The Sales Enablement Wave and the Technology Wave

The sales enablement wave came at a simultaneous, if not a little bit preempted to the technology wave. And so we actually drove a lot of compliance and rigidity within sales words. So I think that moment really didn't prepare us for the technology moment. Ann Nolan: How do you see sales leaders and sales organizations now shifting with this kind of generative AI capability? Howard Gartner: World class is going to figure out how to get effectiveness and then efficiency. It's just one example of how AI could be impacting the selling landscape.