©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.
By, Michael Gerard
I was reading an article in MIT’s technology review this past weekend about social intelligence, and I came across an interesting comment by Stanford professor Clifford Nass, an expert on human-computer interaction. You may be thinking, “what could this possibly do with sales?” Well, Nass was commenting on why Microsoft’s 1997 intelligent assistant for Microsoft Office, Clippy, failed so miserably. As Nass suggests, “Clippy’s problem was it said ‘I’ll do everything’ and then procreeded to disappoint [its customers].” Sound familiar?. . . I hear this from a lot of CIOs about their interaction with their vendors’ sales teams.