By Todd Gustafson Mar 09, 2021 The government’s approach to IT modernization varies by agency, and takes into account a host of criteria on how to best upgrade critical systems and invest in new services. What used to be a standard transaction must now take into account portability and weight of PCs for remote work, the strength of built-in cybersecurity software, and many other internal and external considerations. To tailor these solutions to each buyer, sales strategies have had to evolve into the digital age as well. Companies that want to compete in this changing environment need a personalized approach to sales, even against the backdrop of a pandemic that has made in-person meetings nearly impossible. That might seem like a major hurdle for a sales strategy requiring deeper connections and communications, but in the end, I believe the pandemic has actually offered IT sales experts the chance to transform by forcing us to rethink the way we do business.