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The 2022 remote sales playbook

There’s a new way to bring momentum to your sales team – with greater visibility into prospects and instant approvals, you can avoid all that pesky admin work and hit your targets early.
An illustration of a person signing a document in the traditional manner, which can be optimised with eSignature tools like HelloSign from Dropbox

Remember handshakes? Or travelling to a customer’s office? It’s a distant memory for most sales teams. In fact, 68% of sales decision makers say their teams will be working in a hybrid environment by the end of 2021. Not everything has changed though – success in sales will always be about telling a sharp story and communicating value. But how the work gets done in a hybrid world requites a very different playbook. 

“Top sellers combine foundational selling skills with digital fluency. They’re using tools to be faster, more focused and more efficient – getting closer to customers and delivering better results”, says Ray Makela, CEO of Sales Readiness Group and a consultant with experience helping organisations from Accenture to Walmart amp up their sales teams’ impact.

So what does digital fluency look like? It starts with a smoother, simpler experience using synchronised tools. Dropbox has been helping sales teams connect and communicate for years, and now, DocSend and Dropbox Sign complete that process – supporting internal and external collaboration from the first pitch to final signature.

Here’s a look at how you can streamline the sales process and accelerate negotiations and sign-offs in the remote world.


A new sales deck is ready to go, but nobody knows where it is. So you’re not sure how to tweak your pitch.

With Dropbox, you can:

  • Organise all your latest presentations, one-pagers, technical details and more in one place.
  • Make sure every salesperson has secure access, no matter where or when they’re working.
  • Keep everyone on-message and up to date.


Your finance team tweaked pricing and your legal counsel added terms to your proposal. So everyone’s scrambling to find the most up-to-date version before your sales call.  

With Dropbox, you can:

  • Storeshare and collaborate on any internal or external document.
  • Keep everyone on the same page, no matter how many revisions or updates may happen.
  • Ensure the latest version is available to all so there’s never any confusion.


You send out your proposal (usually as an email attachment) and hold your breath as your leverage and best next steps go into a black hole.

With DocSend, you can:

  • See where your prospect is spending their time (and where they’re not).
  • If you have to make amendments to your proposal or fix a typo after you’ve shared it, easily do this without worrying about version control.
  • Use page-by-page analytics to know whether they stayed on one page of your proposal longer than any other.
  • Know if they invited other stakeholders into the decision process by using email capture or password protection.


You hope the prospect takes the time to print, scan, sign and email the contract.

With Dropbox Sign, you can:

  • Maintain momentum by eliminating all that pesky printing, scanning, signing and emailing.
  • Make it simple for prospects to electronically sign, seal and deliver the contract in a couple of clicks.
  • Track and answer client questions – directly in the document.
  • Use built-in reminders to nudge them towards completion.


Ready to make life easier for your remote sales team and keep your pipeline full? Check out our new ebook ‘Closing from anywhere’ for all the details.