AI-Powered Seller Stop Using Outdated Playbooks Like MEDDIC & BANT
Sep 10, 2025
Jake Dunlap, Founder and CEO of Scaled Consulting and author of The Innovative Seller, dives into the urgent need for sales leaders to update their approaches in the face of AI advancements. He discusses the limitations of outdated frameworks like MEDDIC and BANT, advocating for the Four C's and the VEX framework to personalize sales journeys. Dunlap highlights the importance of meaningful conversations over mere activity metrics, and introduces strategies like the 'magic email' technique for understanding buyer intentions better. His insights redefine how sales can align with modern consumer behavior.
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Episode notes
Internet Shift Analogy For AI
- Jake recalls the internet shift that rewired problem-solving and workplace skills.
- He warns copying and pasting AI will make you replaceable and urges deeper use.
Leaders Must Own AI And Revenue Tech
- Revenue leaders must be committed to technology and AI proficiency to remain competitive.
- Outsourcing tech knowledge to overwhelmed RevOps teams leaves leaders blind to the art of the possible.
Schedule Weekly AI Experiment Time
- Block two hours per week to experiment and become fluent with generative AI tools.
- Use the 80-15-5 rule to balance immediate, near-term, and long-term priorities.
