Investors should watch how companies are retooling their sales efforts to meet coronavirus challenges


People pass by the Salesforce Tower and offices in New York City, March 7, 2019.

Brendan McDermid | Reuters

What seemed like a few decades ago, I mean in February, people used to occasionally ask “How’s business?” Despite usually responding, “Fine, thanks,” I would often think of the inquiry as two-part. One, and probably most important, was about our investment performance, but the other concerned our operations, particularly new business.  

One of my Covid-induced fears is that we don’t know how to attract new business in the remote age. We have never landed a good-sized account without one in-person encounter, but that needs to change. I crave a different “demand pull”…


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