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  • May 2023
  • Article
  • Top Sales Magazine

Where Sales Technology (Really) Helps

By: Frank V. Cespedes
  • | Pages:2
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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.

More from the Author

    • June 2025
    • Faculty Research

    TagHive: Edtech Pricing and Distributor Decisions

    By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
    • March–April 2025
    • European Business Review

    Getting Value from Digital Technologies

    By: Frank Cespedes and Georg Krentzel
    • March 27, 2025
    • Harvard Business Review (website)

    How One Company Used AI to Broaden Its Customer Base

    By: Sunil Gupta and Frank V. Cespedes
More from the Author
  • TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
  • Getting Value from Digital Technologies By: Frank Cespedes and Georg Krentzel
  • How One Company Used AI to Broaden Its Customer Base By: Sunil Gupta and Frank V. Cespedes
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