The old sales playbook would likely quote "always be closing" or "it’s a numbers game". The sales team would be "calling to touch base" or overheard, for the 50th time that day, saying "if I could show you a way…"
Essentially, if a sales rep wasn’t spending the larger portion of their day hustling prospects, trying every trick in the traditional sales playbook to get that deal signed, sealed and delivered, they were likely not long for the role.
The sales manager didn’t care if the solution they were selling benefited the potential customer or not. Their world was driven by the numbers, and "the numbers don’t lie". Unlike the buyer because "buyers are liars" (sic) so, get your foot in that door and show me the money.
But the world around us has changed. Customers are empowered by technology, the internet and the social web. Today, they want to inform and educate themselves long before they are ready to speak with someone in sales.