Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

CHAPTER

8

Leveraging the Right Tools

Since sales productivity tools come, go, and change so rapidly, we debated whether or not to include them, but, in the end, we decided to move forward by bringing their function to the foreground and relegating the form, the actual tools, to the background.

Sales tools must be viewed as a means to an end; they should support sales processes that help sales professionals close more deals at a faster rate. While that may seem obvious, nearly all salespeople have been saddled with tools that either slow them down or create barriers to building relationships with prospects. For instance, some tools allow salespeople to engage in less-than-ideal practices such as blasting impersonal e-mails to massive numbers of ...