The Sales Evangelist 8 Sales Predictions for 2026 | Donald C. Kelly - 1966
Jan 9, 2026
Discover eight intriguing sales predictions for 2026, focusing on the growing role of AI in handling administrative tasks and BDR functions. Trust is identified as a key competitive advantage, emphasizing the need for genuine human connections in an AI-dominated landscape. The rise of referrals and the importance of LinkedIn authenticity are highlighted, along with a trend towards internal referral programs. Outsourcing outreach and utilizing influencers are expected to gain traction, while creative physical mail makes a comeback to cut through digital noise.
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AI Frees Sellers From Admin Work
- AI will shift seller time away from admin work toward selling by automating CRM updates, research, and follow-ups.
- Donald C. Kelly predicts AI will let reps spend more time on high-value conversations rather than data entry.
AI Agents Take On BDR Tasks
- AI agents will increasingly perform nuanced outbound tasks like calling and multi-touch outreach at scale.
- Kelly predicts agents will handle more BDR-style work but humans will retain edge in trust-heavy dialogue.
Trust Becomes A Competitive Advantage
- Rising AI outreach makes trust a rare commodity and a competitive advantage for human sellers.
- Kelly says buyers will demand proof of humanity through video, calls, and genuine interactions.