Sales Prospecting Perspectives is pleased to bring you a guest post from Russ Heddleston, CEO of DocSend.
Traditionally, sales has relied largely upon human relationships: successful salespeople know their product and their audience and are enthusiastic about talking to people, pursuing, and closing leads with persistence and moxie. Aside from these personal qualities, until the advent of Salesforce in 1999, the only external tools a salesperson needed were a Rolodex and a phone. In the last decade, technology has dramatically changed the landscape in which inside sales reps operate: the Internet has given the general population unprecedented access to information, the penetration of mobile has allowed people to access this information anywhere and anytime, and (somewhat ironically) the number of people who actually answer phone calls has diminished.
At the same time, the tools that salespeople rely on have evolved and have changed how salespeople gain insight into leads, interact with customers and prospects, and organize their efforts. Here are a few tools that have helped salespeople gain new insights and pursue new strategies for success: