The Innovative Seller

12The Future of Sales: Generative AI and the Changing Role of Sales

MY HOPE IS that after each chapter, you paused, took action, and now have it all figured out. If that's not the case, don't worry, because you have all the tools you need to turn your sales experience into an innovative one that is customer first.

The concepts of the 4 Cs typically exist in most revenue organizations today, but many groups are too busy or siloed to have an impact. We are picking up too many new projects, marking projects that are getting up and running complete prematurely, and not coordinating across groups—duplicating and recreating work already handled. If you focus on each of the Cs together and across departments, the change you see will be remarkable. If you are an Innovative Seller as rep, then you can start to implement most of these principles as well on your own.

While coming up with the concepts in the 4 Cs, I was primarily focused on creating a process that can withstand a world that is evolving rapidly. Technology, AI, consumer preferences, and employment preferences are all rapidly changing, The 4 Cs can help to serve as a guide that you can consult throughout your own journey and evolution as a seller, no matter what the market throws at you. There are a few trends I want to leave you with that by the time this book is published will be at the forefront of your daily life already or in the near future. That is the rise of Generative AI and the role of the seller in the loop in ...