The best salespeople have always been knowledgeable, empathic, and helpful. They seek to uncover and capitalize on any edge they can find to help them win more deals. That’s just part of the job. Sadly, the “edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal — it was supposed to help salespeople. Instead, it contributes more friction to the buying process than you could ever imagine. Let me explain.
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