• For Carvana, the company that set out to eliminate car salespeople, things keep going from bad to worse. Last week, it adopted a so-called ‘poison pill’ by selling off $4 billion in auto loans, bringing in much-needed funding as it tries to restructure its operations. It’s too early to tell whether the company can survive long-term, but they don’t seem to have much further to fall. You can read about it here.  
   
• LinkedIn recently published their list of Jobs on the Rise, listing the 25 U.S. roles that are growing in demand. The number one ranked role on the list – Head of Revenue Operations, also known as Chief Revenue Officer or Head of Revenue Management. In total, five sales-related roles made the list. You can check it out here.

1. Email and message generation: generate personalized and compelling emails and messages to prospects. 
2. Script generation: generate scripts for sales calls, product demos, and presentations, ensuring that key points are covered to help sales professionals to stay on-message during important conversations.
3. Lead generation: generate lists of leads and potential customers based on certain demographics, industries, or other criteria. A.I. can also analyze all of your interactions with a customer and tell you how and when to take your “next best action.” 
4. Sales forecasting: Analyze data and make predictions about sales trends, customer behavior, and market conditions. 
5. Frequently Asked Questions (FAQs): generate a list of frequently asked questions and corresponding answers that can be used to improve customer service and support.
6. Customer Service: Generate automated responses to common customer inquiries, allowing you to focus on more complex customer interactions.

We should clarify that ChatGPT generated that list, but it’s a robot, so it can’t be biased, right?!

In his article, Shriber emphasized that “great sales professionals can read the room, connect the dots, and make sense of the intangibles that make each deal unique.” Making deals still requires a human touch - not just of contextual reasoning and analysis but of empathy and emotion. Especially in high stakes, six-figure deals, buyers need to trust their sellers and have an established relationship that has ideally been nurtured and developed. (ChatGPT will be the first to admit that it cannot feel human emotions).

“While A.I.'s ability to interpret language and emotion will definitely improve,” Shriber said, “it's unlikely it will ever fully replace the human ability to connect and build trust.”

So you can breathe a sigh of relief that your sales job is safe from the cold robot claws of the future. And the next time you click the “I am not a robot” captcha online, take a moment to feel some gratitude. 

• Why personalization is essential in the new B2B buying landscape
• Which channels you can leverage (and personalize) to effectively communicate with potential buyers
• What data you should use to measure success

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