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Is the ‘last mile’ of sales automation keeping your reps from closing more business?

By Jeff Campbell

A recent CSO Insights survey found that B2B sales people spend an average of 57 per cent of their time on things other than selling.

In my 33 years in the technology business doing sales, managing sales teams and building software businesses it has always felt like something was missing in the way we automated sales and this egregious productivity measurement supports this feeling. Now I can finally articulate what it is that’s missing. It’s the “last mile” of sales automation.

Let me explain.

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