The Early Movers
AI never ceases to amaze me. I’ve just read another article about the rapid changes it’s bringing. AI feels like a gold rush, transforming industries and even making its way into Super Bowl ads! AI appears to be broadening beyond the handful of giants that have led the way so far.
In a client memo from my financial adviser this week, Mark Asaro discusses the impact of AI on profit and productivity. He states that the early winners have been the Magnificent 7, comparing them to the first miners in the California Gold Rush. As happened during the gold rush, the number of AI winners is broadening, and companies are beginning to see huge profits (Client Memo: 2026 Outlook – Preparing Portfolios Without Overreacting, Mark J. Asaro, Noble Wealth Management).
Transforming B2B Sales
Right now, the most essential AI tool for B2B success is data input. Salespeople must transfer every customer interaction to the supplier’s ERP system immediately after each interaction.This enables AI agents to provide responses to the customer in under 10 minutes.
Digital-first B2B buyers now expect seamless experiences. As Millennial and Gen Z professionals dominate purchasing decisions, they expect interactions mirroring their consumer habits. According to BCG research, three forms of agentic selling have already begun displacing traditional B2B approaches. Combining human strengths with AI to make sales faster, more intelligent, and data-driven. (BCG, How AI Agents Will Transform B2B Sales, October 14, 2025)
The Road Ahead
As I prepare to present my training session on 10 AI-Enabled Tools for Sales Success (see impactspeakingdynamics.com), I realize we remain in the very early stages of the AI transformation. However, as Mr. Asaro points out in his memo, there is an unprecedented amount of capital expenditures being committed to the US AI trade. He relates that those dollars now exceed the amount invested in the Apollo Project, the Interstate Highway System, and the Manhattan Project combined. Profit taking from this transformation will continue as successful companies are identified.
For sales professionals, the question is no longer whether to adopt AI tools, but how quickly we can integrate them into our workflows. Lastly, don’t miss out on the opportunities presented by this gold rush. Those who embrace this shift will define the next era of B2B commerce. Those who avoid taking risks will fall behind in an increasingly automated marketplace.
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