In larger organizations, sales has become more operational and less dependent on individual representatives. With the ability to find anyone's contact information on the public domain, rolodexes have become obsolete. With email, messaging apps and social media, relationships can be established without folks ever actually meeting each other. Furthermore, buyers are more educated about the product and services you sell, which pressures companies to develop truly innovative products and artfully articulate their unique value propositions. For these reasons, inside sales  has flourished and that has leveled the playing field among sales-driven companies.