August 17, 2025 | Read online​

I’m not sure if it’s just me but it feels like everything accelerated in the world of AI this week even more than it has been.

From the release of ChatGPT-5 to all the AI Browser Agents being released to the massive amounts of content being produced by “influencers” using AI, everything seems to be moving at ludicrous speed and we’re headed to plaid. (By the way, I can’t wait for Spaceballs 2 🙂)

The social posts I see getting the most engagement (by far) are the ones sharing detailed prompts that you can copy and use with your own AI to do almost anything you can imagine.

The sharp decline in Gartner’s stock last week has people talking about how those of us who make money by selling our expertise are all but irrelevant.

​Palantir’s $1B Quarter is calling into question the value or need for Sales professionals at all moving forward.

I used to laugh at the CEOs of PLG-type companies like Slack, Tableau and Dropbox who would proudly boast about how they didn’t need sales reps because their product basically sold itself and then watch them all hire huge sales teams and have me train them all.

This is different though. AI can replace the need for the majority of what most Sales reps do and it’s getting more obvious by the day.

Don’t get me wrong, I’m not saying that we’re ALL going to get replaced. What I am saying is that we all need to level up immediately and rethink how we can add value to our prospects, clients and the companies we work for if we want to stay relevant (and employed).

Let’s talk about some tips, tools and perspectives on how to evolve and stay relevant right now.

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TACTICAL TIP:

Pretend like you’re a prospect

For anyone I talk to who isn’t worried about getting replaced by AI, I ask them to go through a simple exercise. Go into ChatGPT and pretend like you’re a prospective customer for your services.

For example, I would go into ChatGPT and say something like:

Do this for your own product or service and see what it says. See how far you can get before you feel like you would need to talk to someone to gain some additional insights.

I bet you’ll get pretty far.

When you realize you get more value out of a 5 minute conversation with ChatGPT than you would an SDR asking BANT questions to then schedule a follow up call with an AE a week later who will most likely ask you the same questions and then wait another week to talk to an SE, you know we’re in trouble.

This is also a great exercise to go through and show the results to your Marketing team. SEO and indexing on these AI platforms is a whole new game for Marketers. If AI isn’t giving good information about your company and/or services then your Marketing team needs to figure out how to address that fast.

​Neil Patel has a great newsletter you can sign up for and share with your Marketing team that has a ton of great content on SEO and “searchability” in the world of AI.

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SALES TECH/RESOURCES:

AugieAI

As most of you know, I’ve been working with an AI consultant to develop GPTs to help augment the different components of my training for my members.

He just launched AugieAI which includes a lot of my content and helps guide reps through all the different aspects of the sales process.

The prompt engineering behind this drives much more relevant and detailed results from a sales perspective than a general AI tool like ChatGPT could.

Although they’re not a sponsor, I am associated with them so in full transparency, I decided to forgo any comp for referrals and instead pass along the 15% savings to my newsletter audience. If you're interested, you can use the discount code: “JBSALES15” at checkout for 15% off.

Speaking of newsletters, another resource for you is my new Linkedin Newsletter.

I’ve never done a newsletter on Linkedin but I’m doing an experiment to see what people like more - my original thought, or AI’s version of what I think.

For context, I’ve committed to always letting my audience know when I’m using AI to create content since I think that’s the key to acceptance.

For me, if I know a piece of content is created by or with AI, I’m usually pretty interested in checking it out. BUT, when someone uses AI to pretend like it was done by a human and I pick up on it, then I tend to discredit anything it has to say.

So, I’m running an experiment by using my custom Content GPT to rewrite my original thought newsletter (this one) and turn it into a newsletter for Linkedin.

I call out the fact that the entire article is rewritten with AI and I don’t edit it at all.

This way, my audience can see how the two versions compare and which one they like better.

Since we send this newsletter out on Saturdays, I’ll be posting the AI version on Linkedin on Monday so make sure you subscribe.

Here’s last week’s newsletter that I rewrote with AI. Let me know what you think.

SUBSCRIBE NOW

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SALES FROM THE STREETS:

Sales isn’t the only profession in trouble

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My 14 year old daughter has been going through some pretty bad stomach issues recently that have had a huge impact on her mentally and physically.

We’ve been going back and forth to see different doctors, meeting with GI specialists, taking blood tests and doing whatever we can to figure out what is going on so we can get this under control before she goes to school in a few weeks.

As you can imagine, the amount of information out there about stomach issues is overwhelming and all these doctor visits get very confusing after a while with all the jargon they use to describe what they think is going on.

To try and get a handle on all this I decided to build my own custom GPT to track what was happening.

I told it to act as the best GI specialist in the world for a 14 year old girl and then started adding:

• Transcripts of all the conversations we were having with the different doctors
  • I used the Otter.ai (sponsor) app on my phone to record and transcribe every visit/conversation.
• All the blood work and test results
• Any advice I got from friends who had kids going through similar issues
• I had my daughter track everything she ate and rate on a pain scale of 1-10 how bad her stomach was after what she ate and added that to it as well.

For every new doctor’s appointment I had the GPT put together a 2 page summary document tailored to what the specific doctor would need to know so they could get up to speed as fast as possible and we didn’t have to go through the typical “so tell me about what’s going on….” bullshit.

We had a meeting with a nutritionist last week so I prepared the summary document, did some additional research with the GPT and asked it to come up with 10 questions I should be asking the Doctor when we met.

This is the same approach I take to leveraging AI in Sales. I don’t look to it for the answer. I look to it to help me research, ideate and distill the information down to the point where I know enough to ask the right questions to the “experts.”

Think of this as it relates to the Tactical Tip I suggested earlier about pretending like you’re a prospect for your own services and using ChatGPT to see how far it gets you.

So, we went to see the nutritionist and I handed her the summary document. She was overly impressed with the details and insight it gave her about my daughter’s current situation.

I then started asking some of the questions I had. For the next 30-40 minutes she basically talked in circles and used a lot of “maybe” and “possible” and “you could potentially do…”

I was getting frustrated with the lack of insights or clarity as she spoke but didn’t want to be rude in front of my daughter.

After about 40 minutes of this I had to interrupt.

I told her that I was actually more confused now than I was before we came in. I asked if we were going to get to any concrete recommendations or any type of plan to help us address what was going on.

When she continued to talk in circles I decided to end the conversation, thank her for her time and walked out.

Looking at my insurance bills, that meeting cost me about $500, wasted 4 hours of my time and took over 2 weeks to schedule.

Compare that to the custom GPT I built in 10 minutes to get immediate answers and practical/tactical advice on what to do.

Now, apply that to the buying experience and the value the average Sales rep brings to the table.

There is..…. no…... comparison……

Everyone needs to level up. Now!

(P.S. If you want to level up your Sales/Business skills, I’m offering 1:1 coaching for 3 months to a select few who want to join my JB Sales Elite program. DM me if you’re interested. I promise I’ll give you everything I have if you’re willing to put in the work)

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How did I do with this edition? Amazing - can't wait till next week It was okay Needs work