These tools promise progress: faster pipelines, lead generation at scale, and more meetings booked. But beneath the metrics is a deeper issue. Trust is deprioritized in favor of speed, and buyers feel it. We stand at the precipice of an entire industry ' one traditionally grounded in human interaction ' flipped on its head. The 'uncanny valley' originally described dolls or robots that look a little too close to humans ' but just off enough to evoke unease. In sales, too much AI-driven personalization skews into the same territory. One mentioned they were impressed by my career trajectory, and congratulated me on my football team's win the previous night. The only issue' They mentioned the wrong team ' a cardinal sin and the result of an AI hallucination. The problem is the system itself and the misaligned incentives it runs on. Sellers are rewarded more for volume than value; pipelines are judged by growth, not quality. When you combine that pressure with tools that can blast...
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