Skeptical of the hype

A new sales "panacea" comes along every couple of years.

A new book, a new method, and suddenly everyone throws out what worked last year for the shiny new truth. I have watched it happen for thirty years.

AI is just the loudest version yet.

Let me be clear. I am not anti-AI. I use it every day. It is the best assistant I have ever had.

But selling AI to salespeople as the thing that will "revolutionize" their results is the same old trick in a new outfit.

There is no silver bullet. There never was.

Sales success is not a tool you buy. It is a puzzle you build and align around how your customer actually buys. Mindset, communication, structure, coaching, all of it pulling the same direction.

Here is the part that genuinely excites me, though. Once that foundation is right, AI does something no previous panacea ever managed. It gives you your time back. The research that used to eat a morning. The follow-up that never got sent. The preparation you skipped because the day ran out.

Hand those hours to a seller who knows what to do with them, and you do not get a revolution. You get something better. A good salesperson with more room to be good.

That is worth taking seriously, and it is what I want to dig into next. So by all means, let AI write your first draft, summarize the call, prepare the research. Make it your servant. Just do not outsource the judgment that makes you worth hiring.

Tell me, where has AI genuinely helped you in your selling, and where has it been all noise?

#SalesTraining #B2BSales #SalesEnablement #AI #SalesLeadership