5 Reasons Your Sales Technology Investment Will Fail

By Matt Heinz, President of Heinz Marketing
TL:DR answer: It’s not the tech’s fault. Get these five things right first or the tech has no chance to help you.
A few weeks ago I had the honor of participating in a roundtable discussion hosted by Jonathan Farrington centered on the role, impact and importance of technology in driving successful sales.  It was a spirited conversation, with a definitive negative lean towards technology in general.
It wasn’t surprising.  Sales influencers often tend towards one or the other end of a polarizing spectrum.  Some say tech is the answer and near-replacement of traditional sales.  Others say tech is a distraction at best and a deterrent at worst, and that traditional selling best practices are all you need.
I believe the answer (not surprisingly) isn’t quite as simple and is somewhere in the middle.  In other words, technology without solid sales fundamentals ain’t gonna get you very