I’ve seen quite a few “open letters” from CEOs to their companies about the use of AI.
The most recent comes from the new CEO of Opendoor, mandating that everyone at the company begins “defaulting to AI”:
This is really good advice for efficiency.
It’s probably really good advice for engineers.
But I’m not sure it’s good advice for sellers.
We definitely should be leveraging AI tooling for all of our administrative tasks. I use AI tooling heavily as a sales leader and as a solopreneur building Sales Introverts.
But my top performing sellers are differentiating with how they drive human connection – not by using AI better than other sellers.
They are strengthening their point-of-view of accounts by having as many conversations as possible.
They are driving trust by meeting on-site with our customers.
Every big deal we’ve closed we’ve differentiated from the competition by being more human.
So yes, keep learning how to leverage AI to become more efficient. Automate as much of you can of the “tedious” work.
But this week, look at all of your deals, and try to find one “play” you can run that doesn’t involve AI.
Maybe it’s a handwritten note to thank a champion for their efforts. Maybe it’s proposing the proposal review/business case readout happen in person. Or maybe it’s just picking up the phone to talk through a few quick questions instead of asking ChatGPT to draft an email for you.
Because if all we do is driven by AI, of course we’ll be replaced.
So let’s be the sellers that use AI, while differentiating with human connection.
If you want help with this, my AE Operating System covers how to both excel as a human while leveraging AI to work faster.
Hundreds have already jumped in, and are already selling more:
