How are you adjusting your sales strategies to address the increased complexity resulting from the rise of self-service options and larger buying groups influenced by GenAI?
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Although AI is still very new to most, there is a huge difference between AI processing and human thought. AI is a mass of data and holds a wealth of 'answers.'
What AI is incapable of, and will never be capable of, is thinking. AI is a brilliant tool, but it is incapable of having or understanding emotion.
A salesperson, who is typically a subject matter expert in their field, should assess everything from the compelling event that created the opportunity, to the client's emotions, current business results, personal results, and desired results. Outside of very active listening, great salespeople visually take in numerous unique data points and gain something AI can't ever possess: 'gut instinct.'
If you provide more than simple transactional services, your services will always be in high demand. Remember, all these great technologies we use today came from exceptional people like you with new disruptive ideas.
Embrace AI, learn how to use it, and learn how it uses you. Teaming with and understanding AI technology is the only way to appreciate and sell against its inadequacies.
As self-service grows and buying groups expand, especially with GenAI shaping how decisions are made, we’re evolving from traditional selling to being more of a strategic partner in the process. Buyers often come in informed, so our focus is on adding clarity, not repeating what they already know. We’re using AI tools to track engagement, identify key stakeholders, and tailor outreach based on where each person is in their journey. It’s less about pushing a pitch and more about helping buyers move forward with confidence.