Artificial Intelligence (AI) isn’t new to sales anymore—but the gap between how average sellers use AI and how elite sellers leverage AI is widening fast. While many use it as a shortcut, high-performing sellers use AI as a strategic amplifier. They’re not replacing human connection—they’re strengthening it.
In our latest Thought Leadership Series webinar, Chief Revenue Officer Kevin Doddrell shared exactly how exceptional sellers are leveraging AI to elevate their conversations, sharpen their personal points of view (POV), and create deeper client connections. Below is a recap of the biggest insights you may have missed.
AI’s Temptation—and Its Trap
AI can instantly deliver insights, draft emails, prep presentations, and summarize research. But as Kevin emphasized, many sellers are using these tools in a lazy way—and it shows.
But here’s what is true: sellers who know how to leverage AI will absolutely replace those who don't. As we all learned earlier this year in the two-part webinar series, "Sell Smarter with AI."
“AI won't replace sellers, but sellers leveraging AI will."
– Ray Baker, Executive Vice President, Revenue Storm
The overreliance on AI leads to:
- Scripted, over-polished emails
- Insights presented without depth
- Difficulty responding to follow-up questions
- A “same-sounding” seller experience
Elite sellers avoid this trap by remembering a foundational truth:
AI helps with what you say. But connection comes from how you say it.
The Real Differentiator: Connection
Kevin walked through the four sources of competitive advantage sellers rely on:
- Innovation – differentiating your product or service
- Valuation – articulating value and impact
- Recognition – credibility through brand and reputation
- Connection – the human relationship that ultimately drives selection
AI can enhance the first three—but human connection is something only you can create.
“AI can write a sentence, but it can’t read a room.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
Top sellers win because they know connection is the ace card. Research shows that only 6% of connection comes from what you say—the rest is emotion, authenticity, trust, tone, and presence.
The Three Levels of Sales Conversation
Elite sellers don’t jump straight to pitching. They guide conversations through three levels:
- Rapport: Casual conversation, small talk, and rapport-building help lower defenses.
- Credibility: Sharing data, insights, and expertise builds logical trust.
- Connection (The Differentiator): This is where elite sellers stand out—by sharing a personal point of view (POV).
Most sellers never reach level three, but this is where real human engagement happens.
“The goal of the first meeting is to get the second meeting—and that only happens when they value your perspective.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
Why Your Personal POV Matters
A point of view is more than an opinion—it’s a strategic tool.
Sharing a POV:
- Invites agreement, disagreement, or challenge
- Sparks storytelling and collaboration
- Reduces threat and increases trust
- Signals authenticity and vulnerability
- Shows the client you’re there to co-create solutions
Kevin illustrated this with opposing perspectives from Elon Musk and Akio Toyoda:
- Musk: The future is fully electric.
- Toyoda: Hybrid-to-hydrogen is the real path forward.
Both are wildly successful leaders. Both have strong POVs. And neither is “wrong.”
The takeaway?
A personal POV makes you memorable, credible, and human—three things AI cannot do for you.
The Elite Seller’s 3-Step AI Process
Elite sellers don’t outsource their thinking—they use AI to refine it. Kevin broke it down into a simple three-step process.
1. Use AI to Broaden Your Thinking
AI is your research assistant—not your replacement.
Use it to surface:
- Emerging industry trends
- Cross-industry perspectives
- Challenging or unfamiliar viewpoints
- Summaries of reports, case studies, and market data
Then narrow it by telling AI exactly who your client is:
- Role
- Industry
- Strategic priorities
- Personal agenda
- Business context
This creates the foundation for your own authentic point of view.
2. Use AI to Pressure Test Your POV
Next, ask AI to challenge you:
- “Give me three opposing viewpoints.”
- “Role-play as a skeptical CFO.”
- “Tear apart my argument.”
As Kevin put it:
“If you can overcome the objections of AI, you’re going to be able to overcome the objections of a human being.”
– Kevin Doddrell, Chief Revenue Officer, Revenue Storm
This is one of the most missed steps in AI adoption—and one of the most powerful.
3. Shape a Compelling Story
People remember stories, not statistics.
Use AI to help you:
- Craft a 60–120 second story
- Tailor it to your client’s context
- Highlight emotional drivers (excitement, fear, assurance)
- Identify the words and phrasing that feel authentically you
Kevin recounted running into a client two years after a workshop—the one thing they remembered was a story he told about a motorcycle. That’s the power of emotional resonance.
Q&A Key HIGHLIGHTS
During this webinar, the audience submitted dozens of questions. Here are a few highlights:
What if my client disagrees with my POV?
> That’s a win. It sparks debate and builds credibility.
What if I’m new to the industry?
> Leverage your broader experience—credibility comes from authenticity, not tenure.
What if the client uses AI during our conversation?
> Great—lean into your human conviction and perspective.
How can I use AI to learn my client’s challenges?
> It’s all about specificity in your prompts (see Ray Baker’s STORM framework referenced in the webinar).
Click here to watch the full recording of How Elite Sellers Leverage AI in Consultative Selling
Want to Go Deeper? Explore These Related Insights
- Selling Smarter with AI: Demand Generation
https://insights.revenuestorm.com/selling-smarter-with-ai-demand-generation - Three Ways AI Helps Sellers Win More Revenue
https://insights.revenuestorm.com/from-ai-to-buyer-behavior-2025-trends-for-revenue-teams - The Sales Leadership Balancing Act
https://insights.revenuestorm.com/sales-leadership-balancing-act
Talk with our team about AI-enabled selling and sales transformation: Connect Now!
About Revenue Storm
Revenue Storm is a global leader in B2B sales training, coaching, and enablement tools. Since 2001, we’ve partnered with top enterprise brands to transform sales performance through science-backed methodologies, behavioral insights, and AI-powered tools. Operating in 70+ countries and delivering programs in eight languages, we help organizations increase win rates, strengthen sales behaviors, and accelerate growth. Learn more at www.revenuestorm.com.
