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AI Architect & Design Labs
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Outbound OS™
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2 contributions to AI Architect & Design Labs
Mar 15 •
Welcome to Selling AI | Selling in the Age of AI
The next era of selling is here. This community is designed to help us all keep our skills and careers up to date as we adapt to the new way of selling AI in the enterprise. The sales world is splitting into two: those replaced by AI, and those learning to sell & architect it. This group is your shortcut to adapt and stay relevant. We'll discuss practical frameworks, real-world strategies, and peer insights to keep your tech sales career ahead of the curve. Let’s Start Here: 1. Quickly introduce yourself: Share your current role—or the role you’re aiming for—and what you hope to get from this community. P.S. I’ll personally respond to every post! 2. How do you think sellers will need to adapt in the new era of enterprise AI sales? How To Engage: - Share lessons learned and actionable best practices - Ask real questions, get practical answers - Collaborate across sales, technical, and leadership perspectives - Learn to sell AI with credibility, confidence, and ROI Let's adapt, grow our sales careers and stay relevant together. Matt @ The AI Agentic Sales Lab
1 like • 19d
Hey everyone! I'm Will - currently an SDR but transitioning into SC/SE (final rounds running now, fingers crossed). On the sellers and AI conversation: I think @Michael Dillon is onto something with "own outcomes," and I want to push on why that's becoming true rather than just that it is. The traditional sales model assumes a tool has a defined capability ceiling. I can use a hammer to build a house, but not to send an email - so the buyer needs multiple tools, each vendor owns a slice of the workflow, and the seller's job is explaining why their slice is better than the competitor's slice. But I'm not sure a general-purpose AI agent fits that model. It feels less like a tool with a ceiling and more like a contractor you hire to get something done. And if that's right, the category of "product" might start to break down. Competing on features gets harder to sustain when the underlying capability gap between vendors is shrinking - what differentiates you isn't the tool anymore, it's whether the outcome actually gets delivered. Which is my read on what "own the outcome" really means in practice: the vendor relationship shifting from "here's a thing that enables you" to "here's a result we're accountable for." That's a different kind of sale, and probably a different kind of SC/SE role too - though I'm still working through what that might look like.
26d •
How AI Is Changing How Sellers Sell
Hey team — I’m seeing firsthand how the roles of Account Executives (AEs) and Solution Consultants / Sales Engineers are evolving in the new era of enterprise AI. Before I get into what I'm seeing below, what are you all seeing? Are you seeing shifts happen in front of your eyes, or is the SaaS or traditional model still working for your niche? At ServiceNow, we’re no longer just selling software...we’re selling business outcomes powered by probabilistic systems. Traditionally, AEs sold features, ROI, and efficiency through a structured process (discovery → demo → close). That’s changing. AEs are moving from product selling → outcome selling. The big question and what I believe AE/SC teams need to get really good at is: “How to identify business problems worth solving with AI or YOUR AI PLATFORM?” And I'm noticing that with AI, the sale is no longer the finish line. If Solution Consultants or AI Solution Architects can’t demonstrate value during a pilot or POC, the deal is at risk. In the SaaS world, you could sell licenses and revisit value at renewal. In the AI era, success depends on continuous value realization: - Adoption - Usage - Behavior change In Summary, what I'm now seeing is... AEs now sell through: - Experiments, not promises - Outcomes, not features - Validation, not assumptions Tomorrow, I will post about how I'm seeing the role of solution Consultants / Sales Engineers evolve in the new era of enterprise AI. What are you all seeing? Are you seeing these shifts happen in front of your eyes, or is the SaaS model still working for your niche? Please comment below! 👇
1 like • 25d
I think the AI shift will look more like the adoption of the personal computer than it will SaaS tools. Every time the conversation comes up the scope is more defined by how familiar the people are with the tools than it is by the functionality of AI. So I get the sense that there will still be a lot of lingering “business as usual” similar to how a lot of businesses kept using paper records when PCs were first introduced. Not the most direct answer, but I get the feeling some of the pace of change will be slowed by how quickly the population at large can adopt things
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