Sales isn’t getting “less human” because of AI… if anything, the bar for being more human just got higher.
In Episode 2 of my Sales Rewired series on #PastthePitch, I sat down again with Robert Giuffra to get practical about what AI is actually changing in modern selling, and what still has to come from you.
A few ideas that stuck with me:
✅ AI should do the grunt work. You do the relationship. Drafting, summarizing, organizing… fine. But tone, judgement, and trust still belong to the rep.
✅ The 10 minute prep loop: scan for signals (funding, hiring, launches), social tone (what they care about), and stack clues (tools and competitors), then output a simple one line hypothesis of their priority.
✅ Calls run better when next steps are confirmed out loud, then reinforced with a tight follow up. Momentum decays fast when you wait.
And we don’t ignore the risks either. AI can produce generic tone, get facts wrong, or land on strange phrasing. Rob’s safeguards are simple and smart. Read it out loud, and never quote a number you can’t verify.
What would change in your pipeline if you automated one low value task this week, and reinvested that time into trust building?
Listen to Episode 2 here: https://lnkd.in/eB2Sj7Kk
And if you want a simple challenge, try this for the next 5 working days: same day recap for every active deal. What do you notice?
