AI-Powered Seller Why AI’s Real Power Lives in Pre-Sales and Not Prospecting
Jan 14, 2026
David Maloof, Founder of Pre-Sales Advisory Group and a veteran in pre-sales leadership, dives into the transformative role of AI in the sales process. He explains how AI enhances pre-sales with tailored demos and proactive discovery strategies, shifting the focus from traditional prospecting. The conversation highlights the need for SEs to cultivate curiosity and adaptability to meet modern buyer expectations, emphasizing that AI is not a replacement for great sellers but a tool for those willing to evolve.
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Career Origin In A Sales Competition
- David Maloof explained how he discovered pre-sales after being recruited at a university sales competition by Oracle.
- He then built a career spanning Oracle, Salesforce, and MRI Software before starting Pre-Sales Advisory Group.
Pre-Sales Has Evolved Into A Tech Bridge
- Pre-sales evolved from demo jockeys to business consultants and now to a tech-forward bridge between product, sales, and customers.
- AI accelerates this by automating background research and making complex product stories accessible.
Use AI To Pre-Load Discovery
- Do pre-call research with AI so discovery becomes a validation session rather than starting cold.
- Use AI to automate demo builds, integrations, and data set creation so SEs spend more time with customers.
