BETA
This is a BETA experience. You may opt-out by clicking here

More From Forbes

Edit Story

15 Biz Dev Leaders Discuss The Impact Of Remote Work On Sales And Marketing

Forbes Business Development Council

In the new norm, the rise of a digital workforce has provided plenty of opportunities when it comes to global employment and the ability to expand a brand's target market. However, for the companies that were not initially ready to get on board so quickly at the start of a pandemic, it also presented some practical hurdles—especially for traditional service-based organizations that thrive on in-person outreach.

It's been several years since the Covid-19 outbreak, and we wanted to check in with some leading experts from Forbes Business Development Council about how their companies were doing. Here, they weigh in on the importance of remote work flexibility and how the common model is impacting company sales and marketing outcomes.

1. It Saves Employees Commute Time

Providing remote work opportunities makes employees' lives easier and more flexible. You can have flexible working hours, and it helps you maintain a balance in your personal and professional life. In work-from-home opportunities, you can join a business meeting virtually, which saves commute time. The saved weekly hours can be utilized in some other productive projects. - Rohan Gaikwad, Arcon Techsolutions

2. It Expands Market Reach And Enhances Customer Service

The rise of remote work has presented both challenges and opportunities. While there may be challenges in adapting to virtual sales and marketing techniques, it has also opened up new possibilities to expand market reach, enhance digital marketing efforts, improve communication and collaboration and cater to changing customer preferences. - Quyen Pham, Swoon

3. It Increases The Ability To Hire The Best Global Talent

The rise in remote work has enabled us to cost-effectively build a great high-performance marketing team by expanding our talent pool to hire the best-skilled candidates worldwide. This has significantly improved our ability to meet and exceed our user acquisition and revenue goals to help the business survive and thrive in any economic climate. - Lomit Patel, Tynker

4. It Prompts Companies To Improve The Online User Experience

There is a shift in buyer behavior. With remote work, buyers are spending more time researching products and services online before making a purchase, especially for high-value or complex B2B purchases. Companies that can better adapt to these changes and provide a seamless, personalized, transparent and trustworthy online experience are more likely to succeed in today's digital marketplace. - Chor Meng Tan, Wiley


Forbes Business Development Council is an invitation-only community for sales and biz dev executives. Do I qualify?


5. It Promotes Team Collaboration And Structure

Remote work allowed us to access a diverse pool of talent and co-locate team representatives who are closer to customers. We've built a diverse culture and motivated the distribution team through intentional in-person moments, such as customer visits and company events, which are also team-specific at our various offsite locations. In addition, we've built daily and weekly team rituals that created structure and informal collaboration opportunities for people to feel connected. - Ranjitha Kurra, Remitly

6. It Amplifies Our Need To Maintain In-Person Networking Opportunities When Possible

Our company has consistently prioritized remote work for all qualified positions. The main impact of Covid-19 has been the challenge of conducting face-to-face meetings and traveling less frequently. In-person networking and collaboration are crucial in various stages of sales and marketing, and we have seen positive outcomes since the easing of restrictions, but we still remain remote-first. - Richard Lindhorn, VivoAquatics Inc.

7. It Highlights Our Company's Ability To Function Remotely Or In Person

As our company has been working with clients virtually since 2006, the rise of remote work has not had a significant impact on our sales and marketing outcomes. We continue to operate from our office while serving our clients virtually, and we are well-equipped to adapt to the changing landscape of remote work. - Kuldeep Bhatnagar, Fusion Business Solutions Pvt. Ltd.

8. It Reenergizes Employees To Produce Quality Work

Companies must understand that remote work in itself does not affect company sales and marketing outcomes. It’s the effects of remote work on employees that could lead to favorable results. For example, employees with the flexibility to work wherever it is most convenient for them will have more energy to dive into market research and develop a refreshing strategy that is beneficial for business in the long run. - Bryce Welker, Big 4 Accounting Firms

9. It Simplifies Target Marketing And Sales Outcomes

Remote work has made our ability to target the right market and generate sales simpler than ever. Targeting techniques that would be challenging in traditional office settings due to firewall and proxy settings have become much simpler—for example, it’s easier to serve ads to individuals working remotely. The ability to schedule online meetings and close a sale has never been more promising. - Tyler Trimbath, Trimbath Advisory Group

10. It Encourages Digital Social Engagement

With remote work on the rise, our sales and marketing leaned much heavier into social platforms and video calls. Prior to the pandemic, video calls were the exception. Post-pandemic, video and Zoom calls are now the norm. Because people have regained time without commutes, they also spend more time on social platforms looking for information and communities. - Julie Thomas, ValueSelling Associates

11. It Increases Marketing Budgets And Raises The Payscale

From day one, we’ve been a remote working company, which is meaningful to us as we can employ skilled workers from developing countries. The savings in cap ex and op ex mean we can increase marketing budgets and incentivize sales reps with better commission plans, and we're able to service a global market. - Oscar Chavez, Growthly Group

12. It Enables Companies To Provide Services To More People Working 9 To 5

Remote work has definitely shifted the workforce in the area. Our sales and marketing outcomes seem to show that people are more available for services during typical 9-to-5 hours since they are flexible. Overall, we find that remote working has been a positive change for our area. - Shahzad Anwar, Modern Aesthetics & Wellness

13. It's Led To Innovative, Inclusive Marketing Campaigns

The rise of remote work at Pink Moon Studios has positively impacted our marketing outcomes by expanding our global reach, enabling access to diverse talent and fostering adaptability. This has led to more innovative and inclusive marketing campaigns that resonate with a wider audience, resulting in improved overall performance. - Tomer Warschauer Nuni, Pink Moon Studio Ltd

14. It Eliminates The Middleman

Warehouse costs and logistics expense innovation have been directly impacted. Remote operation changes the whole process of sales and marketing. Manufactured goods are delivered and sold more online rather than in the shopping mall. The logistics allow just-in-time management to reduce stock-keeping days and volume because the stock is directly loaded from the production department to the selling partners. - Gyehyon Andrea Jo, MVLASF

15. It Elevates Work Accountability And Ownership

Remote work has massively impacted our outcomes but in totally positive ways. Not only has it empowered the teams and individuals to make better work-life balancing decisions, but the accountability and ownership aspects have also improved substantially. Remote work is here to stay. Overall, organizations just need to get better at finding the right mix of collaboration that works for their setups. - Mustansir Paliwala, EQUANS

Check out my website