The State of Sales: AI, Adaptation, and the Human Edge | with John Barrows

In this episode of the 1% Edge Podcast, Carlos Nouche and John Barrows discuss the evolving landscape of sales, particularly in the context of AI and changing market dynamics. They explore the notion that the last decade has been a golden age for sales, but also highlight the risks posed by AI and the need for sales professionals to adapt. The conversation emphasizes the importance of curiosity, critical thinking, and genuine human connection in sales, while also proposing innovative approaches to training and collaboration within sales organizations.

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‍Takeaways

The last decade has been a golden age for sales, especially in tech.
Sales processes have become overly engineered, losing fundamental selling skills.
AI poses a significant threat to lower-performing sales reps.
Curiosity and critical thinking are essential skills for modern sales professionals.
Sales training should focus on frameworks rather than rigid techniques.
Creating a 'sales lab' can foster innovation and collaboration in sales teams.
The importance of genuine human connection in sales cannot be overstated.
Sales professionals must adapt to the changing landscape to remain relevant.
The bottom 30% of sales reps are at risk of becoming obsolete due to AI.
Continuous testing and iteration are crucial for success in sales.

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Sound Bites