I landed my first sales job in 2001. At that time, I spent the workday in my car, calling on both existing clients and prospects. I was taught to seek out new clients and I wasn’t particular about what businesses I approached. My “sales kit” included piles of marketing collateral espousing the benefits of my product over those of my competitors.
I managed to get in front of a lot of people, but they weren’t necessarily the decision makers. At that time, quantity of calls was my goal and I wasn’t often considering targeted calls to ensure the prospect needed my solution. I imagine my hit rate was in the neighborhood of 25 percent. I was young, energetic, driven—and spinning my wheels.
Technology hasn’t just changed the sales process for the sales rep, it has changed the process for the buyer.