AI-Powered Seller Why AI’s Real Power Lives in Pre-Sales and Not Prospecting
Jan 14, 2026
David Maloof, Founder of Pre-Sales Advisory Group and a veteran in pre-sales leadership, dives into the transformative role of AI in the sales process. He explains how AI enhances pre-sales with tailored demos and proactive discovery strategies, shifting the focus from traditional prospecting. The conversation highlights the need for SEs to cultivate curiosity and adaptability to meet modern buyer expectations, emphasizing that AI is not a replacement for great sellers but a tool for those willing to evolve.
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Use AI To Pre-Load Discovery
- Do pre-call research with AI so discovery becomes a validation session rather than starting cold.
- Use AI to automate demo builds, integrations, and data set creation so SEs spend more time with customers.
Reforge Tight AE–SE Teaming
- Do tighten the AE–SE partnership and plan together now that AI frees up SE time for collaborative work.
- Let SEs handle deep account POVs while reps focus on broader account coverage.
Pick A Tool And Use It Daily
- Try and adopt AI consistently: pick one tool, iterate, and embed it into daily work rather than one-off demos.
- Cultivate curiosity and daily use; those who don't adapt will be phased out.
