Tom Kaneshige

Senior Analyst

Forrester Bio

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Make The Call On Sales Technologies: Experiment, Invest, Maintain, And Divest To Empower Your Digital Sales Team

Tom Kaneshige 2 hours ago
Digital salespeople need new tools to engage more knowledgeable and empowered prospects or risk looking like dolts. In the age of the customer, wooing prospects and crushing quota has never been harder. What new tools help digital salespeople? Which ones are no longer important? “The Forrester Tech Tide™: Sales Technologies, Q4 2018” helps enterprises prioritize […]
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Predictions 2019: This Is The Year To Invest In Humans, As Backlash Against Chatbots And AI Begins

Tom Kaneshige November 8, 2018
For some time, the burning question has been: Will robots replace humans? While the proliferation of robotic process automation (RPA) has reduced headcount in the back office, it’s a different story for customer service and sales. In a Forrester survey, 46% of companies said sales and marketing are leading the investment in and adoption of […]
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Avoid The Upcoming AI Backlash With Your Sales Teams — Get Them On Board

Tom Kaneshige October 22, 2018
The rise of AI in sales technology only makes it easier for sales managers to keep tabs on salespeople, salespeople say. AI gives sales managers more visibility into a sales rep’s daily activities and control into the sales process, potentially subverting the spirited sales culture. In The Wrong Hands, AI Can Be Turned Into A Micromanagement Tool It’s unfortunate, really, because […]
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