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This article is based on a conversation on The Unexpected Lever podcast, between senior sellers Michael Capitolo and Clay Killgore, hosted by Matthew Darrow. You can watch the full conversation here.
The best sellers already know what it takes to win: deep discovery, sharp positioning, tight value stories, clear mutual plans. The playbook’s not a mystery—it’s the execution that’s hard to scale.
And it’s not for lack of effort. What’s in the way? Too many tools, too little time, and too much context scattered across a dozen systems.
But that’s changing. Fast.
A new class of technology—agentic AI—is starting to reshape the way top sellers approach their work. It’s not another dashboard. It’s not another SaaS app. It’s something entirely different: a system that understands the deals you’re working, the way you work them, and helps you move faster without losing depth.
This isn’t about replacing the rep. It’s about giving AEs and SEs their edge back.
There’s no shortage of tech in sales. But ask any AE and SE team what actually helps them close, and the list is short.
The truth is, most tools are built to track what you’re doing—not help you do it better. They create visibility up the chain, not momentum in the deal.
“I want tools that help me do my job. I don’t need tools that [only] tell my manager how I’m doing.”
If that rings true, agentic AI is worth paying attention to. A true AI Sales Agent is built to empower sellers to win the deals in front of them, getting leadership the insights they need without hindering reps.
Agentic AI is built to operate like a partner on your deals—quietly doing the prep, surfacing insights, tracking the details, and giving you what you need without being asked.
It's not about automating the pitch. It's about having the full picture ready when you need it:
No more digging for answers. No more duct-taped prompts. No more building the same doc five different ways. It’s the difference between logging calls and learning from them automatically—without needing to be a prompt engineer to get value back.
The tools we use to sell have gone through three clear phases—especially in the last few years.
Agentic AI isn’t about changing how you sell. It’s about clearing the path to do it more effectively. Here’s where it makes a difference.
One of the biggest challenges in sales isn’t knowing what great execution looks like—it’s doing it consistently, across every deal. As Mike put it, there are certain assets he knows he needs every time: stakeholder maps, workback plans, value cases tied to business outcomes. But building all of that from scratch for every opportunity takes time—time most AEs don’t have when they’re managing a full pipeline.
Agentic AI changes the equation. It helps reps bring the same level of strategic rigor to every deal, not just the biggest ones. The result is higher throughput without sacrificing quality—and a new kind of consistency that sets elite sellers apart.
You’ve seen the patchwork approach—tools stacked on tools, stitched together by integrations and duct tape. It worked… until it didn’t. Agentic AI marks a shift toward systems that are:
The result? More speed, less guesswork—and higher confidence in every step of the deal cycle.
“With the tech available today, you don’t need to settle for tools that you constantly have to manage or reconfigure. They should already know your role, your motion, and just work.”
If you’re spending too much time prepping for calls, piecing together strategy docs, or backfilling your CRM just to keep leadership happy, you’re not alone.
Agentic AI shifts the focus back to where it belongs: selling with depth, speed, and confidence.
You don’t need more tools. You need better ones—ones that actually understand the work, not just report on it.
Reps haven’t had this kind of tailwind in a long time. Now that it’s here, it’s worth seeing what it can do.
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