I had a great time on Media Tech Talk last week with Steve Jones, ▫️Daevid

I had a great time on Media Tech Talk last week with Steve Jones, ▫️Daevid Richards and Paul Luckett. We got into something I've been seeing play out in real...

I had a great time on Media Tech Talk last week with Steve Jones, ▫️Daevid Richards and Paul Luckett.

We got into something I've been seeing play out in real client work — the gap that's opening up between sales teams using AI and those that aren't.

25 years in this industry and I've never seen it move this fast.

What used to take a sales rep the rest of the day — notes, CRM update, follow-up, proposal — is now done before they're back at the office. The hard part now is convincing people it's real.

But the part of the conversation I found most interesting was what Steve Jones brought — the human side of this.

AI removes the admin. It doesn't remove the need to actually be good in the room.

Steve's work with Media Sales Academy goes deep on the skills that matter when you're face to face with a client — cognitive empathy, emotional intelligence, pressure composure, storytelling.

The stuff that closes deals and that no AI can replicate.

His point that stuck with me: a rep who can't sell but is using AI is just faster at being bad at their job.

But here's the thing Steve raised that I keep thinking about.

AI removes the admin. It doesn't fix what's happening in the room.

Steve's research found that 68% of reps don't listen.

60% of deals are linked to behaviours that were never measured.

And most businesses respond to this with an annual sales event and some generic training!

AI and human skills aren't competing.

They're complementary. One handles the load.

The other does the work that actually matters.

Tuesday's episode does that.

Watch here: https://lnkd.in/gkheSnze

Thanks ▫️Daevid Richards, Paul Luckett for having me — good fun!