AI-Powered Seller A 2025 AI Reality Check for Sales Leaders, Reps, and RevOps
Jan 21, 2026
Kara Burd, Head of Marketing at Skaled, joins Jake Dunlap to revisit AI predictions for sales by examining real outcomes. They reveal that sales reps adopted AI tools faster than leadership could figure out policies. Surprisingly, AI didn't replace jobs but widened productivity gaps among performers. Co-pilots turned out to be distracting, while personalization became essential for effective outreach. The duo also discusses why many top reps hesitated to embrace AI, relying on tried-and-true methods instead. Tune in for practical insights on integrating AI into sales strategies!
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Reps Adopted AI Before Leadership
- Sales reps adopted AI broadly before leadership formalized policy or programs.
- This grassroots adoption forced leaders to react rather than lead the transformation.
AI Caused Performance Gaps, Not Mass Layoffs
- AI created leverage gaps where some reps multiply output rather than cause mass layoffs.
- Expect a growing divide between AI-savvy reps and those who don't adopt it.
Edit AI Output And Validate Thought Process
- Do not copy-paste AI outputs without editing and adding human context.
- Test the writer: explain the thought process behind generated content before sending it.