Insight
Interview with Paola Caiozzo on Remote Selling
We had the opportunity to interview Paola Caiozzo, founder and coordinator of the Commercial Excellence Lab at SDA Bocconi, discussing the evolving landscape of remote selling and its impact on commercial strategy.
About This Interview
Interview: Paola Caiozzo on Remote Selling
We had the opportunity to interview Paola Caiozzo, founder and coordinator of the Commercial Excellence Lab at SDA Bocconi. We are proud to have contributed to the research project 'COVID-19 Remote Selling: Designing the Future' conducted by the CEL — an analysis of how the pandemic and new technologies impacted the sales process.
In a market reaching saturation, Paola Caiozzo explains why sales excellence and the capacity to adapt to digital channels are becoming the defining competitive advantage for organisations across sectors.
Key Insights
Key Takeaways
01
The Remote Selling Revolution
The pandemic forced companies to redesign their entire commercial processes — and what emerged is not a temporary fix, but a permanent structural shift in B2B sales dynamics.
02
Technology as Enabler
Digital tools — from video conferencing to CRM analytics and AI-driven lead scoring — are redefining sales productivity, but only for teams that invest in the right skills and mindset.
03
Sales as Competitive Advantage
In a saturating market, having an excellent sales organisation is one of the few remaining sources of genuine competitive differentiation, delivering measurable ROI on commercial excellence investment.
Read the Full Interview
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