good topic Kyle, we're all thinking about this, another topic you may want to explore ai tools on the prospect side too; with ai they will scale prior research/assessments to a point of reducing reps' status as teachers/experts, and hence trusted advisors, I'm speculating. Prospects can do POCs themselves, for example a free trial with ai running 100s of scenario's and assessments. SMB automates completely, and big enterprise is left with far fewer elite reps managing much shorter sales cycle.
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good topic Kyle, we're all thinking about this, another topic you may want to explore ai tools on the prospect side too; with ai they will scale prior research/assessments to a point of reducing reps' status as teachers/experts, and hence trusted advisors, I'm speculating. Prospects can do POCs themselves, for example a free trial with ai running 100s of scenario's and assessments. SMB automates completely, and big enterprise is left with far fewer elite reps managing much shorter sales cycle.
that's a great suggestion! And I think we will see a move towards this in the future.
@@salesintroverts great, thx