In the digital world, all of the information we need is generally available at our fingertips. We can gather more information about a company we are thinking about buying from, we can research our competitors and we can look up specific information about prospects in our lead management software. But what can’t be automated and grabbed from the Internet is the human touch that is needed for sales organizations to glean actionable insights and make reasonable conclusions. That’s where the quality of the sales team comes in.
