Ep46 Two AI Extinction Moments Coming for Enterprise Sales

Descripción

92% of companies are increasing AI investment. 1% of their leaders think they're ready to deploy it. That's the AI readiness gap. And it's about to claim two casualties in enterprise sales. In this solo episode, Ben breaks down the two extinction moments coming for sales teams in 2026. The CRO who buys an AI tool but never embeds the workflow. And the seller who refuses to use the AI to bring real value to the customer. Both extinctions are avoidable. Both are already happening. He also introduces the rebrand. EQ You × AI. The program for revenue leaders and sellers who want to orchestrate AI rather than be replaced by it. First Outreach to Qualified Pipeline. The rep stays in charge. AI does the homework. CHAPTERS 00:00 Two Sales Extinctions 00:29 CRO Tool Trap 02:10 Sellers Who Ignore AI 04:55 Strategic Advisor Mindset 05:44 Customers Need Workflow 07:54 Human vs AI Division 08:47 Limbic System Wins 13:12 Prefrontal Cortex Boost 19:46 Two Layer AI Stack 23:12 Orchestrator Execution 27:55 Stop Buying Tools 31:44 AI Slop Warning 33:43 EQ You Times AI 37:53 Final Prediction Wrap LINKS: Book a 30-minute call with Ben: https://calendly.com/bendrakes/30min Subscribe to the AI Outcomes newsletter: https://substack.com/@bendrakes Website: https://bendrakes.com Connect on LinkedIn: https://www.linkedin.com/in/ben-drakes/ ABOUT BEN Ben Drakes is the Founder of Ben Drakes University and creator of EQ You × AI. He has closed over $2BN in new business in the business process outsourcing sector, leads Advanced Hunting for AI globally at HPE, and hosts the AI Outcomes Podcast. He trains enterprise sales teams across North America, the UK, the Middle East, and APAC. #EQYouAI #AIinSales #EnterpriseSales #SalesLeadership #SalesEnablement

AI Compresses, Humans Decide–Why Your Brain Still Beats AI at Real Decisions | Gini Holden | Ep45

Most boardrooms are buying AI like they're buying a grand piano and announcing they've got a concert hall. They've skipped the hard part: humans don't decide logically–they decide cognitively. In Episode 45 of the AI Outcomes Podcast, Ben Drakes is joined by Virginia (Gini) Holden–the show's first cognitive strategist–to unpack what most AI strategy gets wrong. Our brains are not logical processing units. They're archeological artifacts: predictive engines layered with millions of years of heuristics, group-value programs and tacit knowledge that no AI is trained to handle. Gini explains why "AI compresses and routes information; humans assign meaning and consequence" is the only AI strategy that actually works in the enterprise and what happens when leaders forget it. What you'll learn: - Why your team hides best practice from each other (and how AI breaks the internal-competition trap) - The customer service call AI couldn't make — "I can't get my mom out of bed" and why tacit knowledge still wins - Cognitive heuristics like "thick is strong" and "group value" — the invisible programs running every decision in your business - Why AI is "a 4-year-old with the biggest library in the world" — and where that breaks down - How to train internal AI on tacit knowledge, cultural memory, and the way humans actually expect information to be surfaced - The four measurable wins of AI augmentation in customer services: shorter calls, more calls, faster mean time to fix, higher CSAT - Why AI written outreach gets a 0.2% response rate — and the limbic + AI combination that actually works Chapters: 00:00 Cold open: "Buying AI is like buying a grand piano" 00:38 What is a cognitive strategist? 02:54 Why humans don't decide logically 04:40 Your brain as a predictive engine 05:30 Cognitive heuristics: "thick is strong" 07:33 Why teams hide best practice (the group-value heuristic) 15:08 Case study: the customer service call AI couldn't make 20:10 The thesis: AI compresses, humans decide 21:22 The four measurable wins of AI augmentation 30:54 When AI lies: Ben's Claude flight-booking story 39:45 Tacit knowledge, cultural memory & what AI can't learn 41:05 Strategic AI vs tactical AI 44:37 Limbic + AI: the winning combination 49:15 Where to find Gini — Connect with Virginia (Gini) Holden — LinkedIn: https://www.linkedin.com/in/virginia-holden/ Email: info@virginiaholden.com — About the AI Outcomes Podcast — Hosted by Ben Drakes. Conversations with the founders, leaders and thinkers shaping how AI actually creates value in the enterprise. Subscribe so you never miss an episode. #AIOutcomes #CognitiveStrategy #AIStrategy #HumanInTheLoop #AIInBusiness #EnterpriseAI #DecisionMaking #AIAdoption #FutureOfWork #LimbicAI #Leadership #AIPodcast

30 de abr de 202650 min

Ep46 Two AI Extinction Moments Coming for Enterprise Sales | EQ You × AI

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