From complex B2B sales to enterprise sales strategy, this conversation explores how modern sellers can use tools to prepare smarter, reduce buyer risk, and create real confidence at decision time. If you care about B2B selling, sales enablement, and the future of consultative selling, this episode is for you.
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⏱️ Timestamps:
00:00 – Why AI in sales exposes weak selling habits
03:45 – Bloomberg, complex B2B sales, and high risk buyers
08:55 – Sales technology overload and why more tools can hurt
11:40 – How elite sellers use AI in sales for prep and insights
24:00 – Sales leadership mistakes in AI adoption
35:00 – Human skills that still win enterprise sales strategy
You’ll learn:
• Why buyers still need human confidence before decisions
• How top reps use AI without becoming dependent on tools
• What sales leaders should focus on before buying new tech
• Why business acumen is now a competitive advantage
💡 Key Takeaways
• AI in sales should enhance judgment, not replace it.
• Too many tools create noise when teams need clarity.
• Great sellers use technology for prep, prioritization, and timing.
• Buyers make decisions when risk feels reduced.
• Human skills like empathy, trust, and business understanding are increasing in value.
👤 About Guest
Dave Hirsch is a Regional Director at Bloomberg. He leads teams serving Bloomberg Law clients and works closely with organizations navigating complex buying decisions where credibility, risk management, and long term value matter most.
Connect with Dave: https://www.linkedin.com/in/davehirschprofile/
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📘 Get the 26 Sales Trends for 2026 report:
👉 https://globalperformancegroup.com/26-sales-trends/
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