Why AI Makes Human Sales Skills More Valuable Than Ever
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Summary
Ross Rich, CEO and co-founder of Accord, brings a unique perspective to sales technology after scaling Stripe's sales organization from three to 300 people. In this conversation from GoNimbly's RevFest, Rich reveals how execution excellence goes beyond doing more work to creating clarity, consistency, and reinforcing winning behaviors across the customer journey.
The foundation of execution excellence starts with data and knowing exactly who you're talking to. Rich emphasizes that most sales teams fail because they engage with associates and below-the-line people rather than senior stakeholders and decision makers. At Accord, they track both the number of stakeholders and the frequency of engagement as primary indicators of deal health. This focus on stakeholder mapping becomes even more critical as buying committees expand and decisions require broader consensus.
AI represents both an opportunity and a threat for sales professionals. The technology can handle transactional SMB deals, pushing human sellers toward more complex mid-market and enterprise opportunities. However, this concentration means top performers who previously closed one or two deals annually might now close three to five, potentially increasing the revenue contribution of the top 20% of sellers from 80% to 90% or more. Those at the bottom who rely on lucky breaks or helpful buyers will find their roles increasingly challenged by technology.
The practical application of AI in sales focuses on two key areas. First, deep research that previously required hours of manual work analyzing 10-Ks, financial statements, and stakeholder backgrounds can now happen in seconds. This allows thoughtful sellers to craft more informed outreach and stand out from the noise. Second, AI helps identify and engage the right senior stakeholders with relevant messages. Counterintuitively, Rich finds higher response rates when reaching out to more senior executives because thoughtful, informed messages stand out more in a CEO's inbox than in a mid-level manager's cluttered email.
The implementation of AI tools must meet sellers where they already work rather than asking them to become prompt engineers. Rich points out that if revenue operations leaders struggle to get representatives to input data into Salesforce, expecting them to master AI prompting is unrealistic. Instead, AI should be embedded into existing workflows like account research, stakeholder mapping, and business case development. This approach eliminates the need for additional tabs, tools, or manual updates while enhancing the work sellers already do.
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