AI-Powered Seller

AI is everywhere in sales right now, and that’s exactly why sounding human has become a competitive advantage. Jake Dunlap sits down with Kelly Lichtenberger, VP of Sales Development at Silverfort and author of Prospect Like a Girl, to get real about EI versus AI and why “outsourcing” emotional intelligence is a fast way to lose trust on the phone. If your outreach is starting to feel generic, scripted, or weirdly identical to everyone else’s, this conversation will hit close to home.
Connect with Kelly on LinkedIn.

Skaled’s AI GTM Pulse survey was conducted in April 2026 to understand how GTM teams are using and operationalizing AI.
In this debrief, I bring those insights together, connecting the dots across usage, automations, ownership, and measurement. The debrief reframes AI as GTM integration and shows what it takes to move from never-ending experimentation loops to real impact.
Hear the current pulse on AI in GTM. Not adoption, not how many hours saved, not doing more with less… a pulse on how AI is actually showing up in processes and workflows. 
Realize the delta between usage vs adoption, real automation, and pilot success.
Get an interpretation of what the data actually means inside GTM orgs.
Gain the six things GTM leaders and teams can do right now to move from experimentation loops to real GTM impact.
If by the end of this debrief you’re thinking “we’re stuck experimenting, and not scaling,” these are your next steps:
See where you stand today with the AI GTM Maturity Assessment
Then get the AI GTM Strategy Playbook: PLAN
Book time with Skaled to put the plan into action

Still feeling stuck at step zero with AI—lots of prompts, no real leverage? We walk through five concrete moves that flip AI from novelty to advantage for frontline sales leaders and ambitious sellers. It’s a fast, tactical tour: onboarding that compresses ramp, a coaching memory that never forgets, development plans that stick, a leader-specific GPT that encodes your standards, and a pipeline risk radar that tightens forecasts without more meetings.

We start by rebuilding onboarding so reps get high-quality “at bats” in week one. By training an assistant on your ICPs, buyer personas, and competitor positioning, you can simulate role-plays, rehearse objection handling, and focus on the three messages that matter for each persona. Next, we set up a per-rep project that stores one-to-ones, call clips, and commitments, eliminating recency bias and turning scattered notes into trend-aware coaching. From there, we spin that context into personalized development plans with clear weekly agendas and outcomes chosen by the rep, not imposed from above—because ownership drives practice.

Then we introduce a Leader GPT that captures your playbook, stage definitions, must-ask discovery questions, and go-to moves for sticky moments like pricing or procurement. With your norms searchable and consistent, the team self-serves tactical guidance and you recover hours lost to repeat questions. Finally, we assemble a pipeline risk radar that blends transcripts, CRM notes, and emails to surface the real drivers of deal slippage. Instead of relying on generic call scores or single-source tools, you’ll get nuanced risk calls, evidence checklists by stage, and next-step coaching that aligns to your methodology.

The throughline is simple: let AI handle repetition, recall, and synthesis while you lean into nuance, judgment, and presence with customers and reps. Pick one use case to deploy this week—onboarding drills or a rep project—and measure one outcome like faster stage exits or tighter forecast calls. If this playbook helps, share it with a teammate or your VP so the whole org can move beyond experiments and into durable wins. Subscribe, leave a review, and tell us which use case you’ll try first—we’ll send follow-up prompts to help you launch.