Don't expect an AI agent to invent a successful sales process. First, have your human team identify and document what works—effective emails, scripts, and objection handling. Then, train the AI on this proven playbook to execute it flawlessly and at scale. The AI is a scaling tool, not a strategist from day one.

Unlike human salespeople who may use pressure tactics, AI can be programmed to focus purely on informing customers. This educational approach builds trust and attracts better-informed buyers who are less price-sensitive, ultimately proving more effective than manipulative sales strategies.

AI tools that provide directives without underlying context—"AI without the Why"—are counterproductive. An intent signal telling sales to target a company without explaining the reason (e.g., what they researched) leads to generic outreach, wasted effort, and ultimately, distrust in the technology.

Instead of fully automating conversations and risking sounding robotic, use AI to provide real-time suggestions and prompts to a human sales rep. This scales expertise and consistency without sacrificing the human touch needed to close deals.

The best use of AI in coaching is as a tool for skill practice, not a human replacement. It offers a safe, low-stakes environment for leaders to rehearse challenging scenarios, like difficult conversations, and receive immediate feedback without the judgment of a human observer.

Rather than fully replacing humans, the optimal AI model acts as a teammate. It handles data crunching and generates recommendations, freeing teams from analysis to focus on strategic decision-making and approving AI's proposed actions, like halting ad spend on out-of-stock items.

To replace a technical expert in a sales process, an AI's value isn't just its data. It should be prompted to explain concepts through storytelling, visualizations, and 'future scaping.' This shifts the AI from a mere information-dispenser to a persuasive communicator that resonates with a buyer's emotions.

A powerful framework for the human-AI partnership: AI provides the "intellectual capacity" (data, options, research), but the salesperson must serve as the "intellectual activator." Their irreplaceable role is applying strategic judgment and critical thinking to activate the information AI provides.

While AI offers efficiency gains, its true marketing potential is as a collaborative partner. This "designed intelligence" approach uses AI for scale and data processing, freeing humans for creativity, connection, and building empathetic customer experiences, thus amplifying human imagination rather than just automating tasks.