Then around 2005, the emergence of tools like Jigsaw made life a little easier for a salesperson. The ability to get something like an email address for a decision maker was like finding gold. Not only was I able to leave a voice mail but I could also follow up with an email. The only problem with this method is I was one of twenty sales people who followed the same approach when requesting the time of this decision maker. Although breaking through got a little easier, the sales game still remained a contact sport for me, often times requiring 50-60 phone calls per day. This doesn't include emails. I was seeing sales rep after sales rep come and go. Fatigue, mental burnout and rejection were often the reasons for sales staff turnover. Furthermore, management did nothing to solve for this epidemic. To their defense what was the solution? Sure they could dump a ton of cash in the Adwords machine and pay $8-$9 per click and upwards of $25 per lead. But how would they ensure that these leads were the right leads?
Next, around 2007 - 2009ish, companies were subscribing to lead intelligence databases such as ZoomInfo, NetProspex, Insideview, Hoovers and RainKing. I have used all of these services and although they were great services at the time they still lead to the same shitty tactics and sales processes. These services still required the sales rep to cold call, investigate, search for potential problems to solve for and most importantly, disrupt busy professionals who never asked to hear from you in the first place. Believe as you may, this hurts your companies brand. Would you rather be known as the sales organization who annoys or the sales organization who consults and advises?
Then came along my dream sales job, HubSpot. Now this is a sales organization. I am supported with a plethora of tools to make my job so much easier. The only thing I stress now is hitting my number every month. I am given every tool under the sun to be successful. For example, I use Signals - a Chrome extension that integrates with my email and Salesforce.com. I can see who has opened my emails, if my prospects have returned to my website, what they are looking at and when new leads are assigned to me - ALL IN REAL TIME! Furthermore, I am provided with warm inbound leads such as demo requests and contact sales requests via the HubSpot marketing platform. Lastly, and perhaps the best part is I get to provide the same education, method and technology to other companies so they can experience what I do as a sales rep.
Some resources you can check out to learn more about HubSpot:
What is HubSpot? - Video
The ROI for Companies Who use HubSpot : Get the Full Report
Also, feel free to send questions my way via the comment section below!