3 Human Superpowers That Make Sales AI-Proof

Been asked to expand a touch on my recent post on the enduring power of Sales in an AI world. Where I riffed on a cubrep who didn't choose sales despite AI, he chose it because of AI.

Detailing what precisely can set us apart as the human "anchor" I referred to in conclusion is a vital solution sell construct.

I noted in passing to a trio of concepts I've blogged on around this before.

Aura, inspired by the longtime adherence to the Walter Benjamin view of tech says that our intangible presence, energy, and credibility brought into a room can't be AI replicated. It helps give us authority and build trust. Can a machine truly replicate the lived energy of dealing with people that've been faced with solving the same problem as you're there to help solve today?

Scaffolding sees us now using AI building the structure around deals. Initially on data and rough sequencing that supports our nous for follow-ups, political antennae, and custom insights. It involves knowing any baseline or platform we need in place so we can augment the intelligence and make our deals happen.

Process Bodyguarding means both protecting the messy human parts of the sales process from pure automation (such as knowing when to go off-script, when to push/when to pause, or reframe the conversation entirely) as well as using our bots to ensure our pursued pattern of events that makes us prevail remain unique to us, overwhelmingly compelling and conscious of constant refinement.

These three elements don’t replace process or data. They sit on top of them. The winners will be those who let AI handle the repeatable heavy lifting while they double down on the deeply human layers.

Given these, a key question emerges.

How do audit our own Sales role for these human 'superpowers'?

Here's a starter.

What parts of your work are truly AI-resistant versus AI-augmented?

Then take these superpowers trio.

Where is your aura making the difference?
What scaffolding are you alone positioned to build?
And where are you currently bodyguarding the process?

You could even audit one live deal through these lenses. I'd suggest that the parts that feel most AI-resistant and IA (Intelligence Automated) are usually where your greatest leverage lives.