Breaking the 'Salesy' Stereotype:  Leading the Charge in AI with EQ and IQ

Feedback, many would assert, is a gift—if one knows how to wield it effectively.

Consider the feedback I received not so long ago, which bluntly stated, "Dennis is just not 'salesy' enough."

This feedback surfaced during a period when I was spearheading two consecutive years of unprecedented growth in my business. But I'll save that story for another time.

I internalized this critique for a while; it tore at me not really understanding what it meant to be "salesy" enough in my world of AI, Data and Automation. After deep reflection, I acknowledged the truth—I wasn't "salesy", and what's more, I had no desire to be. I never wanted my clients to see me approach and think, “Here comes Dennis. He's so salesy. He only comes around here to sell us on new things and leaves.” Rather, I aim for them to recognize me as “Dennis, our trusted partner guiding us through the new world of AI-driven business transformation and modernization.”

To me, the sales profession—either pre or post-sale (because everyone sells)—is fundamentally about the relationships cultivated with customers. It's about partnership and commitment to these relationships, all directed toward driving successful business outcomes for them over the long term. As a former boss used to say, “From inking the deal to high-fives at the production launch.”

I take immense pride in the fact that some of the finest sales professionals and leaders I've worked with or hired have never fitted into a "salesy" mold. To be fair, perhaps in a bygone era of selling big-box Enterprise Software, being “salesy” was the key to securing entry into the President's Club at year's end. Yet my experience has taught me that times have changed—particularly in the selling of AI-driven Enterprise solutions.

 As we know, AI is rapidly reshaping the business landscape.  It will allow the Enterprise to unlock significant productivity gains by introducing efficiencies and capabilities previously beyond our imagination. This revolution, as thrilling as it is, also presents challenges, especially for those skilled knowledge workers that are accustomed to conventional methods.

The apprehension over displacement and the necessity of adapting to new technologies can breed significant anxiety and, consequently, resistance among leaders and teams at your customer sites. In this vein, the role of both Sales and Customer Success professionals becomes more intricate and vital.

In the new realm of AI-driven Enterprise Solutions, there's no space for a “salesy” mindset.  Customers are demanding more.  It's no longer sufficient to simply have a high IQ and comprehend the nuances of technology; an equally strong, if not stronger, Emotional Quotient (EQ) is imperative for this journey. 

I'm convinced that the most effective Sales and Customer Success professionals will soon realize that they must now navigate human emotions, alleviate fears, and bolster confidence in AI solutions. They will serve as a bridge, smoothing the transition by empathizing with concerns and underscoring the personal and professional advantages of embracing change. As it was recently put to me, “Humans are emotionally driven creatures that buy things—not the other way around.”

Achieving success in these roles will demand a sharp combination of emotional and intellectual intelligence (EQ & IQ), ensuring not only the successful adoption of AI solutions but also nurturing a culture of innovation, openness, and trust with your customers.

This new era of AI-driven enterprise solutions calls for a fresh archetype of Sales and Customer Success professionals—ones who meld profound technological insight with deep emotional intelligence. As we steer through these transformative times, it's imperative that we leave behind obsolete "salesy" methods in favor of forging authentic partnerships based on trust, empathy, and a united vision for success.

By embracing this dual expertise, you won't merely improve your capacity to drive substantial business outcomes; you'll also empower your customers to prosper amid change, establishing a future where both your clients and your organization can maximize their potential in an AI-augmented world.

If the thoughts I've shared resonate, then I'd encourage you to keep a keen eye on the endeavors my colleagues and I are taking at Functionize. We are delivering an AI-driven Enterprise Solution that will redefine the application testing landscape. But it's not just about the technology—it's about fostering a culture that truly comprehends the depth of innovation and modernization required for the enterprise of tomorrow.

So, keep a watchful eye on us. We're not just building a new platform; we're engineering a cultural transformation within the tech sphere that aligns cutting-edge AI with the nuanced needs of human-driven businesses.

Stay tuned for what's unfolding at Functionize — it's bound to be a game-changer.