Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content.

However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process. While traditionally engagement has been a marketing metric, we as sales leaders can no longer afford to ignore emotional engagement as an important driver of sales.

Field salespeople go out into the world to sell things. They travel by planes, trains, and automobiles, sometimes covering territories the size of 10 city blocks and sometimes the size of continents. This is contrasted by inside salespeople who sell to customers over the phone. Both of these jobs are some of the hardest jobs out …