How AI Is Changing Sales Today

by Jason Ogden | Nov 4, 2025

AI isn’t just changing how sales teams operate. It’s changing how buyers buy. As trends continue to evolve on a seemingly daily basis, here are three ways sales teams can apply what we know about AI today. 

Using AI as a Co-Pilot

Most professionals use AI as a co-pilot in their daily lives. In sales, we’re using it to research companies, prospects, and industries to prep for calls faster. We also use it to personalize the cultivation process after the initial call. It makes the manual parts of selling less manual for sales teams and more personalized for buyers. 

Using AI Through Chatbots

The best use of AI in sales is to inform. 

AI-enabled chatbots are quietly becoming the new front line for buyers, though I think we’re only scratching the surface here. How bots are trained is the key opportunity for improvement to give sales an edge. If training consists of only brand assets or the website, and includes the ability to schedule an appointment or reach customer service, they’re not a big improvement over their predecessors; they just happen to be powered by AI.  

There is a real opportunity to train the bots beyond what users can find on the website and in whitepapers by enabling the ability to ask and get answers to questions usually reserved for sales conversations. What if your chatbot was trained with the same insights your best sales reps share in live calls? Think pricing frameworks. Objection handling. ROI stories. Competitive differentiators. The stuff prospects actually care about when they’re still deciding whether to reach out. That’s how you help buyers self-navigate deeper into the funnel.

AI and AEO (Answer Engine Optimization)

This was probably the hottest topic in all of B2B marketing in 2025 and for good reason. In addition to all the things marketing teams need to be doing now to seize emerging opportunities in AEO, sales teams have to be involved. Keywords are the basis of search engine results, and conversations are the basis for answer engines. If you’re in sales and your marketing teams haven’t brought you into the fold to inform your company’s AEO agenda, you should initiate the conversation with them today. Your buyers have already begun using answer engines to research their options. It’s imperative to be there to earn conversations. We did a deep dive on AEO here.