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AI is flooding the sales motion, but where some sellers lean in — others are skeptical or even resistant. So where does AI measurably improve seller performance? This session digs into why sellers embrace or reject tools, and what leaders need to understand as AI moves from experiment to expectation.

This session will cover:

• The psychological barriers to AI adoption: loss of autonomy, low confidence, poor explainability, fear of surveillance, and skepticism about quality.

• How AI changes attention, decision speed, and perceived effort in the sales motion.

• What leaders should consider when AI use starts changing seller behavior and team norms.