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The humans who remain will need to excel at the uniquely human aspects of selling: relationshipbuilding, complex problem solving, and strategic influence. More specialization in human roles, with AI handling the connective tissue between specialized functions. This doesn’t eliminate the need for human sellersit elevates the bar.
While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. Timeline for Improvement : Expect culturally-aware AI models by late 2025/early 2026 as training datasets become more globally representative. The latest AI B2B to go through hyper-growth.
The “people person” sales profile that relies on smooth talking and relationshipbuilding? Understanding your prospect’s specific industry challenges does. Having deployed solutions for similar companies does. The Challenger Sales methodology already identified this as one of the worst-performing profiles years ago.
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