With a unique and challenging year behind us, now is the time to reflect on how the pandemic is bringing digital conversations to the forefront in 2021. Sales success will be determined by how well these conversations flow and convert.

For over 17 years, we’ve tracked the performance of every salesperson in every one of hundreds of thousands of conversations. With all this qualitative and quantitative data we can say that the two most important skills (and the two that are often performed worst) are curiosity and empathy.