This special episode features highlights from a fast-paced conversation between Polaris I/O’s Dave Irwin and EY’s Keith Mescha on how AI is reshaping the future of sales.Rather than a linear discussion, this “best of” format pulls together the most compelling ideas from their wide-ranging talk,- including how AI can personalize outreach, streamline seller workflows, and spark change across complex sales organizations.Keith shares practical insights from his work at EY, emphasizing the real-world shifts already happening inside sales teams. This is the first in what will be a deeper ongoing conversation about modernizing sales with AI, so think of this as a powerful intro, not the final word. Takeaways:- AI isn’t just automating tasks, it’s unlocking smarter selling- Personalization is now table stakes- Cross-team collaboration is critical to getting value from AI- Early adopters inside companies can lead big change- Strategic leadership buy-in is what makes or breaks AI efforts- Culture matters: innovation has to be nurtured, not forced- The best AI tools surface the right signals at the right time- Sellers don’t need more dashboards, they need better context- Data without access is a dead end- AI can bridge insight gaps that sellers don’t even know exist

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