The Renewed Importance of Relationships in the Age of High-Tech

Relationships have always been important in selling. We don’t mean the donut-delivering, golf-handicap tracking, back-slapping stereotypical sales behaviors, but connections based on trust, integrity, demonstrating other-centric behavior, keeping commitments, and supporting buyers and customers in achieving what matters most to them. And, of course, the deeper personal connections that form throughout that journey, not before it. The “Human Differentiators,” as we sometimes call them. We’ll discuss why this is now more important than ever – especially in the world of advancing technology (like AI, machine learning, robotic process automation, chatbots, and more) – and how you can differentiate your sales force and get better results because of it.

For this discussion on Sales Enablement Straight Talk™, Mike and Doug are pleased to be joined by sales enablement consultant, Anita Nielsen, author of the recent best-seller “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.

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