Nobody sees it

In Part 3 of 5 of our AI Readiness conversation, I asked my co-hosts about those moments. (A property is a field on a HubSpot record.) Trisha Merriam on what happens when you create them carelessly:

"If you're just creating a bunch of properties willy-nilly, good luck."

Here is how I put it:

"Oh, this person's set up on a different view for some reason, and… no matter how awesome this UI card looks, they're never going to see it."

"And it's not their job."

Trisha has been there too:

"I have had those light bulb moments where I'm like… why aren't you seeing what I'm seeing? That makes no sense… No wonder you're so confused."

I also told the story of a sales rep who wasn't using Salesforce, and what turned out to be missing from his setup.

Before you ask why they aren't using it, check that they can see it.