E4: Mark Roberge on Redefining Sales Leadership in the AI Era
The Revenue Leadership Podcast with Kyle Norton
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Navigating Sales Technology and Decision-Making
This chapter explores the psychological barriers faced by sales operators, particularly the fear-driven indecision that can impede business deals. It emphasizes the importance of strategic technology adoption aligned with the needs of sales representatives, and discusses the collaborative efforts between sales and IT teams. Additionally, it highlights the significance of establishing clear criteria for pilot programs with early-stage vendors to ensure successful outcomes.
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