Tag #Revenue Operations

How has the over-reliance on automation in sales and marketing negatively affected customer engagement and the overall sales process?

The over-reliance on automation in sales and marketing has led to decreased customer engagement and a lack of differentiation among brands. This is highlighted by the fact that most B2B customers cannot distinguish between digital experiences, and many sales representatives do not utilize provided enablement tools, resulting in low ROI. This trend is further substantiated by the observation that sales representatives are actually worse at their job due to the growing complexity of managing different systems, screens, cadences, and analytics.