Selling Remotely in the Digital Age

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Due to the rise of COVID-19, people have become hesitant to meet face-to-face. Many rely on online meetings to get their work done. Business transactions are facing the same challenges, putting salespeople in uncharted territory. According to the International Association for Contract and Commercial Management, 85% of all negotiations between businesses take place over email instead of in person. With these changes to the sales industry, many salespeople are having trouble reaching the goals they set for themselves before the pandemic. However, in a study recently published in the Journal of Marketing, Professor Detelina Marinova found that certain sales tactics can improve the chances of a successful e-negotiation. She will share her research findings and a panel of industry experts will comment and share their experiences, challenges and perspectives with selling remotely and their use of artificial intelligence technology in the sales process.


Marinova, Detelina

Dr. Detelina Marinova, Moderator

Samuel M. Walton Distinguished Professor of Marketing

Trulaske College of Business





Darrell Beckett



Darrell Beckett

Divisional Senior Vice President, Texas Sales and Marketing

Blue Cross Blue Shield




Jones, Alex



Alex Jones

AVP Sales - Omni Channel

AT&T Business





Keene, Wayne



Dr. Wayne Keene

Director, Center for Sales and Customer Development

Trulaske College of Business





Meyer, Logan


Logan Meyer

Regional Vice President

Nationwide Financial







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