Disruptive changes—whether a pandemic, a recession, a regulatory mandate, or a breakthrough in technology—are notorious for accelerating in-flight trends. In an extremely short period of time, incremental shifts have become abrupt conversions. 

We asked 102 senior IT executives, who manage billions of dollars of budget, what gets a salesperson access to their busy schedule, given current needs.

Their requirements have both short- and longer-term implications. In this paper, you'll consider:

(1) How do I meet and exceed this standard during the current crisis?

(2) What does this mean for how I engage in the long term, and for what my contacts need from me going forward?