Sales tools are not an answer in themselves. Technology is integral to building your business development strategy, but you need to focus on which tools you use and why. Without any oversight or connection, you can fall into common mistakes like:
• Selling to the wrong people (i.e., those without the need or authority to make the purchase)
• Selling features instead of solutions to specific pain points
• Impersonal, one-size-fits-all outreach
Make tool integration and management a part of your business development strategy to avoid these issues. Someone needs to be watching your sales tools.
