Looking at the current assortment of customer relationship management functionality, including artificial intelligence, machine learning, voice recognition and chatbots, you might conclude that the tools are evolving to remove salespeople and others from direct customer contact — and you wouldn’t be wrong. What’s surprising to me, though, is the amount of sales angst among senior people about the division of salespeople’s time into two traditional buckets: selling and not selling. One is good and valuable and the other is suspect. But why?
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Modern Selling
Posted by: Denis Pombriant March 7, 2019 05:00 AMLooking at the current assortment of customer relationship management functionality, including artificial intelligence, machine learning, voice recognition and chatbots, you might conclude that the tools are evolving to remove salespeople and others from direct customer contact — and you wouldn’t be wrong. What’s surprising to me, though, is the amount of sales angst among senior people about the division of salespeople’s time into two traditional buckets: selling and not selling. One is good and valuable and the other is suspect. But why?