AI has changed how we sell, communicate, and connect. But if you’re still prospecting the old way, you’re already falling behind.
Let me walk you through 10 things most salespeople are missing when it comes to prospecting in an AI world. These are simple, powerful, and proven.
1. Clarity of the Message Is a Must
In a world flooded with AI-generated content, clarity is your edge.
Buyers are overwhelmed. They’re getting more messages than ever, and if yours isn’t clear and focused, they’ll scroll right past it.
Don’t overload them with multiple ideas. Keep it simple. Zero in on one thing and make it count. Confused buyers don’t buy.
2. Trust Is More Important Than Ever
AI can create content. It can automate outreach. But it can’t build trust—only you can do that.
Your prospects are cautious. They’ve been burned. That means your messaging, your tone, and your follow-up all have to come from a place of authenticity.
The goal? Build relationships!
3. Less Is More
AI might let you blast 1,000 people at once—but that’s not prospecting. That’s noise. I’d rather see you working 25 solid leads deeply than chasing 250 on the surface.
You can’t build real trust at scale.
4. Leverage Your Existing Customers
This is the low-hanging fruit most reps ignore.
You’ve already done the hard work—they trust you. So don’t just close the deal and sprint to the next one. Ask for more business. Look for more ways to help.
Your current customers are your best source of new revenue and new introductions.
5. Nurture Your Network
In an AI world, your human network becomes even more valuable.
And here’s the key word: nurture. Not “use.” You build relationships by giving value without expecting something in return. Help others win.
6. Referrals, Referrals, Referrals
Want to cut through the AI noise? Referrals are the shortcut.
When someone introduces you, trust is already built in. And the best way to get referrals? Start giving them.
I do this constantly—”Who’s your ideal customer? How can I help?” What happens next is incredible: they ask me the same thing. It’s a win-win.
**Get great at referrals. Take the Referrals Masterclass here.
7. Patience
AI makes everything feel faster. But real sales still take time.
Too many reps think they can send a message in the morning and close the deal that afternoon. It doesn’t work that way. Not now.
Be patient. Show up consistently. Keep delivering value.
8. Follow-Up with More Value
Your follow-up can’t just be “Ready to buy yet?” That’s not follow-up—that’s pressure.
The customer will buy when they’re ready, not when you need to hit quota. So use every follow-up to educate, to help, to guide.
When you lead with value, trust builds—and sales follow.
→ Read 5 Effective Follow-Up Techniques You Need to Know.
9. Play the Long-Game
This is the mindset shift most reps miss.
I don’t “close deals.” I open relationships. And that only happens when you’re willing to plant seeds today that might grow two or three years from now.
I’ve had people refer me years later, all because I stayed consistent. You want long-term success? Play the long game.
10. Multiple Mediums
Email isn’t enough. LinkedIn isn’t enough. Texting isn’t enough.
You need to be using multiple communication channels. Why? Because your customers aren’t buying based on what you like—they’re buying based on what they prefer.
You don’t know their favorite channel until you test them all. Get uncomfortable, and start showing up where they are.
False Assumptions: The Silent Sales Killer
Learn how asking the right questions and verifying information can transform your approach, and avoid the trap of preconceived notions.
Find episode #333 wherever you download podcasts!
Building Lasting Relationships Through Emotional Sales Skills
w/ Lee Salz
Forget the standard discovery mindset; Lee guides us toward a consultation mindset that promises meaningful value from the get-go.
Episode #334 is out now!
