About this episode

John Barrows and Katrin Gurvich discuss the importance of human connection in an increasingly AI-driven sales environment.

AI can speed up the work, but it still cannot replace the human connection that moves trust forward. In this episode, John sits down with Katrin Gurvich, a GTM Strategy & Operations leader at Navan, to talk about networking, referrals, AI, hiring, and what modern sales teams need to protect as the go-to-market world gets more automated. Katrin shares how she built connection as a skill, why referrals have lost meaning when they become a checkmark, and why AI-assisted work still requires real ownership from the person using it. If you are in sales, RevOps, enablement, leadership, or any GTM role where AI is changing the way work gets done, this conversation gives you a practical way to think about human touch, buyer trust, personal brand, and how reps should use the time AI gives back. Want to build a team AI can support but never replace? Visit www.jbarrows.com and learn how you can Make It Happen. What You'll Learn Why networking is a skill you can build through repetition Why referrals only matter when real trust sits behind them How AI use reveals ownership, curiosity, and judgment Why human connection still matters in modern GTM execution How onsites, events, and personal…

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