*This episode was recorded during our Soundcheck days — now proudly rebranded as GTM Insider.

TL;DR

• AI isn't here to replace salespeople—it’s a copilot, not a captain.

• Sellers must learn how to ethically and effectively use AI as a productivity multiplier.

• Discovery today should blend personalization with automation—not feel robotic.

• The most competitive teams simplify account planning and research using AI tools.

• Human judgment must still sit atop AI outputs to stay relevant and differentiated.

• Training enablement teams on responsible AI usage is now table stakes.

• Future winners will be those who stitch AI across the full sales cycle end-to-end.

• Don’t fear AI—harness it to elevate human selling, not erase it.

In this episode of The Soundcheck, Danny Wasserman, Director of Sales Enablement at Databricks and Strategic Advisor at trumpet, shares a candid and energetic look at how AI is reshaping sales enablement. He discusses why AI should be embraced as a copilot, how to ethically integrate it into sales processes, and what sales teams need to do now to stay competitive.

Embrace AI as Your Copilot

Danny draws a clear line: AI isn't replacing humans, it's enhancing them. “Rather than fight the machines like Terminator, we need to harness and embrace AI,” he says.

This perspective mirrors our blog on how AI is changing B2B sales.

From Blank Canvas to First Draft

Writers' block should be dead, Danny argues. Using AI tools like ChatGPT, sellers can now spin up first drafts of business cases, POVs, and outreach—saving hours without losing quality.

Still, he warns, 'It's easier to be an editor than a blank-page originator. But you must still add your human touch.'

Account Planning Without the Pain

Traditionally, account research—like parsing 10Ks—took hours. Now, Gong’s Call Spotlight AI or tools like ChatGPT can summarize earnings calls and reports in minutes.

That said, Danny stresses, humans still need to validate and refine these insights.

This lines up with our approach to building a winning business case for complex deals.

Personalization Without Slowing Down

The old 'quantity vs quality' debate is changing. AI lets reps personalize faster, but it can’t replace genuine curiosity or empathy.

Danny jokes that 'AI closes the gap but it can’t replace human judgment.'

Learn how product-first selling also speeds up personalization without sacrificing relevance.

The Future: Seamless AI Across the Revenue Stack

Winners in 2024 and beyond, Danny says, will be the companies who unify AI across prospecting, coaching, forecasting, and reporting.

Trying to duct-tape together scattered tools won't cut it. AI must weave through the entire journey.

This fits perfectly with how we help teams simplify the buyer journey with Trumpet.

Final Thought: AI Without Humanity is Useless

Danny closes with a critical reminder: 'We must not become laughably reliant on AI. Humans still drive nuance, context, and authenticity.'

Understanding how modern buyers think is key to using AI responsibly and ethically in sales.

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