There is no doubt that we are in the middle of summer. I hope that you have a cool place to keep you comfortable while you read my latest newsletter.
After the weather and the tariffs, the most significant news topic in the business world has been Artificial Intelligence, and the growing conversation has been its potential changes to the job market.
I firmly believe that every knowledge worker (and that includes salespeople and sales management) has to learn to use this new and powerful tool. Will artificial intelligence change the way we salespeople do our jobs? Almost definitely yes. However, it doesn't mean that there will be fewer salespeople; it simply means every salesperson will have to be more efficient to keep up with their competitors.
You will see two articles later in this newsletter about the introduction of technology and its potential effects on salespeople. The first is relatively recent, and it talks about the areas where AI will struggle to replace knowledge workers. The second article was from quite some time ago, when people thought that the Internet was going to replace salespeople.
To learn to use technology, salespeople need to learn from other salespeople. Iron sharpens iron. That is why we created the B2B Sales Lab - if you want to become great at sales, you should check it out. More information is available later in this newsletter.
I hope you enjoy my newsletter. As always, if you have any questions or concerns, feel free to let me know, as my contact details are below.
Sean 513.348.8700 Sean@NewSales.Expert |
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Drive New Sales
In Your Company |
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B2B Sales in the Age of AI: Why Top Salespeople Will Thrive While the Repetitive Roles Disappear |
The buzz surrounding artificial intelligence has left many professionals wondering about the future of their careers. For B2B sales professionals, the rise of AI presents a fundamental question: Will AI replace salespeople?
The short answer is no, but it will replace some of their work. More accurately, AI will redefine the B2B sales landscape by eliminating lower-value activities, consolidating support roles, and enhancing the capabilities of top performers. In doing so, it will widen the gap between average and great salespeople.
Several years ago, I wrote a similar explanation about the fear that “the internet” would replace salespeople. That didn’t happen. You can find an excerpt of that article later in this newsletter and on the site that supports my first sales book.
This article explores how B2B sales is positioned relative to AI disruption, referencing key insights from Benjamin Todd’s article, “How Not to Lose Your Job to AI” (80,000 Hours, 2025). Todd’s framework on skill types that increase in value in the age of AI helps us understand how high-functioning sales teams should evolve and how sales professionals can future-proof their careers. |
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Your Sales Team Deserves More Than a CRM and a Pep Talk
What if you had a place to get unstuck, test ideas, and sharpen your skills?
That’s precisely why we built the B2B Sales Lab. It’s a private community for B2B sales professionals who want honest answers, fresh ideas, and feedback from people who’ve actually carried a quota. Whether you're a rep, manager, or founder, this is your edge.
Inside, you’ll find live coaching, peer deal reviews, proven messaging frameworks, and zero fluff. It’s not theory. It’s tactical help from those who’ve been there.
If you’re ready to help your team grow faster and sell smarter, without adding more meetings to your calendar, this is the place. |
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Are salespeople necessary in the modern age? |
The question is often asked, “Are salespeople necessary in the Internet age?” The theory is that with the ability of the Internet (and now Artificial Intelligence) to allow for massive research of technologies and products, what role does the salesperson have in the modern economy?
I will cut to the chase on my answer and then explain it later in the article that you can read in the Read More button below: The CFO can eliminate the sales force only if all of the following are true:
Your product is so simple and your relationship with the buyer is so straightforward that no Internet research is required. In other words, think of things that you buy in a mall or a grocery store (although I will explain a vital caveat later in the linked article). You have a commanding market share, probably above 50%, and your competitors assume that they will lose when they are up against you. Your VP of Manufacturing and your VP of Supply Chain have told you that they cannot handle any increase in orders.
In every other case, your sales force is ABSOLUTELY necessary. |
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Are You Coming To Beers & Biz? |
Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today's business challenges. It is probably the best networking event in Greater Cincinnati. If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendar and attend. There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses. Our next event is on July 24 at Gilligans Brewery - 400 Wyoming Ave, Cincinnati, OH 45215
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Two Tall Guys Talking Sales Podcast |
Future-Proofing Your Sales Career with AI, Strategy, and Smarter Workflows
This episode of Two Tall Guys Talking Sales isn’t about fear, it’s about focus. Sales success today requires a sharp blend of strategic thinking, tool adoption, and human skills that are nearly impossible to replicate. Kevin and Sean lay out a blueprint that every sales leader, rep, and business owner should follow to thrive in this new era. If you’re serious about sales management, value selling, messaging clarity, and staying ahead of disruption, this episode will give you the mindset and tactical clarity to act now. Don’t just listen, level up.
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New Sales Expert LLC helps company owners maximize the value of their businesses by enhancing their revenue generation capabilities. I help owners improve their sales management, methodologies, processes, teams, and messaging. You are not alone if the turbulence in the global market is causing you challenges in growing your company. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes, and accountability you need to create record-breaking growth. If the past has taught me anything, those who develop a plan-ahead strategy will far surpass their competitors once the crisis ends. My goal is to drive sales growth. I do this with my proven system that focuses on creating record-breaking sales for your company, defined in these three steps: Create a Sales Plan With a Solid Sales Process Find Your Best Customers Grow Your Revenue by Following an Effective Sales Process
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My book: Eliminate Your Competition |
Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already decided before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish you could be the preferred vendor for all your opportunities? Selling is a demanding career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in decision-making that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.
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