Something I’m seeing a lot in B2B sales right now:

1. Replacing discovery calls with AI
2. Replacing follow ups with AI
3. Replacing negotiations with AI

AI research is incredible. I use it before every single call.

AI outreach is decent. It can draft, personalize, and scale.

AI closing deals? That’s a fantasy.

I’ve closed $500M+ in B2B deals. Not one of them closed because of a perfectly optimized sequence. Every single one closed because a human earned trust in a room, on a call, or across a table.

The biggest deals still require reading a CFO’s hesitation. Knowing when to push. Knowing when to pause. Knowing when the real objection is three layers beneath the one they said out loud.

AI can’t do that. Not yet. Maybe not ever.

My advice:

Use AI to sharpen your edge.
Not to replace your handshake.

The sellers who win in 2026 aren’t the ones automating everything.

They’re the ones who walk into every room over prepared because of AI, then close the deal because of who they are.

Tools change. Trust doesn’t.

The rep who knows more AND cares more will always beat the one who just clicks send.

Be that rep.

I use AI in every part of my sales process.

Tried almost everything out there, narrowed it down to three tools: Claude Code, Claude Cowork, and Lindy. If I'm building something from scratch, Supabase and Vercel too.

Here's exactly how I use them:

1/ Account + call prep

→ Account maps, strategic business objectives, exec behavior, investor behavior, team dynamics, recent intel. I have a full picture before every single call.

2/ During + after the call

→ Call recording pushes deal info to CRM. Champion follow-up and nudge reminders. Action items, collateral, case studies, business case drafts → AI gives me the v1, then I use it as a thought partner and collator for the final version.

3/ Deal management

→ CRM updates as deals move through stages. At-risk deal flags. Forecasting based on actual signals (emails, texts, call transcripts, usage).

4/ Reporting + dashboards

→ Pipeline visibility. Summon through Slack, text → instant reports, dashboards, insights.

5/ Coaching

→ After every single call I get coaching sent to my phone. Voice note or text. End of the week, a synthesized coaching summary. Patterns, strengths, where to sharpen, what best practice am I lacking, goals and accountability.

6/ Prospect intelligence

→ ICP refinement. What pain points resonate, what messaging lands, deal blockers, competitive intel, etc. After enough calls, AI starts showing me patterns I wouldn't catch on my own. Which personas convert fastest, what objections show up at which stage, where deals actually die.

I think most sales leaders are overwhelmed right now with when and how to use AI. There's too much noise. This is what's actually working for me.

What am I missing - what have GTM folks found most valuable?