Remember that ‘90s film Glengarry Glen Ross? Although set before the times of modern business technology, it is generally considered a must-see for any sales team. It’s easy to understand why, with strong lead performances and numerous quotable lines expressing the dog-eat-dog nature that is stereotypical of sales. However, it’s a tad out of date at this point, for a few reasons.

Today, ‘sales shark’ is a dirty phrase and being able to wing psychological tactics on the spur of the moment isn’t considered a viable strategy. These days consumers, whether they are B2C or B2B, have wised-up and the shrinking effect of the global marketplace means that competition is rife. Sales teams everywhere have had to seriously up their game. Now, real-time data, quick response times, instant communication and effective time-management is separating the serious players from the bottom-feeders. Business technology is what is making all this possible.

It’s said in Glengarry Glen Ross that “Coffee’s for closers only” so, with that in mind, let’s have a look at four ways business technology can give your sales team their mojo back so they can enjoy their coffee in peace!

If you want your salespeople closing deals instead of chasing spreadsheets, modern business technology is no longer a nice-to-have. Upgrading your tech stack is the quickest route to more pipeline and happier reps.

Re-energise Your Sales Team with Business Technology – Four Practical Upgrades for 2025

Below are four proven investments. Each one pays for itself in speed, visibility and win-rate.

1. Utilise CRM Systems for Enhanced Customer Insights

Customer Relationship Management (CRM) systems are pivotal in organizing and analyzing customer data. They provide a centralized platform where sales teams can access customer interactions, purchase history, and preferences. This comprehensive view enables personalized communication and targeted sales strategies.

According to Salesforce, CRM platforms help sales teams get organised, gain insights, and close deals more effectively.

2. Leverage Video Conferencing for Effective Communication

Video conferencing tools like Zoom and Microsoft Teams have become indispensable for maintaining face-to-face interactions in a remote working environment. They facilitate real-time communication, foster collaboration, and reduce travel expenses.

As highlighted by RingCentral, video meetings allow prospects to put a face to your name, building trust and rapport more effectively than emails or phone calls.

3. Implement Sales Automation Tools to Increase Efficiency

Sales automation tools can handle repetitive tasks such as follow-up emails, meeting scheduling, and data entry, freeing up sales representatives to focus on building relationships and closing deals. Automation enhances efficiency, reduces errors, and accelerates the sales cycle.

McKinsey reports that sales automation holds the potential to reduce the cost of sales by freeing up time spent on administration and reporting, unlocking additional revenue.

4. Embrace Social Selling to Expand Reach and Build Relationships

Social selling involves using social media platforms to connect with potential clients, share valuable content, and build relationships. Platforms like LinkedIn are particularly effective for B2B sales, allowing sales teams to engage with decision-makers and industry influencers.

According to LinkedIn Sales Solutions, social selling is a strategic method for sellers to connect and build relationships with prospects through social networks.

Common Pitfalls and How to Avoid Them

• Tech overload—reps must juggle five logins – Deploy single sign-on via Azure AD and surface key widgets directly inside Teams.
• Dirty CRM data – Schedule a quarterly data-hygiene sprint with automated duplicate-detection rules.
• Low adoption – Nominate a “super-user” in each pod; run 15-minute micro-training every Friday.

Ready to modernise your sales stack with business technology?

Technology is affecting all aspects of business, and your sales team is just one of them. Your frontline needs to be appropriately equipped for modern times, and this means arming them with technology that makes their workday as productive as it can be. Just remember, business technology shouldn’t require your sales team to turn into software operators. You have to choose the right technology to fit in with your company’s culture. Ok, you can go get yourself a well-earned coffee!

At Spector IT, we are always happy to offer sound advice on how you can grow your business with business technology. Book a 30-minute discovery call and receive a mini audit mapping out the quickest wins.

Read our guide on Harnessing Strategic Technology for Business Excellence

Post updated on – 01/05/2025