COVID-19 forced leadership teams to accelerate digital transformation initiatives (to survive), which kept business applications partners busy, and their benches empty, for the past few years. Selling is easy when there’s more demand than supply. But times have changed. Geopolitical instability, economic contraction, inflation, and rising interest rates are now significantly impacting buyer behavior. Sales organizations need to adjust (quickly), to the growing risk of no-decisions and delays, and the need to upsell and cross-sell more effectively into their existing accounts. In this session we’ll explore how to: leverage AI to accelerate research and increase executive engagement, optimize (repeatable) sales assets to create emotional bias, reframe project priorities to create a greater sense of urgency, build compelling business cases that align with your prospect’s strategic priorities, and create emotional differentiation that justifies higher service delivery costs.