Being Intrepid

Before a seller ever joins the conversation, buyers have already done their research, defined their challenges, and come in with clear expectations about what a meaningful exchange should look like. The seller’s role is changing fast.

In this episode of Being Intrepid: Navigating the Future of Learning, SBI’s Ray Makela and host Sam Herring explore how AI is reshaping the buying process and why old-school discovery questions no longer cut it. They dig into what sellers should do differently, the evolving role of frontline managers, how AI is transforming coaching, and the ways learning programs can drive real behavior change long after the training session ends.

Key Talking Points:

• Why buyers now expect sellers to arrive informed
• Why checklist-style discovery is losing its edge
• How AI changes the role of the frontline sales manager
• Why coaching should be based on real signals, not random check-ins
• How AI can support practice, reinforcement, and learning at scale
  

   

Featuring: