Now that we’re living in the age of self-publishing, we’re seeing more business leaders writing books. Most of these are not very useful, serving only as memoirs or self-congratulatory musings. A few new books act as business lead generators, but only if they offer real thought leadership. Dan’s new book offers more than that.
Thought leadership is important and we work to share all the information we can with our software users, if we think it will help them be more successful. This works well for us because our software has been proven, many times, to help loan officers close more loans. Dan could have written a book of handy tips for CRM users that would have served this purpose.
Instead, he set out to write a book to help leaders think differently about the technologies they are making available to their sales and marketing teams. We could not be more proud of the result.
In his book, “Authentic Intelligence: The Other AI,” Dan talks about what it takes to design software that users actually love.
“Even in these days of artificial intelligence/machine learning, businesses need human beings with experience and ‘Authentic Intelligence’ to make technology great, even loveable,” Harrington says. “You don’t have to look far to find software that looks like it was developed without any real understanding of how users would interact with it. Is it any wonder that so many technology initiatives fail?”
The book contains information pertinent to any business technology implementation, but since Dan has so much firsthand experience with the CRM/Sales Automation space, the book includes valuable insights into what wins and what fails with front line salespeople.
That’s where Dan started, after all. He’s been in the trenches. He shares the information that he wishes he — and his managers — knew when he started out as a loan officer.
The book offers proven strategies that have transformed thousands of salespeople into top performers. In this book, readers will discover how technology is used not to replace human relationships, but to enhance them.
Dan points to five critical factors that must be considered by leadership before implementing any new sales automation system. Together, he says they will determine the success or failure of technology initiatives.
•How does management find and eliminate complexity?
•How does management know if they have fallen victim to shiny object syndrome, SOS?
•How does management determine when technology is really easy enough to get used?
•How does management ensure the new technology gets adopted?
•How does management get the lower 80% of the sales team performing more like the top 20%?
If you’re considering investing in new marketing automation technology in 2025, or are dissatisfied with the tools you’re using today, reach out to Usherpa today. And get a copy of Dan’s new book at a discounted price for a limited time.