This article was originally published on LinkedIn. As AI continues its breakneck evolution, it’s being hailed as the next great revolution in sales. Tools powered by large language models promise more automation, faster research, cleaner data, and sharper insights. But let’s be clear: AI won’t save sellers who don’t know how to sell.

Beyond the Hype: What Actually Works in AI Sales Coaching

Andy Springer
September 3, 2025

AI has surged across the sales tech landscape, promising smarter, faster, and more scalable enablement. But amid the hype, many sales leaders are asking: Is this the real breakthrough we’ve been waiting for or just the latest shiny object?

How AI Coaching and Roleplay Drive Sales Performance

Andy Springer
July 14, 2025

Top-performing sales teams are 51% more likely to maintain a regular coaching cadence, yet less than 8% of a sales manager’s workload is allocated to coaching, according to the Sales Management Association. . That coaching gap affects team dynamics, as well as win rates, ramp times, and revenue.

An Introduction to Using AI in Sales Prospecting

Andy Springer
February 7, 2024

Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI? What’s working for sales teams in terms of applying AI? How do we make AI work for us?

[Infographic] AI in the Sales Process: New Research Findings and Definition

Mary Flaherty
December 18, 2023

As AI technologies advance, becoming more sophisticated and intuitive, they’re reshaping the sales landscape: from AI-driven chatbots providing real-time support to predictive analytics revolutionizing lead generation. According to Gartner, within four years, 60% of the B2B seller’s work will be done using generative AI sales technologies. And McKinsey predicts that a fifth of the sales teams’ functions could be automated with AI. While estimates vary, the view shared is similar: AI sales technologies will have a revolutionary impact on sales.

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