Publications
Publications
- May 2023
- Top Sales Magazine
Where Sales Technology (Really) Helps
By: Frank V. Cespedes
Abstract
Interest in Sales Enablement (SE), the catch-all term for attempts to increase sales productivity with AI and other technologies, is driven by multiple factors. One is the declining costs of the tools. Also, selling is now data-hungry work and not just in tech sectors. However, ROI from SE requires identifying relevant applications within a rep’s or manager’s ability to affect via their allocation of time and other resources. This article suggests three priority areas where these technologies can improve sales productivity. Tools are only as good as their users. But trying to manage sales without supporting technology is now an unnecessary handicap.
Citation
Cespedes, Frank V. "Where Sales Technology (Really) Helps." Top Sales Magazine (May 2023), 26–27.