The Growth Signal The Real Work Starts After the Sale: Why Adoption Needs a Human Strategy with Shannon Gregg
What if the biggest barrier to adoption isn’t the tech but the humans using it? In this episode, Shannon Gregg joins Alyssa Nolte to break down why so many software implementations fail after the deal is closed. They unpack the generational dynamics at play, the importance of building around actual user behavior, and how to rescue a rollout that’s gone off the rails.
Guest Bio:
Shannon Gregg is a sales productivity expert, Salesforce evangelist, and professor with a PhD focused on CRM adoption. She brings a rare blend of academic insight and hands-on experience, especially in high-stakes environments like Life Sciences M&A. Known for her no-nonsense approach to tech rollouts, Shannon helps companies go beyond implementation to real, lasting adoption—making her a go-to voice for operational leaders navigating post-sale chaos.
Key Takeaways:
- Adoption is about humans, not just tools – True software adoption starts by meeting users where they are, not where you want them to be.
- Demos sell dreams...delivery needs realism – Misalignment between sales promises and post-sale capabilities often sabotages implementation success.
- Rescue work is preventable – Most failed implementations stem from skipping strategic change management, not bad technology.
Key Moments:
00:00 Introduction and Guest Welcome
00:11 Connecting Through Human to Human Summit
01:17 Shannon's Origin Story
02:09 Challenges in Consulting
02:56 Impact of Technology in Life Sciences
04:41 Remote Work and Video Communication
07:31 Adoption of New Tools and Technologies
09:08 Generational Differences in Technology Adoption
11:24 Overcoming Resistance to New Tools
15:14 Importance of Post-Sale Support
19:04 Shannon's Current Projects
22:24 Leadership and Adoption of AI-Enabled CRM
23:26 Conclusion and Contact Information
Welcome to The Growth Signal, where we’re throwing out the old playbooks, and reimagining the future of customer relationships.
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