Sellers often know a deal is falling apart before their leader does, so why do so many stay quiet about it? Helen Fanucci joins Jeb Jr. to unpack what that silence reveals about trust on a sales team, and why forecasts fall apart for reasons that have nothing to do with the numbers. They get into why buyers are harder to win over than ever, why AI is making the trust problem worse, and what leaders unknowingly do that keeps their sellers from speaking up. Helen also previews her session at this year's Outbound Conference, focused on building high-performing sales teams and retaining top talent.

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Should we remove humans from sales?

Shakaib Arsalan, CTO of a software company in Pakistan, comes to Jeb Blount with a question straight from the boardroom: his CEO wants to go fully humanless in sales by replacing the sales team with AI agents. Jeb breaks down exactly why that strategy is likely to backfire, what AI can and cannot do in a sales process, and how to think about the right balance between automation and human connection.

What You'll Learn:

• Why fully automated outbound sales is ineffective and dangerous to your pipeline
• The difference between low-complexity and high-complexity sales and how each requires a different approach
• How AI slop is actively destroying email as a sales channel and what happens when buyers catch on
• How to use AI to enhance your salespeople rather than replace them
• How to handle cross-cultural selling challenges when your team is calling into the US from another region
• Why empathy, pacing, and authenticity matter when building trust across cultures

Jeb also gives Shakaib straight advice on the trust gap that salespeople in South Asia and the Middle East often face when selling to US buyers, including what actually moves the needle and what tends to make it worse.

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Brad Adams, senior master sales trainer at Sales Gravy, delivers a straight talk on one of the most overlooked problems in field sales today. During the pandemic, field reps were forced to prospect and manage clients virtually — and many had their best years ever. Now that in-person is back, most have abandoned those tools entirely and returned to burning hours behind the wheel. Brad breaks down why that shift is costing field sellers more than they realize, and how blending virtual and in-person communication strategically is the difference between reps who dominate their territory and those who just drive through it.

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