Automated workflows are like self-driving cars. Great idea, but no one is driving.

OK, y'all. I understand that maybe sales isn't your first love. I also get that you may not even be a sales leader, but have decided that in the absence of one, you decide you need to do SOMETHING so you sign up your company for some elaborate automated tech stack so you can set it and forget it. The problem is, you forgot it or you will forget it and are about to burn through all those QR-coded business cards you just ordered.

Think of all the automated pipeline management workflow stuff like self-driving cars. Looks great on paper, but the world isn't ready for them yet so there is a lot of crashing and burning going on, and not for nothing, those cars, and that technology are pretty expensive to implement, even if the tech itself is cheap.

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Don't get me wrong, you should be using this technology!! But a sales leader should be the one driving the thing. Someone who has taken time to understand your sales process, or implement one if you don't have one, who has an understanding of who your customers are and what you are trying to achieve, who has worked with your sales team and knows how to coach them on how to use leverage the technology to achieve their own goals. A licensed driver. A sales specialist.

The good news is that so many of your competitors are doing the same thing, you still have time to differentiate by ensuring that the workflows are right for all of the stakeholders and with a good strategic plan in place.

Questions?

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