More than just a tool, AI can act as a true teammate, amplifying productivity, enabling deeper customer engagement, and transforming workflows. But this shift requires sellers to rethink how they work with AI—approaching it as a partner rather than just another software platform.
This article explores insights from a discussion between Vivun’s CEO, Matthew Darrow, and Senior Sales Engineer, Taylor Bukowski, on how sellers can effectively integrate AI into their day-to-day responsibilities.
The Evolution of AI in Sales
AI adoption is no longer optional for reps looking to remain competitive. Over the past year, AI tools have evolved from basic text editors to sophisticated platforms capable of handling dynamic, high-value tasks.
Taylor describes her journey with AI as starting with simple use cases like drafting emails and slide edits. As her familiarity with the technology grew, so did her confidence in its capabilities to not only shave time off tasks but also complete entire work products.
Unlike general-purpose AI platforms like ChatGPT, agents like Vivun's AI Sales Agent are purpose-built for technical sales. They understand domain-specific nuances, from value case preparation to solutioning and post-sale handoffs, enabling human AEs and SEs to focus on high-impact areas.
AI as a Teammate: Key Use Cases for Sellers
AI agents will reshape how Account Executives work by automating complex, time-consuming tasks, improving decision-making, and fostering stronger customer relationships.
Here are five transformative use cases for an AI Sales Agent:
Deal Preparation and Customization: An AI SA generates competitive analyses and stakeholder maps with a deep understanding of customer-specific contexts. This allows reps to deliver personalized, impactful presentations for every client interaction in a fraction of the time.
Dynamic Custom Solutioning: An AI SA can create and maintain solution documents that evolve alongside deals, incorporating new insights after each interaction. This ensures AEs have a holistic view of customer needs and can craft strategic solutions in real time.
Instant Contextual Awareness: AI will enable reps or leaders to seamlessly step into any deal, even with limited preparation. Whether covering for a colleague or joining a late-stage opportunity, tools like Ava provide instant access to key deal insights in the context of your sales process and methodology (i.e. MEDDIC, MEDDPICC, Challenger, etc.).
Efficient Customer Handoffs: One of the biggest pain points in sales is the transition from pre- to post-sales teams. AI ensures a smooth transfer of knowledge by consolidating and contextualizing deal history, enabling seamless customer experiences.
Tribal Knowledge Sharing: AI democratizes technical and industry expertise by making technical knowledge accessible across go-to-market teams. This reduces the dependency on individual Sales Engineers as sole knowledge holders and promotes cross-functional collaboration. Additionally, this shortens ramp times for new team members and facilitates real-time enablement on product updates for existing sellers. Every rep is empowered with the expertise of an A-player, instantly.
AI Adoption and Cultural Shifts
Understandably, many professionals remain apprehensive about Agentic AI’s role in sales. Bukowski addressed this concern head-on, emphasizing that while AI is not taking sales jobs, SEs and AEs who master these tools will have a competitive edge over those who delay or avoid adoption.
Adopting AI as a teammate requires a mindset shift. AI isn’t just a resource for tactical tasks; it’s a strategic partner that enhances human expertise. By embracing this paradigm, sales reps can achieve greater independence, improve collaboration with post-sales teams, and strengthen customer relationships.
This technology is fundamentally redefining what it means to be a B2B Sales rep. As Matt Darrrow observed, "Every sales team of the future will have an AI-powered teammate. Those who adopt early will shape the industry."
Taylor echoed this sentiment, urging AEs and SEs to embrace AI as a way to elevate their roles. "Don’t wait for perfection," she advised. "Start experimenting, push boundaries, and find out what’s possible. AI isn’t replacing us—it’s empowering us."
Balancing Rep and Customer Experiences
The introduction of AI sales agents has profound implications for both internal teams and external customers—streamlining workflows, improving collaboration, and elevating the overall experience at every stage of the sales journey.
Reduced Anxiety: With instant access to contextual deal insights, reps walk into forecast calls and buyer meetings feeling confident—not caught off guard.
Time Savings: AI automates tedious administrative work like call summaries, CRM updates, and internal alignment docs—freeing reps to focus on closing.
Improved Collaboration: Reps benefit from AI-curated technical and industry intel, enabling tighter alignment with SEs, CS, and leadership.
For Customers
Reduced Friction: AI ensures that handoffs between Sales and CS are seamless, so customers don’t have to repeat themselves during onboarding or expansion.
Stronger Relationships: AEs gain more time to personalize outreach and proactively address customer goals, creating a smoother, more valued buying journey.
Cleaner, More Complete Data: AI ensures CRM hygiene by auto-updating fields, capturing buyer intent, and tracking deal progression without manual input.
Forecasting Confidence: With consistent, real-time intelligence on pipeline health and deal dynamics, ops leaders can drive more accurate, defensible forecasts.
Process Optimization: Identify bottlenecks, deal risks, and rep behaviors with AI insights that inform smarter GTM strategies and resource allocation.
For Sales Enablement Leaders
Faster Ramp Time: AI surfaces relevant talk tracks, objection handling, and sales plays based on past winning behaviors—new reps get up to speed faster.
On-Demand Coaching: Enablement can use AI to deliver contextual, just-in-time guidance based on real call analysis and rep performance.
Standardized Excellence: AI reinforces best practices across the org, helping every rep sound like a top performer—without requiring constant manual training.
Top Takeaways for Sellers
AI is revolutionizing the AE role by acting as a teammate, not just a tool. The promise of this technology it its capacity to actually produce high-quality, specialized, complex work products.
For sellers who don't know where to start, here are Taylor and Matt's tips:
Start Small but Think Big: Begin experimenting with simple use cases and expand as you gain confidence and expertise.
Uplevel your Soft Skills: Use AI to automate low-value tasks, allowing more time for high-impact activities like relationship building and deal strategy. Sales skills, like storytelling, will become more important in deals, so focus your enablement efforts there.
Embrace Collaboration: View AI as a partner that complements human skills, instead of as a simple tool or as a replacement.
"AI is changing B2B selling for good. It’s not about replacing human expertise; it’s about enhancing it."
The future of sales lies in the effective collaboration between humans and AI. By embracing AI as a teammate, AEs can unlock new levels of productivity, creativity, and customer engagement.
Want to see it in action? Take a tour of Vivun's AI Sales Agent today.
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