We’re not obsolete … yet.
There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer likes and trusts you, you won’t get the deal. You won’t even get invited to sit at the table. But when you get referrals, the trust your prospects have with their colleagues is transferred to you. You’ve earned their trust before you ever show up.
Sales AI doesn’t have the same advantage.
You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. Not so fast. We know that salespeople who use AI and other predictive analytics tools are far more productive than those who don’t. But will sales AI
