Smarter Sales, Not Faster: Wes Schaeffer on AI, Trust, and Real Conversations

In this episode of Making Sales Social, host Brynne Tillman sits down with sales veteran and author Wes Schaeffer to unpack what’s really holding sales teams back in today’s AI-driven world. Wes challenges the obsession with speed, automation, and shortcuts, arguing that most sales problems don’t come from a lack of tools but from a lack of clear thinking, discipline, and human connection. Together, Brynne and Wes explore why doing things faster often creates more friction, how “busy work” hides poor strategy, and where AI and automation can actually support, not replace, real sales conversations. You’ll hear practical insights on: Why sales success comes from being smarter, not faster The danger of over-automating trust-based conversations How AI should support thinking, not replace it What most sales teams misunderstand about productivity and pipelines Why human curiosity and follow-up still outperform any tech stack If you’re using AI, CRMs, or automation in sales, and wondering why results haven’t improved, this episode will help you reset your approach and refocus on what truly moves deals forward.