Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)

About this episode

Jeb Blount discusses the impact of AI on enterprise sales and the importance of people skills in the evolving sales landscape.

Enterprise selling is evolving fast, and the salespeople who understand what is coming are going to pull away from the rest of the field. In this episode of Ask Jeb on the Sales Gravy Podcast , Brian, a sales leader in Canada managing an enterprise team selling into large organizations, brings a big question: where is AI taking enterprise sales over the next few years, and what does that mean for sellers and their teams today? Jeb's answer might surprise you. He believes AI is about to flip the information advantage back to salespeople. For years, it has been said that buyers need salespeople less and less due to the wealth of information widely available. Jeb breaks down why that is about to change, and why the sellers who learn to use AI as a research and intelligence engine will walk into accounts as true consultants with information their customers do not have. But there is a caveat. Lazy salespeople and low-skill salespeople will not be able to operate in that environment. The technology only amplifies what you bring to the table. Brian and Jeb also dig into a challenge a lot of enterprise teams are facing right now: getting back in front of customers after years of leaning…

People in this episode

Host: Jeb Blount

Guest: Brian

Topics covered

• enterprise selling
• AI in sales
• people skills
• customer engagement
• sales strategy

Keywords

• enterprise sales
• AI
• salespeople
• information advantage
• customer meetings

Mentioned in this episode

Organizations: Sales Gravy

Places: Canada

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