Sales has always been about building relationships, and for a long time, that meant resisting sales automation . While marketing automation became popular 10 years ago, sales reps weren’t trusted with those tools out of fear that automating outreach would make the process impersonal. That all changed about five years ago with the advent of sales engagement software, according to David Dulany, founder of the sales development consulting firm Tenbound . While CRM platforms contained vast troves of customer information, it took a lot of manual labor to extract customer insights. Sales engagement tools like SalesLoft and Outreach, however, […]
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