Enterprise Sellers Win or Lose on People Skills in the Age of AI (Ask Jeb)

This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting, objections, sales EQ, and inked, and I'm here to help you open more doors, close bigger deals, and rock your commission check. Welcome back to the Sales Gravy Podcast. It's wisdom Wednesday where you drive the agenda because on this segment of the Sales Gravy Podcast, you bring your biggest sales challenges, and Jeb Blunt delivers his best answers. And those answers, they come straight from the trenches because Jeb's not just teaching sales. He's out there prospecting, closing, and leading sales teams every single day. Let's take that next caller. Hey, Jab. Brian from Canada here. So, you know, my team, we're in that enterprise market, selling to large complex sales, f p 1,000 organizations. Just today, my team got our price for Copilot. You know, it's interesting interesting to see the ROI and how companies are viewing that. Where do you see like, fast forward three or five years from now. Where do you see the enterprise side of the market? Where do you see AI, you know, maturing that, you know, there's gonna be younger sellers, there's gonna be younger buyers, so that always evolves. But where do you see this today versus three or five years from now? I think that in enterprise selling, where you've got longer sales cycles and you have a great part of the sales cycle is just shaping. What you're doing is you're building a relationship, you're educating and you're leading up to and creating an opportunity to open up a buying window by anticipating what we call decisive points. But there's a decisive point where the stakeholder group makes a decision that they're gonna solve the problem. You can have 18 to five years. I mean, I've got a couple of clients in the enterprise space. It's a ten year process sometimes to get to the doorstep of being able to put something into the pipeline. What you're gonna see is that, in my opinion, that the human to human relationship and those type of sales is gonna become really the critical skill set. It's gonna be the one thing that's gonna give you an advantage. Because in enterprise sales, more than anything else, the reason that they need your people there as experts is that they don't feel comfortable making the decision without you. I can go buy a toothbrush on Amazon. I don't need a salesperson to help me with that. But if I'm buying custom software development, I wanna talk to somebody. I'm not gonna do that off of pushing a button on a website. So your people are gonna become guides. They're gonna become consultants, but this isn't new. Is that we've been talking about consultant of selling since the nineteen eighties. They're gonna become experts that help your customers make better decisions, and that's gonna happen through better communication. Where AI is gonna help them is it's gonna give …