Hey everyone, welcome back to The HiveMind Signal. I’m Madison Wade, here with Shane Hermans. Today, we’re diving into something that’s honestly been a game-changer for sales teams—AI. Not the sci-fi kind, but the kind that actually helps you get your day back.Yeah, and I mean, if you listened to our last episode, you’ll remember we talked about how GTM bloat and all these overlapping tools just slow everything down. It’s wild—most sales reps are still spending, what, two-thirds of their time on stuff that isn’t even selling? I think Salesforce put it at 66% of sales time lost to non-selling tasks. That’s just... it’s a lot.It’s brutal. And honestly, I remember when I was launching my first startup in Singapore—this was, what, 2014?—I spent so much time just digging for the right contacts, researching companies, trying to figure out who to talk to. I kept thinking, “Why can’t I just get a signal, not another tool?” Like, give me something that tells me who’s actually ready to talk, not just a bigger list to sort through.Exactly. And that’s where AI is flipping the script. Instead of spending hours researching, you’ve got these tools now that compress all that research time. They surface intent signals, prioritize leads, and even suggest the best time to reach out. I saw a stat—AI can automate up to 92% of sales record updates. That’s not just a little time back, that’s a whole new workflow.And it’s not about replacing reps, right? It’s about giving them leverage. I mean, 78% of reps say they want AI to help with all the admin and research. It’s like, let me actually talk to people instead of just prepping all day.Yeah, and the companies that are getting this right—especially in B2B—are seeing up to 50% more leads and appointments. That’s not hype, that’s McKinsey-level data. But, you know, it only works if you actually redesign the workflow, not just bolt on another tool. Otherwise, you’re just adding to the noise.So let’s get into the real-world stuff. We worked with a sales rep who was stuck at one meeting a week. Super common, right? They were using basic CRM filters, generic sequences, and honestly, just burning out on research. Seventy percent of their time was research, thirty percent was actual outreach. Pipeline was flatlining.Yeah, and then we layered in AI. Not in a “press a button and walk away” way, but by integrating AI-driven prospect prioritization—so, intent plus fit signals. Suddenly, the rep’s dashboard was lighting up with the right accounts, not just any account. And then we added AI-driven personalization. The emails started using buyer triggers, mirroring ICP language, and even the CTAs were suggested by AI. It was like, “Hey, here’s what your best-fit customers actually respond to.”The results were wild. Meetings jumped from one to seven a week. That’s a 600% lift. And response rates? They went from 2.3% to 14.7%. That’s not just a blip, that’s a whole new game. The rep told us they felt way more confident, and their manager started rolling the model out to the whole team.And yet, most teams are still stuck in “spray and pray” mode. They’ve got all these tools, but they’re not getting the signal. I think it’s because a lot of leaders still see AI as just another automation layer, not as a way to actually augment human judgment. Like, the rep still owns the decision, but AI compresses the curve. It’s leverage, not autopilot.Totally. And the data backs it up—personalized subject lines alone get 22% more opens. Follow-up emails in that 30 to 150-word sweet spot? They book 15 times more meetings. But you can’t do that at scale without AI. It’s just not humanly possible to personalize every touchpoint for hundreds of prospects a week.And, you know, it’s not just about the numbers. The rep was more coachable, had better data, and the whole team started learning faster. That’s the real multiplier—when you can replicate what works, not just hope for a lucky break.So, let’s zoom out. It’s not just about one rep or one tool. The companies that are really winning with AI in sales are building what we call “engines for growth.” It’s a four-phase approach: strategy, enablement, execution, and optimization. And it’s not just theory—we’ve seen it work in fintech, cybersecurity, SaaS, you name it.Yeah, I mean, take that fintech client we worked with. They were stuck in the old way—manual prospecting, slow follow-ups, lots of admin. We helped them reengineer their sales workflow with AI at the core. Within a year, they saw a 40% revenue jump. That’s not just incremental, that’s transformative. But it took more than just plugging in a tool. It was about aligning the strategy, enabling the team, executing with precision, and then constantly optimizing based on real feedback.And that’s the thing—GenAI isn’t a magic wand. You have to rethink the workflow. What do you automate, and where do you keep the human touch? How do you make sure the AI is actually aligned with your goals, not just spitting out more noise?Yeah, and I’ll say—most of the success stories we see come from teams that are willing to experiment, measure, and adapt. They don’t just set it and forget it. They’re constantly asking, “Is this working? Where can we tweak? What’s the data telling us?” That’s how you get sustainable growth, not just a short-term spike.And honestly, it’s not just about sales. This approach—strategy, enablement, execution, optimization—it works across the board. Whether you’re in fintech, SaaS, cybersecurity, or even retail, the principles hold up. But you’ve gotta be willing to rethink how you work, not just what tools you use.Couldn’t agree more. And, you know, as we wrap up, I think the big takeaway is: AI in sales isn’t about replacing people. It’s about giving them superpowers—compressing the boring stuff, surfacing the right signals, and letting humans do what they do best. But you have to design for it. Otherwise, you’re just adding to the noise.Alright, that’s a wrap for today. Shane, always a pleasure. And thanks to everyone listening—if you’re curious about how to actually build these engines for growth, or you’ve got questions about AI in your own sales workflow, reach out. We’ll be back soon with more on systems, strategy, and sustainable innovation. See you next time!Thanks Madison, and thanks everyone for tuning in. Catch you on the next HiveMind Signal. Take care!

Episodes

AI in Sales: From Stagnation to Surge