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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 optimized with eSignature tools like HelloSign from Dropbox

Remember handshakes? Or traveling 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—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 organizations 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 synchronized tools. Dropbox has been helping sales teams connect and communicate for years, and now, DocSend and HelloSign 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:

  • Organize 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 aren’t).
  • If you have to make ammends 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 if they stayed on one page of your proposal longer than any other.
  • Know if they invited other stakeholderes 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 HelloSign, 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—right in the document.
  • Use built-in reminders to nudge them toward 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.

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