Why is new technology positioned and sold so wrongly?

At LeadStrategus, we have the privilege of working with a few AI, Analytics & RPA companies on their GTM strategies and Sales effectiveness. One of the biggest challenge is in convincing the founders/CEOs to not overhype the impact of their solution.

Stop selling AI, RPA, and Analytics as the ‘deux ex machina’ – Gods out of a machine! They are ‘servants out of a machine’ – who at best give probability based nudges – for you to make better decisions – and that too if you have large volumes of data painstakingly collated and an algorithm that has been developed really well.

Can it ever replace the need of good common-sense or a salesperson looking at and following-up on an opportunity? Never! You will have to keep experimenting, evolving, and training to survive. There is no software-defined glide path to sales and prosperity!

Of all the millions of companies in the world – only two come to mind, that have struck success without the use of salespersons;

Atlassian and Slack have scaled a bit without salespeople – and that too because of brilliant and constantly evolving product-market mix and constant growth-hacking. Yet when they reached a certain size – they went and had a proper Sales and Customer Success team!

Position honestly to sell effectively!

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