AI-Powered Seller
Forget the theory. This is where real-world applications of AI in sales take center stage.
Join AI and sales expert Jake, as he delivers cutting-edge insights into the future of sales - powered by AI.
Whether you're in leadership, on the frontlines, or driving sales enablement, Jake will give you the practical tips you need to supercharge your sales efforts and outpace the competition.
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AI-Powered Seller
The 3 Skills Every Seller Needs to Survive the AI Shift
What happens when AI doesn’t just assist sellers but starts replacing them?
In this episode of AI-Powered Seller, Jake takes a hard look at the timeline: when AI will start automating transactional deals, when mid-level sellers will struggle to stay relevant, and what skills will actually matter in an AI-driven sales world. Forget the distant future. This shift is happening faster than you think. AI is transforming sales in real-time.
But this isn’t just another “AI will change sales” discussion. Instead of his usual co-host, KD, Jake is joined by a different kind of guest: one of OpenAI’s most advanced reasoning models. The goal? Get straight answers on where AI is taking sales and what sellers need to do right now to stay ahead.
What you’ll hear about in this episode:
- The timeline for AI’s potential to replace mid-level sellers (and the roles that are at risk first)
- The three must-have skills sellers need to stay relevant in the AI era
- A roadmap for leveling up over the next 2-4 years and what you should be learning NOW
- How generative AI is boosting productivity (saving hours per week + improving sales quality)
Whether you’re an SDR, AE, or sales leader, this conversation breaks down what you need to do to stay ahead before it’s too late. No scare tactics just a data-backed breakdown that sales professionals need to hear.
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Connect with Jake: https://www.linkedin.com/in/jakedunlap/
All right, what's going on, everyone? Episode number six of the AI-powered seller. And let me tell you this you are in for a treat today. I, for the last week or so, have been messing around with the ChatGPT-01 Pro model, which, if you're not a nerd like me, you're like what the hell does that mean? It's its most advanced reasoning model and it really can go down some rabbit holes. It really can go deep on topics and ping pong around, and so I had a 20 plus minute conversation with this new model on the future of B2B sales and what does it mean to be an AI powered seller? What do sellers need to do, whether they sell a 50K, 100k product? What are the skill sets that are going to be relevant today? It made some pretty bold predictions y'all around the years, that sellers will start to become less needed in the process. It made some pretty bold predictions about what people are going to want from sellers, and it talked also about what it means to build relationships, which we all think is the cornerstone of sales as well. I mean this episode, out of all the episodes we've done, in my opinion, is probably one of the more impactful for everyone that listens. This episode is going to help you level up, compete and really get a sense for how soon a lot of these changes are coming. So buckle up. You might want to grab a beer or a glass of wine, for this one for sure. Or maybe go home and grab a beer, a glass of wine afterwards, because we go deep. This is a deep conversation, so I'm excited to hear what you have to think about it. Make sure to leave a review of the podcast. Make sure to follow and subscribe so you can get the latest episodes when they come out. If you're watching us on YouTube, as usual, make sure to subscribe to the channel. You might want to check this episode out on YouTube, you know, because you can actually watch some of this stuff in action. So buckle up everyone and let's jump into AI Powered Seller.
Speaker 1:Episode number six Chat GPT-01 Reasoning okay. 01. Reasoning Pro. I just upgraded to the Pro model. It's $200 a month, right? So before I recommend anybody else sign up for it, I was like, well, let me go mess with this. And so today I'm going to have a conversation with ChatGPT's latest reasoning model on the future of B2B sales. So for those of you who are listening on the podcast, do not worry, I will describe all the different outputs etc for you as well. Or just go check out everything on YouTube as well too, where you'll be able to see, you know, all the details and the prompts and everything running in real time. But do not fret, this is going to be an exciting one, maybe a little nerve wracking for some folks, but I'm confident that everyone's going to walk away with this smarter and really understanding the use cases for ChatGPT. So again, we're gonna be using the O1 Pro reasoning model. This, to me, is the Cadillac.
Speaker 1:In a future episode, I'm gonna talk about the deep research function. We're not gonna do that today, so let's just kick it off, all right. So first thing I'm gonna do is just say, hey, let's have a conversation. And then here we go and we're going to try to use the voice too, which I think might be a little more fun, all right? Well, let's have a conversation. I want to talk about the future of B2B sales and what it means for people who are sellers today and maybe just have an open dialogue with me and you for the next 20 minutes. So I've got some questions I want to tee up and ask you and then I'm hoping you can kind of tell me where you see the future in terms of your ability to impact sales.
Speaker 2:Absolutely. That sounds like a great discussion.
Speaker 1:Let's dive in. What's the first question you have in mind? All right, so first question that I have for you is you know a lot of people are talking about, you know, will B2B sales become irrelevant, right? Will B2B sales, you know, will people prefer to not have salespeople involved and just interact with AI? So let's just go down chronologically here. Let's start two years from now, 2027. Where do you think that generative AI and agents and other workflows will be able to replace B2B sellers? And let's think in deals. How about under 50k be able to replace B2B sellers? And let's think in deals.
Speaker 2:How about under 50K by 2027,? I think AI and automated workflows will play a significant role in handling straightforward lower value B2B transactions, especially under 50K. Ai can efficiently handle initial outreach, answer common queries and even guide prospects through most of the buying process. However, for nuanced discussions, relationship building and complex negotiations, human sellers will still be crucial. Ai will augment sellers, not replace them entirely. It's all about enhancing efficiency and freeing up time for more strategic interactions. What are your thoughts on this? Do you think AI will have a significant impact on?
Speaker 1:B2B sales, especially in the next few years. Yes, I do for sure. Okay, so let's go deeper here. 2027, literally two years from now. Let's say the middle of the pack seller. Let's say a seller who sells a product for $40,000. Let's say this seller has hot jobs a little bit, so they really haven't become an expert in any industry. They know basic soft skills. You know what do you think? And again, I want you to give me a number here. I don't want you to waffle. I want you to be straight up. What is the likelihood that that person will be valued by the seller in 2027?
Speaker 2:For a middle of the pack seller with basic skills and frequent job changes, the likelihood of being highly valued by employers in 2027 might be around 30% to 40%. The market will likely favor specialists and those who adapt quickly to using advanced tools, making it tough for generalists to stand out. Those who enhance their skills with AI and focus on deeper industry knowledge will be more secure. Do you have any other specific scenarios or rules in mind that you'd like to explore in this context?
Speaker 1:Oh, yes, I do, I have plenty. All right, so you're saying 30% of mid-level sellers will most likely not be as employable because they don't have any real expertise. So let's just let's take it to the next level. Okay, at what year? Let's say the next 30%. So let's say now we're talking top 80% of sellers. Okay, and again that with the skill sets that exist today, what do you think the like? What year would you predict that the same numbers happen?
Speaker 2:Let's say it only 30 to 40 percent of them are needed for the top 80 percent of sellers, those who have some industry knowledge and adaptability, but our top tier experts. We might see a similar shift around 2030. By then, the capabilities of AI and automation will likely be advanced enough to handle more complex sales tasks, reducing the need for a broad swath of sellers, but those who keep upskilling and leveraging AI to enhance their roles will still be valuable. It's all about adapting to the evolving landscape.
Speaker 1:Okay, so we're saying in five years, 80% of sellers. Well, again, it's like 30% of the 80% might still be applicable. So let's's talk about let's go 10 percent more and then we're going to go back. Okay, let's say another 10 percent. So let's say 90 percent of b2b sellers and let's keep it right now in sales cycles under 50k. When do you think 90 percent of b2b sellers again, leaving only those with deep industry expertise? Around what year do you think we'll get to 90%?
Speaker 2:reaching the point where 90% of b2b sellers in sub 50k cycles are impacted could happen around 2035. By then, ai and automation will likely be sophisticated enough to handle a vast majority of routine sales tasks, leaving only those with deep industry expertise and strategic capabilities in demand. This will be a significant shift, but highlights the importance of specialization and continuous learning.
Speaker 1:Okay so there we have it everybody. So by 2030, which is sooner that's 80%, and that other 10% still has another five years, so that's a pretty significant shift. So let's rewind now. Let's go back again to 2025. What are the roles right now that must upskill? So if you knew the roles let's say, a sales development rep, inbound versus outbound rep. Let's say your mid-market account executive, transactional account executive, enterprise account executives what are the roles that, if they don't start to up-level now, are most likely going to be the first to be replaced?
Speaker 2:Roles like sales development reps, sdrs especially inbound SDRs and transactional account executives are the most at risk if they don't start upskilling now. These roles often involve more routine tasks that AI can easily automate. Outbound SDRs might have a bit more time due to the complexity of outreach, but they should also focus on leveraging AI tools to enhance their effectiveness. Mid-market and enterprise AEs who handle more complex relationship-driven sales will have more time, but should still focus on developing deeper expertise.
Speaker 1:Okay. So there you have it. Everybody all right. So if you are an inbound SDR, get out now. I'm telling you I'm gonna do it. We're gonna do a mini episode on what open AI has already released around inbound. Sam Altman released it a few weeks ago. So so make sure to tune in for that Inbound and highly transactional sales. So let's talk then about that's in the next year or two. Okay, so if I'm a seller right now, maybe I'm five years into my sales experience what would you say? The skill sets are that I need to like double, triple, quadruple, down on Again if I want to stay relevant.
Speaker 2:To stay relevant, you should focus on these key skill sets Mastering AI and automation tools. Developing deep industry knowledge and honing strategic thinking and relationship building skills. Embrace data analysis and learn to leverage insights for decision making. Continuous learning and adaptability are crucial. The combination of tech proficiency and strong human centric skills will set you apart well, let me ask you a question, though.
Speaker 1:I mean human. You said human centric there, but I mean a lot of this. A lot of these skills aren't really you know, a lot of these skills we're talking about aren't necessarily human centric. So let's just take, let's we can kind of break down those, let's break down the three one by one and let's let's paint a roadmap over the next two to four years for you know these different levels of reps. Again, you now know, in 2030, if you're a top 80%, you know you better start to level up. So let's first talk about using AI tools, becoming proficient. Obviously, other than reading the innovative seller book, which I highly recommend everybody do, we actually talked about this exact trend in the book and how you can stay. You know, one of the four C's is consistent performance, optimization is one and commitment to AI and technology proficiency is another one of the four C's. So if you're a rep today and let's say, your company isn't paying for you to level up, right, these companies are behind. So if you're a rep today, what should I do?
Speaker 2:Absolutely. If you're a rep today and your company isn't investing in your upskilling, you can take the initiative yourself. Start by leveraging free or affordable online courses in AI, automation and data analytics. Experiment with AI tools on your own time to understand their capabilities. Engage with communities and networks focused on AI and sales. Reading books like the Innovative Seller and staying updated with industry trends will also help you stay ahead. Self-education and proactive skill development are key in this rapidly changing landscape.
Speaker 1:There you go. Well, that was a great call out for Innovative Seller. I will say that is definitely something, so you're staying up to speed. So, again, for every seller out there, I want you to listen to this If you are not investing in yourself, right?
Speaker 1:I did a talk a little bit ago. I had a room of about 90 sellers. I said how many of you are using generative AI daily, weekly? About 90 of the hands went up. Maybe three or four didn't. Then I said how many of you have had any training or has your company provided anything? Every single hand went down. And so I'm telling you right now, companies are struggling, right, companies? Right now, I'm seeing it already Companies are like investing in co-pilot, which is like a very generic AI without very specific use case based workflows, like agents, and it's scary. It's scary that these companies are not helping their people to level up. So I like that one, all right. So now tackle number two. What was the second one that you said a rep needs to do? And then what can they do to get better at that?
Speaker 2:The second key skill is developing deep industry knowledge. To get better at this, immerse yourself in your industry's trends, challenges and innovations. Engage with industry-specific content like webinars, conferences and publications. Build relationships with thought leaders and join relevant forums or groups. This will give you deeper insights and position you as a knowledgeable resource for your clients. Continuous learning and staying updated on industry developments are crucial. Okay there, you heard it everybody.
Speaker 1:If you are not becoming an industry expert. That, to me, is the big one. Actually, let me ask you this If you had to rank these three in terms of becoming obsolete, my take and please don't agree with me, because you know you don't need to agree with me, my take is the single skill that will eliminate the most sellers is a lack of being an industry expert and somebody that's that, with a certain job title, actually wants to talk to. Am I right or wrong?
Speaker 2:You're definitely on point. Being an industry expert is crucial. It builds trust and credibility, making you an indispensable resource for clients. Without that deep knowledge, it's tough to add unique value. So, yes, lacking industry expertise could be the biggest factor in becoming obsolete. Mastering AI tools and strategic thinking are important, but being a trusted advisor in your industry is paramount. Would you like to dive into how to build strategic thinking and relationship skills? Next?
Speaker 1:Yeah, we can do that in a second. I want to kind of double down on that for everybody listening right now. So, for everybody listening, if you have been hopping jobs, there has been a backlash against people hopping jobs, right, it's been like, well, if this doesn't happen, then I should be able to move, or, yeah, I should be able to go make more money, and all of that is very real. Okay, you live your own truth, you do whatever you need to do.
Speaker 1:But what I'm telling you right now, sellers, because you haven't actually learned or gone deep on an industry, this isn't just my opinion. My boy over here, chad GPT, is telling you the exact same thing. That is the skill, my friends, that is very difficult for one people to not want to interact with you. Right, people want to interact with an industry expert, and it's the more difficult one for AI to replicate. It's the nuances, it's that extra 5, 10, 15% in a conversation, to where a buyer goes. Ah, yep, she gets it, she gets it.
Speaker 1:And so if you're a seller out there, I want you to really hit. You know you can hit. Pause right now. And I want you to think about this Are you becoming an expert in anything, because if you aren't becoming an expert in anything, you are going to be an expert in nothing, and that means your soft skills or your ability to run a demo are going to be replaced. So, my friends, this is your wake-up call. Industry expertise is the future. It always has been. Honestly, the best sellers stay in the same industry because they build networks and proprietary knowledge and they're like why do I want to go relearn an industry? I already know this one really well? So, all right, man, let's jump to number three here. If you're a seller today, what should I do to make sure I stay relevant in 2027, 2030?
Speaker 2:Absolutely. That was a great call to action. The third key skill is honing your strategic thinking and relationship building skills To stay relevant in 2027 and beyond. Focus on understanding your clients' needs deeply and offering tailored solutions. Build genuine relationships by being a trusted advisor rather than just a seller. Engage in active listening, empathy and problem solving. Combining these human-centric skills with tech proficiency and industry knowledge will make you invaluable in a rapidly evolving landscape.
Speaker 1:All right, let's go deeper there. All right, because you talked about the rapidly evolving landscape, but you also talked about relationship building. Let me ask you this the rapidly evolving you know landscape, but you also talked about relationship building. Let me ask you this because I, I I think most sellers, when they think or most buyers sorry, I think most buyers what they want is is just somebody who knows what they're talking about, I don't think a lot of buyers are like, ooh, you know, what I want is another friend you know. So when you say relationship building, let's, can we get more tactical here? What are the skills within relationship building that you think are going to be most coveted, based on how buyers want to self-service, self-guide, et cetera? What are the skills that, once they actually get on the phone, they're going to want in a sales rep?
Speaker 2:Absolutely. It's more about being a knowledgeable resource. The key skills within relationship building are active listening, where you truly understand the client's needs and concerns. Consultative problem solving, offering tailored solutions based on your expertise. And clear, transparent communication. Ensuring clients feel informed and confident. Building trust through reliability and expertise is what buyers will value most.
Speaker 1:There, you heard it Trust and expertise. Trust. How do I build trust? Well, I can build trust by doing what I say I'm going to do, being consistent, hitting my follow-ups, getting the information by being transparent. And expertise Nowhere in there.
Speaker 1:So let me ask you this ChatGBT, right? Nowhere in there. So let me ask you this chat GBT, what skill let's say for the person who's like, well, I'm good with people, you know I'm a good with people, I'm likable, I'm friendly. You know I like to golf. My, you know my buyers like to golf and have steak dinners and wine and all this stuff. But, but, but tell me about those skills, the skills of likability, of yeah, jake's a nice guy, like I want to talk to him. Where do you rank those skills? And I'm going to put some pressure on you too, if you had to force rank trust and industry expertise or likability, the things I talked about tell me where you think those skills fit, and then, at the end, I want you to force rank one and two skills fit, and then, at the end, I want you to force.
Speaker 2:rank one and two Likeability is certainly beneficial, but it's secondary to trust and expertise. Being personable can open doors, but it won't close deals on its own. Trust and expertise are foundational. Trust comes from reliability and transparency, and expertise means you can provide real value and insights. If I had to rank them, first trust, because it's the bedrock of any relationship.
Speaker 1:Second, expertise as it solidifies your value and likability comes third. There you have it, sellers. All right, I'm going to shift upstream, I want to go up a little bit further and I want to see what it says about bigger deals now. But for all my sellers that are in that 50k range, you're doing sales, even you're doing enterprise, you know. And actually let me ask you this, so we can skip ahead how true would it hold if I said all those trends are applicable to 100k or less sale?
Speaker 2:The same trends apply strongly to sales in the 100,000 or less range. The need for deep industry expertise, trust and strategic relationship building becomes even more crucial as the deal size increases. While the complexity grows with larger deals, the core principles remain the same Trust and expertise are paramount, with likability adding an extra layer of advantage.
Speaker 1:With likability adding an extra layer of advantage. Okay, so you said 2030 for the kind of 50K sale where 80%. What would you say for the 100K sale? What year is that where most of the sellers at that level become less necessary?
Speaker 2:For $100,000 sales, the timeline might extend slightly. We might see a significant shift around 2032, where the majority of sellers in this range become less necessary due to advancements in AI and automation. Complex sales cycles will still require human expertise, but more routine aspects will likely be automated by then.
Speaker 1:Okay, so you've got a couple extra years if you're on up 100K or less sale. I wanna double click into what you just said, though, chatgpt. You mentioned that the sales will be involved. They'll be because there's more nuances and things like that. Is it really like sales skills that you think that buyers will want, or is it more of like you know, like you know, expertise in use cases and matching the problems you know? Is it more of like a amazing product implementation person, like if you had to rank a really a top 80%, not top 20%? So, again, let's go with those. The sellers we've been talking about in terms of who customers want to talk to in 2027, 2030, well, they'd rather talk to like a product expert, implementation expert who's seen a lot of at-bats, or a salesperson.
Speaker 2:By 2027 to 2030, buyers will likely prefer speaking with product or implementation experts who can provide in-depth practical knowledge and match solutions to specific needs. While sales skills remain important, the emphasis will be on deep expertise and the ability to effectively implement solutions. The blend of consultative selling with hands-on practical experience will be more valued than traditional sales tactics, so expertise and product implementation would likely take precedence.
Speaker 1:All right. Well, there you have it, okay. So not only that, you think about what they want, right? Don't get me wrong. They said likability was up there, and I agree 100%. I don't think buyers have wanted likability as a number one thing for a long time. I think they've wanted a solutions partner, and I feel like a lot of sellers right now, because they're not compensated on renewal. Most sellers aren't even compensated on if the customer ever uses the product. Now, if they ask for a refund, that's different right.
Speaker 1:So what you're hearing here, my friends, is B2B sellers are going to be relevant if they have the expertise. They can build trust. And I want you to hone in on what it mentioned about trust, because I agree, a thousand percent Trust is built on wow, this person adds value, this person is consistent, not, you know, nice or likable. Like and niceable don't equal trust, and so, again, if you're selling a product that's 50K to 100K, you can kind of see, you know where it's at. So I got a couple more questions for you and then we can wrap up here. Thank you, you've been a great interview guest. Thank you, you're welcome. All right, all right, let's jump into it. So last few questions are this? What skill sets we've talked about? You know kind of industry knowledge we've talked about. You know trust and some of these other things. What are the skill sets like hard skill sets you think that sellers need to be doing today. So we talked about up-leveling and doing some trainings. Are there tools or technologies that sellers must start?
Speaker 2:learning to master now, absolutely, sellers should master CRM platforms like Salesforce or HubSpot, data analytics tools to derive insights from sales data, ai-driven sales engagement tools and automation platforms for streamlining repetitive tasks. Familiarity with these technologies will help sellers work more efficiently and stay competitive in the evolving sales landscape.
Speaker 1:Can you talk more about the last part? You know there's Journey AI, which I'm seeing more and more and obviously we've been involved with. Which does these specialized agents right? Agents for SDRs that automates research, no need to prompt For AEs, it does call prep. Talk a little bit more about the importance of starting to use generative AI versus using Google and then give me an estimate on how much sellers time and also the improvement in quality that you think from using these types of agents.
Speaker 2:Generative AI, like journeyai, transforms how sellers operate by automating tasks that traditionally took up significant time. Instead of manually researching prospects or preparing for calls, these specialized agents can provide relevant insights instantly. This not only saves a substantial amount of time, but also improves the quality of interactions by offering more tailored and relevant information. The shift from traditional tools like Google to generative AI can potentially save hours per week and significantly enhance the precision and personalization of sales efforts.
Speaker 1:Give me a percentage. Let's say an average seller is researching or doing an insight onto, let's say, 100 prospects or people, or let's just say 50. If I needed to do research on 50 people, how many hours can chat GPT or tools like it? Or, specifically, especially whenever you go to agents, how much time can they save me?
Speaker 2:For researching 50 prospects using generative AI or specialized agents can save a substantial amount of time. Instead of spending five to 10 hours manually, these tools can reduce that by around 70 to 80%, bringing it down to just one and a half to three hours. The efficiency gain is huge, allowing sellers to focus more on strategy and engagement.
Speaker 1:Okay, what about quality If you had to guess? Because obviously then it's not a person just aggregating things. How much do you think the quality goes up in terms of the interaction because of the depth of the insights?
Speaker 2:The quality of interactions can improve significantly, potentially by 50 to 70%. Generative AI can provide deeper, more personalized insights, leading to more relevant and impactful conversations. This allows sellers to better address prospects' needs, fostering stronger relationships and increasing the likelihood of successful outcomes.
Speaker 1:Wow. So you're talking about 50% increase in quality and saving seven or more hours a month. So I'm going to break it down, chatgbt, thank you. You've been amazing to hear your thoughts on where we're going, and then everyone stay tuned as I break it down and we do a quick recap on everything and where you need to go from here. You're very welcome.
Speaker 2:Glad I could help. Looking forward to hearing your recap. If you need any more insights, just let me know.
Speaker 1:All right, appreciate you, man. So there you go. There we got it, guys 24 little minute conversation with our friend chat GPT as a part of this. So you know, if I'm sitting in your shoes, don't be, don't, don't, do not fret, okay, look, you know I, I myself. You know Kevin, you know Dorsey, who joins me, you know, frequently here on the show, you know we've been going down this rabbit hole a little bit, but guess what? That's what we're here for, right, that's the whole reason we launched this podcast is to help you all, you know, really understand what needs to happen for tomorrow. And so you know, to me, I think, some of my big takeaways from the episode.
Speaker 1:You know one make sure you are investing in yourself. Okay, right now, if your team isn't willing to pay for paid chat GPT, pay for it yourself. You'd rather pay 25 bucks a month or 30 bucks a month and stay on top of things and save yourself. I mean those numbers at the end, look, I mean these aren't this. I could have asked it to sort some, uh, cite some sources, but you know I didn't. So you know, but these are, you know it's, it's a pretty smart thing, right? So it's saying, hey, I can cut your research down, you know, by seven hours. I can increase your quality of research by 50%. My friends, if that's not worth $25, $30 a month, I don't know what is. So if you're a seller out there, stop delaying time. You know you have to invest in this stuff. You know you have to invest in this stuff. It's so mission critical. I can't stress it enough.
Speaker 1:And then number two, who I think is the hard one? And I think the hard part is I don't care. You know the decisions you made in the past. Who cares? You know, if you jumped around jobs here there didn't really become an industry expert, doesn't matter. Right, life is still. We still got time.
Speaker 1:So my plea to anybody who's, you know, newer in their sales career or even later in your career, you know, take some stock with this episode. I want you to like, really think about. You know, do I know this industry? Do I get? More importantly, do I care, do I want to do? I want to stay on top of trends in this industry. That's part of why I picked joining a starting a sales consulting firm was. You know I love talking about this stuff and so for me it's. You know I align the passion with the, you know, with the, with the business, and so I encourage all of you to do the same Take stock of where you're at now, think about it and don't be. Don't be nervous or scared, but also realize like, okay, this is happening. This is happening for real. This isn't some new technology or fad, you know. I'm sure, again, I wasn't in the workforce when the internet came out, but man it. I'm sure this is how it felt to a lot of people who had been in the game for a little bit. They learn skill sets and then the internet made, you know, research and other things obsolete. You know travel agents, you know, think about whole industries that you know evolved and overcame, and so I hope, as you, kind of take some stock in some of these things.
Speaker 1:This is an important episode of AI Powered Seller. This episode, I think, really helps to highlight the art of possible and how you can level up. So, as usual, thanks for tuning in everyone. Make sure to subscribe, make sure you get the alerts for when new episodes drop. Share this with your leadership team, please. I feel like this one. If this doesn't wake some leaders up, I don't know what will, because it is time to evolve, it's time to innovate and it's time to kind of welcome in the era of the AI-powered seller. My friends, so that's what I got for you everyone. Hope you have an amazing rest of your week and I'll see you on the next one.
