Technology

The job of a software salesperson was already changing before the pandemic. Here's why investors are betting millions on AI-powered startups that can help sales reps close deals from home.

Published Nov 01 2020 at 1:55 PM GMT

Key
Points

The job of selling software to customers, rarely easy, has only gotten harder in the pandemic economy.
Not only are companies showing signs of tightening their IT budgets, but the sudden inability to meet customers in person " especially at mega-events like Salesforce's Dreamforce, often a major source of sales leads' makes it that much harder for a salesperson to seal the deal.
With salespeople suddenly confined to their home offices, the job is suddenly about making the most out of every phone call and Zoom conference.
To help fill the gap, the industry has increasingly turned to so-called sales engagement software, which helps a salesperson track and manage all of their relationships with customers " meaning less time spent on digital busywork, and more time selling.
And business in the sales engagement space is booming, says Manny Medina, CEO and founder of Outreach, a startup last valued at $1.3 billion in a $50 million June funding round led by Salesforce Ventures.