BUILT ON TRUST | A COLUMN BY LEAH FELLOWS
07. I also think this conversation matters right now because the industry is leaning hard into tools, automation, and systems. Some of that is absolutely necessary. We need better visibility, follow-up, lead handling, and process management. But technology does not build trust on its own.
Technology Should Support the Human Experience
Technology should help teams become more responsive, organized, and consistent. But It should never become a substitute for thoughtful communication. They need to feel that there is someone on the other side who understands both the product and the hesitation. That is where modern sales tools have real value: not in replacing the human touch, but in making it easier to deliver.
People do .
Technology should help teams become more responsive, organized, and consistent… but It should never become a substitute for thoughtful communication. If automation makes the buyer feel like they are being processed instead of helped, then it is working against the kind of relationship the business is trying to build. That is especially important when perception is involved. Buyers navigating uncertainty do not just need information. They need confidence in the people guiding them.
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MOVEMENT MODULAR THE
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