Any sales team with its finger on the pulse of tech is shopping around for the latest in AI tools. Maybe they're hoping AI alone will turn everyone into a top performer. The right tooling can make that happen, but if the seller doesn't have the basics down? It's more of a lost cause.

Yes, revenue teams need AI. But it won't help a shaky foundation

AI can help you prioritize the right deals, stick to your sales framework, and even measure a stakeholder's sentiment. But when a seller cracks under the pressure of handling objections and setting expectations live on the call, AI can't quite swoop in and save the day.

That's why it's crucial to fold AI tooling into regular sales training. Have the AI get to know each seller's pipeline, as the sellers continue to sharpen their core skills. That way, both the AI and seller work in tandem to raise performance beyond what one could do on its own. Here's where the ball is in the seller's court.

The sales fundamentals: 7 things to nail before introducing AI to your workflow

1. Objection Handling and Negotiation

A great AI tool can suggest rebuttals for pricing concerns, but it's the seller who must read tone, emotion, and nuance in real time. These negotiation fundamentals will help the seller interpret the AI recommendations effectively when the moment calls for it.

2. Pipeline Discipline and Sales Process Mastery

AI thrives best on clean, structured data. That means sellers need to develop strong pipeline habits that promote great CRM hygiene. Without clear and updated data, AI outputs could be unreliable or skewed.

3. Consultative Communication

Sellers don't need to simply pitch; rather, they should guide prospects through challenges. AI will support content and follow-up timing, but it's up to the sellers to synthesize information and prompt problem-solving discussions.

4. Strategic Account Planning

These days, AI does much of the heavy lifting in the account planning department, but sellers also need to grasp basic account mapping, stakeholder influence, and long-term opportunity planning. That way, when AI surfaces the data and patterns, the seller knows how to interpret it within the strategic context of every deal.

5. Value-Based Selling

Before getting AI to assist with personalization, sellers need to know how to translate product features and value props into business outcomes. Articulating ROI, efficiency gains, and risk reduction will help sellers better align with any buyer's objectives.

6.  Relationship Building and Emotional Intelligence (EQ)

At the end of the day, rapport and trust remain at the heart of B2B sales. AI can prompt next steps and draft emails, but the sellers need to master self-awareness, empathy, and critical thinking to navigate complex human dynamics. This is arguably the most important fundamental skill.

7. Deep Discovery and Active Listening

AI will surface valuable insights, but it won't replace genuine curiosity. Sellers need to know how to ask insightful, open-ended questions that may go off the typical script. This is a powerful skill that uncovers genuine pain points, priorities, and decision criteria. Without this foundation, AI recommendations can't be applied (well) contextually.

Where sales leaders and RevOps come in

Yes, sellers are partially responsible for their own learning and growth, but enablement also comes from the top down. Great leaders will give their team the time and space to work on their skills, and roleplay and check in on progress to guide them further. Leaders should also use the right AI tooling to help them facilitate coaching that helps every rep move the needle.

And when the time comes to fold in the AI, try Pod. We offer a full suite of AI agents to help any seller handle the most complex deals. Book a free demo with the Pod team today.