Waymo’s are turning into bad bois.
NEWS TO KNOW
The self driving car used to get flack for going the speed limit.
Now, they’ll do rolling stops, U-Turns, and cut drivers off.
Still 88% safer than humans driving.
📚 – Why You May Want to Skip Rapport
BEST FROM LAST WEEK
📝 – New to Cold Calling – 3 Tips
💸 – 11 Sales Lessons I Wish I Learned Earlier
AI Won’t Replace Sellers. It Will Replace Sellers Who Use It As A Crutch, With No Point of View.
Everyone’s freaking out about whether AI will replace salespeople.
Wrong question.
The real question is: what kind of seller survives when everyone has access to the same information at the same speed?
Here’s what changed: Five years ago, being the person who knew stuff was valuable. You knew the industry trends. You had the competitive intel. You understood the regulatory landscape. That made you useful.
Today? Your prospect can ask ChatGPT for a competitive analysis while you’re still typing your follow-up email. They can get industry benchmarks, implementation timelines, and ROI models before your first call even happens.
The shift is simple: Information used to be scarce. Now interpretation is scarce.
Let me give you a real example.
Two sellers are competing for the same deal in the logistics space.
Seller A sends over a case study showing 23% cost reduction, shares some industry reports about supply chain digitization, and explains their product features. All good information. All stuff the prospect could find themselves in 20 minutes.
Seller B looks at the same data and says: “Here’s what nobody’s telling you about these cost reduction numbers. They only hold if you have predictable volume patterns. Your Q4 spike actually makes you a terrible candidate for the standard model, but perfect for this other approach. Let me show you why.”
See the difference? Same data. Completely different value.
Framework: The Interpretation Stack
Think of it like this:
- Level 1: Data (everyone has this now)
- Level 2: Information (organized data, still commodity)
- Level 3: Insight (what the data means, getting rare)
- Level 4: Judgment (what you should do about it, actually valuable)
AI crushed levels 1 and 2. It’s pretty good at level 3. But level 4?
That’s where humans who actually think still dominate.
Why most teams will need fewer sellers:
Here’s the uncomfortable part. When AI handles research, initial outreach, meeting prep, follow-up email, updating CRM, creating a business case, etc. a good seller can cover 2x the territory. Maybe more some day.
One rep I know used to max out at about 40 meaningful conversations per month. With AI handling the grunt work, she’s at 85. Same quality, way more volume.
Her company isn’t replacing her.
They’re just not hiring two teammates who would have been needed to hit the same number.
What this actually means for you:
Stop competing on information delivery. Start competing on perspective.
Three tactical ways to do this:
1) Have an actual opinion about their situation. Not a safe opinion. Not a “best practice” opinion. A real point of view that could be wrong but comes from deep pattern recognition.
Example: “Most companies in your position would consolidate vendors here. I think you should do the opposite. Here’s why your specific growth trajectory makes fragmentation better for the next 18 months.”
2) Connect dots they can’t connect themselves. AI is great at answering questions. It’s terrible at knowing which questions matter.
Example: “You asked about integration timelines. That’s actually not your constraint. Your constraint is that your ops team doesn’t have anyone who understands web hooks. That’s the real 6-week delay nobody’s talking about.”
Pressure is privilege
Yeah, quota stress is real. Yeah, end of quarter panic happens.
But that pressure means something. It means people are counting on you.
It means you have the opportunity to directly impact revenue, to get recognized when you perform, and to earn way more than your base when you execute.
The pressure exists because the upside exists. Most jobs don’t have that equation. You just show up, do the work, and get the same paycheck whether you crushed it or phoned it in. That’s soul sucking in its own way.
Here, you get out what you put in.
That’s not a cliche, it’s literally how the comp plan works. And yeah, it creates pressure. But I’ll take that over feeling like my effort doesn’t matter any day.
So this week, while you’re eating turkey and dodging questions from relatives about what you actually do, remember you landed in a pretty damn good spot.
Low barrier to entry, high upside, humane hours, low stakes, and clear feedback on how you’re doing.
Happy Thanksgiving. Now go close some deals in December.
Win the week!!!
