1. We’re not in a “Tech Stack” war. We’re in an “Agent Stack” war.
Salesloft said they already have 26 AI agents. Gong, Clari, Seismic, Outreach — They’re all building exactly the same ones: Forecasting, Account Plans, Coaching. It’s the Sales Tech arms race all over again. But this time, more bloated. Don’t buy the hype. Build true innovation.
2. Most sales orgs are entering the AI race… for FOMO.
87% of sales leaders feel pressure to “implement AI”. Only 1 in 10 are focused on outcomes. The rest are stuck in a FOMO race. You don’t win by stacking tech. You win by delivering real value to buyers and sellers. Do the work.
3. Buyers are escaping seller interactions, but it’s not the “death of sales”.
64% of buyers prefer a seller-free experience (up from the popular 43% survey everyone keeps quoting). But it’s not about “no seller”—it’s about no BS seller. Gartner says Digital-Augmented Sellers who guide and support buyers alongside digital Buyer Enablement tools are the ones seeing most results.
4. Buyer Enablement = AI’s new competitive battleground.
The future of GTM will be driven by buyers wanting to change, not sellers. AI is not about just making reps faster—it’s about making buying easier. Buyers will adopt AI that genuinely simplifies buying, which will drive innovation in how we sell. Gartner is bullish on Digital Sales Rooms for buyer-facing AI.
5. Sales skills are changing—fast.
70% of leaders think sales skills will shift entirely by 2027. What matters most? Growth mindset (learn AI skills and adapt to change). Creativity (use AI in creative ways). Ability to co-pilot AI (Only 6% of JDs mention this today).
6. The next big career move? Becoming AI-Accountable.
Only 1/4 of sales leaders feel AI-accountable. That will be the biggest gap in performance (and compensation) in the next 2 years. If you can’t prove “Here’s how I’ve cut selling time by 30%” in your next interview, you’re disqualified.
7. Most sales leaders are still skeptical of AI.
Despite the hype, the top question was still: “Will it actually help my team sell more?” Spoiler: Only if you stop thinking of AI as a ChatGPT prompt, and start thinking of it as a teammate. The quality IS good enough. You’re just behind.
8. AI without good context = a sandwich with mayo on the outside.
Hilarious, but accurate. Your AI is only as good as the instructions it gets. What teams miss? Only sales leaders can truly give these instructions. Only they can own AI initiatives for them to be successful. Not Ops. Not IT. YOU.
Post continues in the comments 👇
This post was originally shared by on Linkedin.