Sales in the Digital Era: Laurynas Pletkus Shares Insights on Redefining Business Development

Sales has transformed from a simple exchange of talking and listening into a dynamic, 360-degree discipline blending technology with personal interaction. Laurynas Pletkus, CEO and Co-Founder of Scale Tech, epitomises that shift — co-founding Scale Tech and 88 Tech, which together employ 65+ professionals delivering software and outsourcing across Europe and the US.

The evolution of CRM

CRM tools have gone from standalone platforms to fully integrated ecosystems. Platforms like HubSpot and Pipedrive now connect with marketing and sales tools, Google Tag Manager and ad platforms — enabling precise lead-source tracking and turning CRMs into one-stop business-development solutions.

The tools powering modern sales

Laurynas singles out Google’s suite — Ads, Tag Manager and GSuite — as indispensable for generating, tracking and converting leads, with Gemini AI now helping craft personalised, brand-aligned emails. The setup lets the team monitor traffic, measure conversion and refine lead journeys while keeping a human touch.

AI, offline-to-online and advice

AI tools like Gemini, ChatGPT and SuchMuch.AI speed up multilingual communication, proposals and documents. Technology also narrows the offline-online gap — QR codes at events, CRM-integrated phones — for unified lead tracking. His advice to new sales professionals: master automation (CRMs, chatbots, data scrapers) and then refine interpersonal skills for face-to-face settings, staying resilient against “digital sales exhaustion.”