Episode 337: The Sales Cheat Code: How AI Can Turn Average Sellers into Top Performers with Usman Sheikh
GUEST: Usman Sheikh
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Did you know that only 5% of sales professionals embody the best practices that close high-value deals?
Imagine if every seller on your team could perform at that level.
That's the vision Usman Sheikh is bringing to life.
Let's take a closer look at how Usman and his team leverage behavioral science and AI-powered insights to personalize buyer engagement.
How AI Unlocks Top-Performers Secrets for Every Salesperson
AI is leveling the playing field in sales by democratizing the best practices of the top 5% of performers who intuitively know how to network, research, and tailor their approach. What used to take hours of preparation can now be done in seconds with AI. Automating these complex, time-consuming tasks allows the sales team to shift their focus to what matters most: building connections and closing deals.
“Bring AI into the equation… and suddenly, you can get this sort of very, very focused information to tailor your approach for this individual in seconds. It's a story about democratizing those best practices so the next level of the company can step up and perform like the top 5%.”
Redefining Sales with Value-Driven Relationships
The key to successful sales lies in treating buyers as professionals, not just as friends. Sellers often rely too much on charisma or emotional tactics. However, the true impact comes from demonstrating value through actionable insights, ideas, and solutions that align with the buyer's business goals. Tools and platforms that equip sellers with the right information and personalization capabilities can eliminate distractions, allowing them to focus on building meaningful, value-driven relationships.
“Likability is a very important criterion for a prospective salesperson, but likability alone is not gonna win you the deal.”
Transforming Sales with Purpose-Built AI
Modern sales is not about being likable or grabbing a coffee; it's about delivering real value and helping buyers succeed. To stand out, sellers need to focus on understanding their buyer's goals, uncovering opportunities and challenges, and showing how their solution creates measurable ROI. Purpose-built AI tools are transforming this process by helping sales teams tell a buyer's story back to them, mapping solutions to specific needs and outcomes.
“All of us want to be told our story. That's where purpose-built AI can truly make a difference.”
Empowering Humans, Not Replacing Them
AI isn't here to replace sales teams but to unlock their full potential. Most sales processes today are limited by time, skills, and resources, leaving crucial steps like competitive analysis, stakeholder insights, and financial reviews untouched. With the help of AI, sales professionals can streamline and accelerate these tasks, enabling a more thorough, best-practice approach. Sales will remain a human-to-human experience, but AI will elevate the process to levels we've only imagined.
“I think B2B sales will continue to stay a human-to-human interaction. There’s a lot of qualification that needs to happen.”
Now that you have discovered how to become a top sales performer with the help of AI, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.
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