Episode 124 - The AI Advantage - How Top Sales Reps Stay Ahead

In this episode, Doug and Jess break down the 2025 State of Sales report, exploring how AI, informed buyers, and content trends are reshaping the sales process. They discuss what works, what doesn’t, and why human insight is more critical than ever.

Audio:

Video:

Show Notes:

Pre-Show Banter: 

• Jess shares her upcoming trip to Vegas, complete with Kelly Clarkson concerts, blackjack tables, and immersive dining experiences. Doug and Jess reminisce about wild travel stories, previous trips, and the chaos of October schedules.

Main Discussion Points:

Doug and Jess dive into the key trends from the report:

• AI in Sales: Most reps are using AI, but many struggle to use it effectively. AI should enhance, not replace, the human touch.
• Super-Informed Buyers: Customers research heavily before engaging with sales. Sellers must guide the conversation and influence the right questions.
• Human Connection Matters: Being present, listening actively, and providing insight remains the differentiator in sales.
• Email & Content: Strong email programs and quality content keep your brand visible and influential in a world dominated by self-service and AI.
• Focus on Metrics: Tracking win rates, lost deals, and other key metrics allows teams to spot trends, improve strategy, and maintain high performance.

Jess's Takeaways: 

• Use AI as a tool, not an easy button—stay engaged and follow your sales process.
• Email is an accelerator in the sales process; don’t de-emphasize it.
• Invest in content to support AI, email, and buyer engagement strategies.
• Measure quality over quantity and learn from both wins and losses. 

Next Steps:

• Follow Jess, Doug & Lift on socials for updates on the show or other insights: 

  • Doug Davidoff LinkedIn

  • Jess Cardenas LinkedIn

  • Lift Enablement LinkedIn

• Follow the show on Spotify & Apple Podcasts

• Subscribe to The RevOps Show YouTube channel

• Coming Soon Episode 125!