Ep. 133 – Frontier AI: What the Highest-Performing Sales Organizations Are Doing Differently with Bob Kelly - Part 1
About this episode
Bob Kelly discusses the findings from a comprehensive study on AI adoption in sales and what sets high-performing organizations apart.
In this episode of Selling Intelligence, Bob Kelly, Founder and Chairman of the Sales Management Association, joins Mark Petruzzi and KK Anderson to unpack the findings from one of the most comprehensive benchmarking studies on AI adoption in sales. Drawing from research across 111 sales organizations, Bob reveals why simply using AI is no longer enough. The real advantage belongs to a small group of “frontier organizations” that have moved beyond experimentation and embedded AI into the way sales actually gets done. The conversation explores the current state of AI adoption, why most organizations are still only “dabbling,” and the growing performance gap between companies that integrate AI strategically and those that simply rely on general-purpose tools. Bob also introduces the concept of “machine stench,” explains why authenticity has become more valuable than ever, and shares why sales managers will play an even more important role as AI transforms the revenue organization. What You’ll Learn: Frontier AI Adoption: What separates the highest-performing AI-enabled sales organizations from everyone else. Beyond AI Experimentation: Why most companies are still…
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