About this episode

John Barrows and Jeff Kirchick discuss the impact of AI on sales authenticity and the importance of disqualifying the wrong buyers.

AI is not going to replace real sales. It's going to expose who was never really selling in the first place. In this episode, John sits down with Jeff Kirchick, author of Authentic Selling and a sales leader who has closed multi-million dollar contracts without ever going through formal sales training, to talk about why AI made personalization easier to fake and easier for buyers to spot, why authenticity is not the same as being liked, and why disqualifying the wrong buyer matters more than qualifying the right one. If you are in sales, sales leadership, enablement, or RevOps, this conversation gives you a practical way to think about AI-generated outreach, hiring for coachability over polish, the give and get scorecard behind real qualification, and why a smooth call is not always a good sign. Want to build a sales team that stays authentic as AI changes the job? Visit www.jbarrows.com and learn how you can Make It Happen. What You'll Learn Why AI made personalization easier to fake, and easier for buyers to spot Why authenticity is about being trusted, not being liked Why Jeff hires SDRs on exactly two traits, work ethic and coachability Why a smooth sales call without…

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