Work
I've spent more than a decade in B2B software sales. The tools change. The difficult part remains remarkably human.
Processes help. Methodologies help. A clean CRM certainly helps. But none of them are the sale. The sale happens when two people understand a problem well enough to decide what to do next, in the quality of the questions, in whether someone feels understood, and in whether the next decision becomes clearer than it was before.
I don't think the job is to push someone towards the outcome that suits the seller. The job is to make the decision clearer: what changes if we do this, what happens if we don't, what matters now, and what would make this a bad decision.
Good sales helps people decide. It doesn't decide for them.
AI is part of how I work every day. I use it to prepare, research, structure information, review pipeline and remove administrative work from the sales process. The interesting question isn't how much selling can be automated. It's how much unnecessary work can disappear so that more attention is available for the part that shouldn't.
AI should remove the work around the conversation, not the conversation itself.
For companies, roles, dates and the chronological version of my career, LinkedIn is the better place ↗.