Technology can be awesome. But as Ringo says, "It don't come easy." Even in the days of artificial intelligence/machine learning businesses need human beings with experience and what Dan Harrington calls "Authentic Intelligence" to make technology great, even loveable. What makes technology lovable? Over the last 30 years, Dan has been answering this question. He's seen firsthand what wins and what fails in the CRM sales automation space. In this book, he shares the proven strategies that have transformed thousands of salespeople into top performers. In this book, you'll discover how technology is used not to replace human relationships, but to enhance them. Here's a deep dive into the five critical factors determining success or failure of sales automation platforms. •How do you find and eliminate complexity? •How do you know when your team or you have fallen victim to shiny object syndrome, SOS? •How do you determine when technology is really easy enough to get used? •How do you ensure your technology gets adopted? •How do you get the lower 80% of the sales team performing more like the top 20%? Whether you're a sales manager, executive, or business leader, this book offers a set of actionable strategies to get technology investments delivering measurable results and technology people love.