The History of Sales Technology

1 4 4 0 – T O DA Y The History of Sales Technology т For years sales professionals utilized technology to help them become more efficient and effective sellers. Here are a few examples... Johannes Gutenberg invents the printing press and immedi- ately the number of corporate brochures and business cards skyrocket. 1440 1870s Alexander Bell invents the tele- phone. Graham The first mainframe computers are put to use. Voicemails become a popular sales reps to trans- mit their messages. Today voicemail is on the decline with 8% way for 1960s Ht fewer voicemails left than last year. Early 1980s Laptop keep hungry sales reps on the go. 1980s-1990s computers Email makes it easy for sales reps to reach out and engage buyers. CALLER: 555- 5555 New Jersey becomes the first state offer caller ID. Tele- marketers, beware of the keeper! to 520KOIC 1987 virtual gate- 1990s The rise in popularity of virtual meetings from solutions like WebEx 1990s Microsoft point is launched. EO Power- 1990 |CO) and GOTO- Meeting allow sales reps to develop a personal connection without ever step- ping into a client's office. 1990s Companies using CRM solutions from Microsoft and Siebel. begin Oracle, SAP, 1999 1999 Google Now Google is one of launches. NO SOFTWARE as 15 many sources sales reps rely on to find key information as Eloqua, rev- enue perfor- mance manage- provider, was founded. about their customers ment prospects. The phrase "death by Powerpoint" coined Garber. Traditional CRM was forever when salesforce.com entered the changed startup is by Angela 2002 scene Now more than 100,000 companies use Salesforce. Linkedin allowing sales reps launches to leverage their 2003 professional works. 65% of com- panies acquired a customer through The smartphone revolution takes off with the Blackberry and Palm Pilot giving sales reps the opportunity to close deals and stay up to date on the go. net- ed in have Linkedin. (now data.com) Jigsaw launches to provide busi- ness information and data services. Facebook launches. Today 43% of companies have acquired a customer through Facebook. 2004 2004 Jigs Lattice Engines is founded Ph.D.s to transform the art of selling into a science. YouTube launches to allow easy hosting of product and sales demos. by three 2005 You 2006 Tube Sales compensation management pany Xactly enters the game to stream- line the way that sales reps get paid with a cloud-based offering. 2005 com- mention First Sales 2.0 by Nigel Edelshain – the sell- ing movement using new approaches to selling, social media. of SALES 2006 2.0 including 2007 launches. Twitter Nowadays, sales and marketing sionals network 2007 profes- utilize the target to prospects. 44% of companies acquired a customer through Twitter. have Marketo enters marketing a utomation with an the The iPhone launches and quickly becomes a source of business communication. scene easy to use tool for and professionals. marketing sales 2008 Cloud computing is recognized as a mas- sive trend. Salesfor ce.com launches allowing sales reps to collaborate with colleagues in real- time. 010 Chatter, DocuSign reaches a half billion signed, sales to close deals faster. Sign The iPad launches and becomes one of the tools for sales pre- sentations. 2011 pages allowing popular most It's a mobile, cloud, social Data world. 2012 and Big The amount of data 2012 is skyrocketing, dou- bling every 2 years (IDC). 82% of sales reps say they are challenged by the amount of informa- tion available and the time it takes to research prospects before a call. BIG DATA TODAY Big Data technology comes to the rescue revolutionize sales technology yet again. 90% of sales leaders expect to see significant results. to making BROUGHT TO YOU B Y Lattice %24 |1996 2001 9007 2010