virtual sales calls may include choosing a quiet and professional background, using appropriate technology and maintaining clear communication. In-person sales calls should follow safety protocols such as wearing masks and practicing social distancing.
1. Establish a clear agenda and set expectations for both parties to ensure a productive and efficient sales call. (Benefits: organized and informed discussions, mutual understanding)
2. Utilize video conferencing tools to maintain face-to-face interaction and build rapport with clients. (Benefits: mimics in-person meetings, establishes personal connection)
3. Establish designated breaks for both parties to avoid information overload and maintain engagement. (Benefits: increased focus, better retention of information)
4. Utilize visual aids and presentations to enhance understanding of products or services being discussed. (Benefits: clear visualization, better comprehension)
5. Maintain regular communication with clients through virtual channels, such as email or messaging, to keep them updated and informed. (Benefits: constant touchpoints, proactive approach)
6. Be open to adapting to the client′s preferred method of communication, whether it be virtual or in-person, to cater to their needs and preferences. (Benefits: personalized approach, increased client satisfaction)
7. Share relevant resources and materials, such as product demos or case studies, to help clients visualize the value of your offerings. (Benefits: increased credibility, better understanding)
8. Use follow-up emails or calls to summarize key points discussed and confirm any actions or next steps. (Benefits: reinforces understanding, ensures accountability)
9. Emphasize the importance of security and privacy measures when conducting virtual sales calls to ensure confidentiality and protect sensitive information. (Benefits: builds trust, maintains professionalism)
10. Regularly review and update virtual sales call guidelines to adapt to changing circumstances and continuously improve the sales process. (Benefits: staying current, optimized efficiency)
CONTROL QUESTION: What guidelines should exist for virtual sales calls and in person calls for the new normal?
Big Hairy Audacious Goal (BHAG) for 10 years from now:
Big Hairy Audacious Goal for Virtual Sales Calls in 2031:
To become the top choice for companies worldwide in providing seamless and efficient virtual sales calls, leading to a significant increase in sales revenue and customer satisfaction.
Guidelines for Virtual Sales Calls in the New Normal:
1. Utilize advanced technology: In order to provide a smooth and high-quality virtual sales call experience, companies should invest in advanced video conferencing and screen sharing technology. This can include tools such as virtual whiteboards, chat features, and interactive presentations.
2. Train sales teams on virtual selling techniques: As virtual sales calls require a different set of skills than in-person calls, it is crucial for companies to provide comprehensive training to their sales teams on virtual selling techniques. This can include effective communication, active listening, and building rapport through a screen.
3. Establish clear objectives: To make the most out of virtual sales calls, it is essential to establish clear objectives for each call. This can include setting a specific agenda, outlining key talking points, and identifying the desired outcome of the call.
4. Create personalized experiences: Just like in-person sales calls, virtual sales calls should be personalized to each individual customer. Companies should gather information about their clients beforehand and use it to tailor the call to their specific needs and pain points.
5. Ensure a professional and distraction-free environment: Encourage both the sales team and the customers to conduct virtual sales calls in a quiet and professional environment free from distractions. This will help to maintain focus and improve the overall quality of the call.
6. Provide post-call follow-up: After a virtual sales call, it is crucial to follow up with the customer promptly. This can include sending a summary of the call, any relevant materials or resources, and scheduling a follow-up call or meeting if needed.
Guidelines for In-Person Sales Calls in the New Normal:
1. Follow proper safety protocols: In a post-pandemic world, it′s essential to prioritize the safety of both sales teams and customers during in-person sales calls. Companies should follow proper safety protocols, such as wearing masks, social distancing, and frequent hand washing.
2. Consider customer preferences: While some customers may be comfortable with in-person sales calls, others may still prefer virtual options. It is crucial to respect these preferences and offer both options for customers to choose from.
3. Plan ahead for in-person meetings: With remote work becoming the norm, it is likely that in-person sales calls will not happen as frequently as before. Companies should plan ahead and coordinate with customers to ensure a successful and efficient meeting.
4. Continue to use virtual tools: Even during in-person sales calls, utilizing virtual tools such as presentations and demonstrations can enhance the overall experience and help to convey information more effectively.
5. Provide a personal touch: In-person sales calls allow for more personal interactions and face-to-face connections. Encourage sales teams to build rapport with customers and make them feel valued and appreciated.
By setting this 10-year goal and implementing these guidelines for virtual and in-person sales calls, companies can adapt to the new normal of the business world and achieve success in their sales efforts.
"As a professional in data analysis, I can confidently say that this dataset is a game-changer. The prioritized recommendations are accurate, and the download process was quick and hassle-free. Bravo!"
Introduction:
The COVID-19 pandemic has brought about unprecedented changes in the business world, forcing organizations to shift their operations to a virtual setting. With the rise of virtual technologies and remote work, sales teams have also had to adapt to a new way of selling – through virtual sales calls. While this may have been a temporary solution during the pandemic, it is becoming increasingly clear that virtual sales calls are here to stay in the new normal.
But with this shift comes new challenges for sales teams, as they navigate the nuances of virtual selling and strive to maintain their effectiveness in a digital environment. In this case study, we will explore the guidelines that should exist for both virtual sales calls and in-person calls for the new normal, to help organizations optimize their sales strategies and drive success in the post-pandemic era.
Client Situation:
Our client, a leading global software company, faced significant disruptions due to the pandemic, which resulted in halted in-person sales activities. As a result, the organization′s sales team was forced to adopt virtual sales calls as their primary mode of communication with clients. However, they soon realized that the shift to virtual selling was not as smooth as they initially thought it would be. Their sales team lacked the necessary skills and guidelines to effectively engage prospects and close deals in a virtual setting. The client reached out to our consulting firm to develop a set of guidelines for virtual sales calls and in-person calls in the new normal, to ensure the continued success of their sales efforts.
Consulting Methodology:
To develop the guidelines, our consulting team employed a multi-step methodology that involved a detailed analysis of the current sales processes, market research, and best practices from industry whitepapers and academic journals. We also conducted surveys and interviews with the client′s sales team and management to gather insights into their experiences and challenges with virtual sales calls and in-person meetings.
Deliverables:
1. Research report on the current state of virtual sales calls and in-person meetings in the new normal, including insights from industry experts and thought leaders.
2. Virtual Sales Call Guidelines – a comprehensive guide that outlines best practices for conducting virtual sales calls, from pre-call preparation to post-call follow-up.
3. In-Person Call Guidelines – a set of guidelines that detail the do′s and don′ts of in-person meetings in the new normal.
4. Training manual for sales teams – a training manual that provides step-by-step instructions for implementing the virtual sales call guidelines and in-person meeting guidelines.
Implementation Challenges:
Implementing the guidelines for virtual sales calls and in-person meetings presented several challenges for the client, which required careful management and consideration. The main implementation challenges included:
1. Adapting to a new way of selling – shifting from traditional in-person sales processes to virtual sales calls can be challenging for sales teams accustomed to face-to-face interactions.
2. Technical difficulties – virtual sales calls are heavily reliant on technology, and any technical issues or glitches during the call can disrupt the flow and reduce its effectiveness.
3. Maintaining engagement – virtual sales calls can be difficult to keep engaging, leading to lower levels of audience attention and interest.
KPIs:
To measure the success of the implementation of virtual sales call guidelines and in-person meeting guidelines, we developed the following key performance indicators (KPIs) for the client to track:
1. Sales conversions – the number of leads converted into actual sales through virtual sales calls and in-person meetings.
2. Customer satisfaction – the level of satisfaction reported by customers after virtual sales calls and in-person meetings.
3. Revenue generated – the total revenue generated through virtual sales calls and in-person meetings.
Management Considerations:
To ensure the successful adoption of the guidelines and smooth implementation, the client must consider the following management considerations:
1. Ongoing training and support – continuous training and support must be provided to the sales team to reinforce virtual sales call techniques and guidelines.
2. Technology investments – the organization must invest in the necessary technology and tools to support virtual sales calls and minimize technical difficulties.
3. Regular feedback and evaluation – regular feedback and evaluation from both customers and the sales team can help identify areas for improvement and refine the guidelines.
Key Guiding Principles for Virtual Sales Calls and In-Person Meetings:
Based on our analysis and research, we have identified the following guiding principles that should exist for virtual sales calls and in-person meetings in the new normal:
1. Preparation is key – preparation is critical for both virtual sales calls and in-person meetings. Sales teams must research their prospects, prepare their pitch, and ensure all necessary technology and equipment are in place before the call.
2. Keep it engaging – virtual sales calls must be kept engaging to maintain the audience′s attention. This can be achieved through the use of visual aids, interactive discussions, and active listening.
3. Create a personal connection – while in-person meetings may allow for a more personal connection, virtual sales calls shouldn’t neglect this aspect. Sales teams can create a personal connection by using the prospect’s name, asking relevant questions, and sharing personal anecdotes.
4. Respect time zones – in a globally connected world, sales teams must respect different time zones and schedule virtual sales calls at appropriate times.
5. Follow-up promptly – follow-up is crucial after both virtual sales calls and in-person meetings. Sales teams must follow-up promptly with prospects to keep the communication going and address any questions or concerns.
Conclusion:
The COVID-19 pandemic has brought about a rapid shift towards virtual sales calls and in-person meetings in the new normal. To ensure the continued success of sales efforts in this new environment, organizations must adopt guidelines that cater to the unique nuances of virtual selling and in-person meetings. By applying the guiding principles outlined in this case study, our client will be able to optimize their sales strategies and effectively engage prospects in the post-pandemic era. With ongoing training and support, regular evaluation, and a commitment to continuous improvement, our client is well-positioned to succeed in the new normal.
Are you struggling with virtual selling and closing deals online? Look no further than the Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online Knowledge Base.
This comprehensive resource is packed with 841 Virtual Sales Calls that will revolutionize the way you approach remote sales.
Our Virtual Sales Calls are specifically designed to address the most urgent and important questions in remote selling, ensuring that you get results quickly and effectively.
No more wasting time on ineffective strategies – our prioritized requirements and solutions will guide you towards success.
But it doesn′t stop there.
Our Knowledge Base also includes examples of real-life case studies and use cases, giving you practical insights and actionable tactics to implement in your own sales process.
With this valuable resource at your fingertips, you′ll have the tools you need to thrive in the ever-changing world of virtual selling.
Compared to other alternatives and competitors, our Virtual Sales Calls in Virtual Selling Revolution outshines them all.
It is a must-have for any sales professional looking to stay ahead in the game.
Whether you′re a seasoned pro or just starting out, our product is suitable for professionals of all levels.
Not only that, but our product is also affordable and easy to use.
No need to invest in expensive training or software – our Knowledge Base provides all the information you need.
You can DIY your way to success with our comprehensive and user-friendly product.
Don′t just take our word for it – our Virtual Sales Calls in Virtual Selling Revolution have been extensively researched and proven to deliver results.
Say goodbye to trial and error, and hello to a tried and tested resource that guarantees success.
Our product is not just for individual sales professionals – businesses can also benefit greatly from our Knowledge Base.
With its cost-effectiveness and efficiency, it is a smart investment for any company seeking to improve their remote sales strategies.
Some may wonder about the potential drawbacks or limitations of our product.
But we assure you, there are none.
Our Virtual Sales Calls in Virtual Selling Revolution offer nothing but pros – from increasing sales and closing deals to improving communication and remote selling techniques.
In a nutshell, our Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online Knowledge Base is your one-stop-shop for all things virtual selling.
Say goodbye to traditional methods and hello to the new era of remote selling.
Don′t miss out on this game-changing resource – get your hands on it today!
Discover Insights, Make Informed Decisions, and Stay Ahead of the Curve:
Key Features:
Comprehensive set of 841 prioritized Virtual Sales Calls requirements. - Extensive coverage of 38 Virtual Sales Calls topic scopes.
- In-depth analysis of 38 Virtual Sales Calls step-by-step solutions, benefits, BHAGs.
- Detailed examination of 38 Virtual Sales Calls case studies and use cases.
- Digital download upon purchase.
- Enjoy lifetime document updates included with your purchase.
- Benefit from a fully editable and customizable Excel format.
- Trusted and utilized by over 10,000 organizations.
- Covering: Virtual Event Sponsorship, Remote Communications, Online Conversion Rate Optimization, Remote Customer Service, Remote Relationship Building, Virtual Influencer Partnerships, Remote Customer Segmentation, Remote Call Center Management, Online Customer Experience, Strategic Online Alliances, Virtual Selling, Online Reputation Management, Virtual Networking Events, Online Prospect Research, Virtual Sales Performance Tracking, Virtual Relationship Marketing, Social Selling Strategies, Virtual Sales Meetings, Remote Sales Coaching Tools, Remote Business Development, Remote Team Collaboration, Account Based Marketing Online, Virtual Sales Tools, Virtual Sales Incentives, Online CRM Systems, Online Competitive Analysis, Virtual Advertising Campaigns, Remote Relationship Management, Online Influencer Marketing, Virtual Sales Calls, Digital Sales Strategies, Virtual Sales KPIs, Commerce Strategies, Online Product Launches, Measuring Online Success, Sales Automation Tools, Online Sales Skills, Virtual Sales Training
Virtual Sales Calls Assessment Dataset - Utilization, Solutions, Advantages, BHAG (Big Hairy Audacious Goal):
Virtual Sales Calls
Guidelines for virtual sales calls may include choosing a quiet and professional background, using appropriate technology and maintaining clear communication. In-person sales calls should follow safety protocols such as wearing masks and practicing social distancing.
1. Establish a clear agenda and set expectations for both parties to ensure a productive and efficient sales call. (Benefits: organized and informed discussions, mutual understanding)
2. Utilize video conferencing tools to maintain face-to-face interaction and build rapport with clients. (Benefits: mimics in-person meetings, establishes personal connection)
3. Establish designated breaks for both parties to avoid information overload and maintain engagement. (Benefits: increased focus, better retention of information)
4. Utilize visual aids and presentations to enhance understanding of products or services being discussed. (Benefits: clear visualization, better comprehension)
5. Maintain regular communication with clients through virtual channels, such as email or messaging, to keep them updated and informed. (Benefits: constant touchpoints, proactive approach)
6. Be open to adapting to the client′s preferred method of communication, whether it be virtual or in-person, to cater to their needs and preferences. (Benefits: personalized approach, increased client satisfaction)
7. Share relevant resources and materials, such as product demos or case studies, to help clients visualize the value of your offerings. (Benefits: increased credibility, better understanding)
8. Use follow-up emails or calls to summarize key points discussed and confirm any actions or next steps. (Benefits: reinforces understanding, ensures accountability)
9. Emphasize the importance of security and privacy measures when conducting virtual sales calls to ensure confidentiality and protect sensitive information. (Benefits: builds trust, maintains professionalism)
10. Regularly review and update virtual sales call guidelines to adapt to changing circumstances and continuously improve the sales process. (Benefits: staying current, optimized efficiency)
CONTROL QUESTION: What guidelines should exist for virtual sales calls and in person calls for the new normal?
Big Hairy Audacious Goal (BHAG) for 10 years from now:
Big Hairy Audacious Goal for Virtual Sales Calls in 2031:
To become the top choice for companies worldwide in providing seamless and efficient virtual sales calls, leading to a significant increase in sales revenue and customer satisfaction.
Guidelines for Virtual Sales Calls in the New Normal:
1. Utilize advanced technology: In order to provide a smooth and high-quality virtual sales call experience, companies should invest in advanced video conferencing and screen sharing technology. This can include tools such as virtual whiteboards, chat features, and interactive presentations.
2. Train sales teams on virtual selling techniques: As virtual sales calls require a different set of skills than in-person calls, it is crucial for companies to provide comprehensive training to their sales teams on virtual selling techniques. This can include effective communication, active listening, and building rapport through a screen.
3. Establish clear objectives: To make the most out of virtual sales calls, it is essential to establish clear objectives for each call. This can include setting a specific agenda, outlining key talking points, and identifying the desired outcome of the call.
4. Create personalized experiences: Just like in-person sales calls, virtual sales calls should be personalized to each individual customer. Companies should gather information about their clients beforehand and use it to tailor the call to their specific needs and pain points.
5. Ensure a professional and distraction-free environment: Encourage both the sales team and the customers to conduct virtual sales calls in a quiet and professional environment free from distractions. This will help to maintain focus and improve the overall quality of the call.
6. Provide post-call follow-up: After a virtual sales call, it is crucial to follow up with the customer promptly. This can include sending a summary of the call, any relevant materials or resources, and scheduling a follow-up call or meeting if needed.
Guidelines for In-Person Sales Calls in the New Normal:
1. Follow proper safety protocols: In a post-pandemic world, it′s essential to prioritize the safety of both sales teams and customers during in-person sales calls. Companies should follow proper safety protocols, such as wearing masks, social distancing, and frequent hand washing.
2. Consider customer preferences: While some customers may be comfortable with in-person sales calls, others may still prefer virtual options. It is crucial to respect these preferences and offer both options for customers to choose from.
3. Plan ahead for in-person meetings: With remote work becoming the norm, it is likely that in-person sales calls will not happen as frequently as before. Companies should plan ahead and coordinate with customers to ensure a successful and efficient meeting.
4. Continue to use virtual tools: Even during in-person sales calls, utilizing virtual tools such as presentations and demonstrations can enhance the overall experience and help to convey information more effectively.
5. Provide a personal touch: In-person sales calls allow for more personal interactions and face-to-face connections. Encourage sales teams to build rapport with customers and make them feel valued and appreciated.
By setting this 10-year goal and implementing these guidelines for virtual and in-person sales calls, companies can adapt to the new normal of the business world and achieve success in their sales efforts.
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Virtual Sales Calls Case Study/Use Case example - How to use:
Introduction:
The COVID-19 pandemic has brought about unprecedented changes in the business world, forcing organizations to shift their operations to a virtual setting. With the rise of virtual technologies and remote work, sales teams have also had to adapt to a new way of selling – through virtual sales calls. While this may have been a temporary solution during the pandemic, it is becoming increasingly clear that virtual sales calls are here to stay in the new normal.
But with this shift comes new challenges for sales teams, as they navigate the nuances of virtual selling and strive to maintain their effectiveness in a digital environment. In this case study, we will explore the guidelines that should exist for both virtual sales calls and in-person calls for the new normal, to help organizations optimize their sales strategies and drive success in the post-pandemic era.
Client Situation:
Our client, a leading global software company, faced significant disruptions due to the pandemic, which resulted in halted in-person sales activities. As a result, the organization′s sales team was forced to adopt virtual sales calls as their primary mode of communication with clients. However, they soon realized that the shift to virtual selling was not as smooth as they initially thought it would be. Their sales team lacked the necessary skills and guidelines to effectively engage prospects and close deals in a virtual setting. The client reached out to our consulting firm to develop a set of guidelines for virtual sales calls and in-person calls in the new normal, to ensure the continued success of their sales efforts.
Consulting Methodology:
To develop the guidelines, our consulting team employed a multi-step methodology that involved a detailed analysis of the current sales processes, market research, and best practices from industry whitepapers and academic journals. We also conducted surveys and interviews with the client′s sales team and management to gather insights into their experiences and challenges with virtual sales calls and in-person meetings.
Deliverables:
1. Research report on the current state of virtual sales calls and in-person meetings in the new normal, including insights from industry experts and thought leaders.
2. Virtual Sales Call Guidelines – a comprehensive guide that outlines best practices for conducting virtual sales calls, from pre-call preparation to post-call follow-up.
3. In-Person Call Guidelines – a set of guidelines that detail the do′s and don′ts of in-person meetings in the new normal.
4. Training manual for sales teams – a training manual that provides step-by-step instructions for implementing the virtual sales call guidelines and in-person meeting guidelines.
Implementation Challenges:
Implementing the guidelines for virtual sales calls and in-person meetings presented several challenges for the client, which required careful management and consideration. The main implementation challenges included:
1. Adapting to a new way of selling – shifting from traditional in-person sales processes to virtual sales calls can be challenging for sales teams accustomed to face-to-face interactions.
2. Technical difficulties – virtual sales calls are heavily reliant on technology, and any technical issues or glitches during the call can disrupt the flow and reduce its effectiveness.
3. Maintaining engagement – virtual sales calls can be difficult to keep engaging, leading to lower levels of audience attention and interest.
KPIs:
To measure the success of the implementation of virtual sales call guidelines and in-person meeting guidelines, we developed the following key performance indicators (KPIs) for the client to track:
1. Sales conversions – the number of leads converted into actual sales through virtual sales calls and in-person meetings.
2. Customer satisfaction – the level of satisfaction reported by customers after virtual sales calls and in-person meetings.
3. Revenue generated – the total revenue generated through virtual sales calls and in-person meetings.
Management Considerations:
To ensure the successful adoption of the guidelines and smooth implementation, the client must consider the following management considerations:
1. Ongoing training and support – continuous training and support must be provided to the sales team to reinforce virtual sales call techniques and guidelines.
2. Technology investments – the organization must invest in the necessary technology and tools to support virtual sales calls and minimize technical difficulties.
3. Regular feedback and evaluation – regular feedback and evaluation from both customers and the sales team can help identify areas for improvement and refine the guidelines.
Key Guiding Principles for Virtual Sales Calls and In-Person Meetings:
Based on our analysis and research, we have identified the following guiding principles that should exist for virtual sales calls and in-person meetings in the new normal:
1. Preparation is key – preparation is critical for both virtual sales calls and in-person meetings. Sales teams must research their prospects, prepare their pitch, and ensure all necessary technology and equipment are in place before the call.
2. Keep it engaging – virtual sales calls must be kept engaging to maintain the audience′s attention. This can be achieved through the use of visual aids, interactive discussions, and active listening.
3. Create a personal connection – while in-person meetings may allow for a more personal connection, virtual sales calls shouldn’t neglect this aspect. Sales teams can create a personal connection by using the prospect’s name, asking relevant questions, and sharing personal anecdotes.
4. Respect time zones – in a globally connected world, sales teams must respect different time zones and schedule virtual sales calls at appropriate times.
5. Follow-up promptly – follow-up is crucial after both virtual sales calls and in-person meetings. Sales teams must follow-up promptly with prospects to keep the communication going and address any questions or concerns.
Conclusion:
The COVID-19 pandemic has brought about a rapid shift towards virtual sales calls and in-person meetings in the new normal. To ensure the continued success of sales efforts in this new environment, organizations must adopt guidelines that cater to the unique nuances of virtual selling and in-person meetings. By applying the guiding principles outlined in this case study, our client will be able to optimize their sales strategies and effectively engage prospects in the post-pandemic era. With ongoing training and support, regular evaluation, and a commitment to continuous improvement, our client is well-positioned to succeed in the new normal.
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