This may sound harsh, but isn’t it time we started growing our businesses with the market we have…instead of the one we wish we still had? There are certain aspects of our profession that have changed temporarily due to the COVID-19 pandemic; others have shifted permanently. These changes aren’t necessarily bad—if we embrace them. Below are five examples of how you can succeed in sales in today’s “new normal” environment.

1. Video substituting for phone and in-person activity. Right now, if you’re selling, I’d almost guarantee that you’re doing a lot of it by video conference—Zoom, Teams, Skype or ...