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In The Age of AI, It Just Won’t Be Enough Just To Be a “Good People Person” in Sales
- In the age of AI, being a 'good people person' may not be enough in B2B and SaaS sales.
- AI can instantly be a product expert, working 24x7, raising questions about the necessity of interpersonal skills.
- AI already excels in crucial areas like availability, product knowledge, and honesty in comparison to human sales reps.
- Mediocre sales professionals, especially BDRs, are at risk of being replaced by AI due to their inability to match AI's capabilities.
- The myth of the 'people person' sales profile is dispelled in favor of technical expertise and industry competence.
- Customers are showing a preference for AI over humans in scenarios requiring immediate information and avoiding traditional qualification processes.
- Elite performers in sales roles may still hold value, particularly those who possess deep technical and industry knowledge.
- Technical and industry competence are becoming essential for survival in sales, surpassing the importance of personality.
- AI's impact on sales roles is imminent, prompting the need for sales professionals to specialize and enhance skills that AI cannot replicate.
- The sales landscape is evolving rapidly, emphasizing the shift towards technical proficiency over traditional interpersonal skills.
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