So you work for a digital tech company that has a powerful sales force. We’re talking about a team of at least a hundred people. Every day the team shows up, and get’s to business dialing or making their stop-ins. The sales floor is full of chatter, relationships are being built and the money is starting to roll in.

As an executive, it’s your job to continuously make sure that the toolkit that your sales team is leveraging is meaningful to the people that you are selling to.

If you’re a digital ad tech company, and you’re selling to local businesses, you need to tap into the mind of your customer and truly understand what it is that they need.