The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

13Technology to Sell Better, Faster

Over the last few decades, the business world has experienced technological advancements that have made it easier for Finance to manage its budgets, HR to manage its people, IT to manage its data, and even sales VPs to manage their forecasts.

However, how has technology helped the frontline salesperson?

It really hasn't.

Most sales technology does not work for frontline salespeople. It creates work for salespeople. It creates admin tasks for salespeople. It takes salespeople off the phones. It takes salespeople away from selling.

Sales technology has been so ineffective for salespeople that many salespeople refuse to use it. Organizations suffer from sales technology adoption issues. As a result, the original value propositions for which the software is purchased, such as easy pipeline review or forecast analysis, become compromised due to incomplete or sloppily kept data.

“Historically, sales technology has been built for the sales leader, not the salesperson. This technology does not work for salespeople. Instead, it creates work for salespeople.”

How should companies respond to this issue? Should sales technology adoption be avoided altogether? Should companies simply let salespeople “do their thing”?

Absolutely not.

Technology represents an enormous opportunity for sales acceleration. Technology played a major role in my ability to accelerate sales at HubSpot. That said, to be effective, sales technology needs to be approached in ...