It has become clear that the sales technology landscape is in a pretty exciting place these days. Ask sales teams the technologies they use to do their jobs, the list keeps getting longer. We are certainly in the early days of a big exciting market that has a chance to truly change the way sales teams execute and engage with their customers.
But it’s not without its challenges. I have many conversations with sales enablement and sales ops teams who say things like “our sales team has way too many tools right now” implying an overwhelming feeling of, “which tool do I use for what”?
But there is a big difference between having a lot of tools, and using a lot of tools.