The Advanced Selling Podcast AI as a Sales Tool, Not a Salesperson with Kayla Kurtz
Feb 25, 2026
Kayla Kurtz, VP of Sales and Business Development at Forthea, helps companies align sales and marketing and apply AI to lead generation. She discusses starting small with AI to refine outreach, scaling personalized outbound, risks of inaccurate AI outputs, using AI to prep for calls, and how buyers use AI to research and negotiate.
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Use AI To Edit And Shorten Your Writing
- Start small with AI by using it to shorten and refine your own writing instead of replacing relationship work.
- Kayla copies her draft into ChatGPT or Copilot and asks it to keep intent but cut words by a third to save time and tighten emails.
Scale Personalized Outreach With Sequence Variants
- Use AI to scale personalized outbound sequences by generating multiple variants and refreshing until something resonates.
- Kayla recommends tools like Apollo which offer alternative phrasings so you can pick lines that match your voice without writing every message.
Use AI Live To Reveal Prospect Visibility Issues
- Use AI as a diagnostic tool to show prospects visibility gaps instead of claiming authority.
- Kayla demonstrates by running a quick co-pilot query during sales conversations to reveal where a prospect may not show up online, then asks to validate findings.