The Human Touch in AI-Driven Sales

5 snips

Nov 22, 2025

Daren Fields, a RevOps and sales consultant from Apex Publishing LLC, explores the intersection of AI and human expertise. He discusses how AI empowers buyers by providing knowledge while emphasizing the irreplaceable value of human interaction in sales. Daren shares an inspiring case where AI boosted sales margins by 28% and dispels myths about full automation. He envisions the future of sales as a collaborative effort between humans and AI, known as paired selling, and highlights the importance of developing skills to effectively engage with AI.

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INSIGHT

Buyers Arrive Highly Informed

AI has loaded buyers with information so they often know what they want before contacting sales.
Sales must focus on picking up that knowledge journey and earning trust quickly.

ANECDOTE

Jarvis-Assisted Distribution Win

Daren used AI as an assistant for distributors, keeping humans in the loop like Tony Stark and Jarvis.
That approach raised average sale margins by about 28% by guiding reps and summarizing distributor feedback.

INSIGHT

AI Reveals Hidden Distribution Gaps

AI-enabled surveys and summaries revealed distributors sold product far less often than executives believed.
Presenting that AI-produced data with human empathy unlocked prioritization and product changes.

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Summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Daren Fields from Apex Publishing LLC about the transformative impact of AI on sales and customer experience. They discuss how AI empowers customers with knowledge, the importance of human interaction in sales, and the misconceptions surrounding AI's capabilities. Daren shares real-world success stories of AI implementation, emphasizing the need for a balanced approach that combines human expertise with AI technology. The conversation also touches on the skills needed for sales professionals in an AI-driven world and the future of revenue operations. Takeaways AI is changing the customer experience by providing more information to buyers. The buyer's journey is increasingly advanced, with customers often being 78% informed before engaging with sales. Real-world examples show that AI can significantly increase sales margins when used effectively alongside human agents. Misconceptions about AI include the belief that it can fully automate sales processes without human involvement. Humans are essential in sales; AI should be seen as a tool to assist rather than replace them. AI can accelerate processes and improve efficiency in sales operations. The future of sales will involve a combination of human and AI collaboration, known as paired selling. Sales professionals need to develop skills in prompting AI effectively to leverage its capabilities. Data management and governance are crucial for successful AI implementation in sales. The landscape of sales is evolving, and professionals must adapt to remain competitive. Chapters 00:00 Introduction to AI in Sales 02:41 Transforming Customer Experience with AI 05:46 Real-World Success Stories of AI Implementation 08:36 Misconceptions About AI in Sales 11:43 The Role of Humans in an AI-Driven World 14:31 Emerging AI Technologies and Their Impact 17:31 Skills for the Future: Navigating AI in Sales The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.