4 Ways AI Tools Are Making Salespeople Better (And More Honest)
If you're not using AI in your sales process yet, you're leaving time, accuracy, and competitive advantage on the table. Here are 4 ways we've integrated AI tools into our workflow — and why it's changing how we sell.
Let's be honest — we're all a little obsessed with AI right now. The funny pictures, the wild business ideas, the questions we'd never ask out loud. It's a lot.
But here's the thing: if you're not using AI tools to help your sales career, it's time to start.
We've always said sales is 50% art and 50% science. With AI, we might be getting closer to 25% art and 75% science. That's not a threat to great salespeople…it's a gift.
Here's how we use it, and why it works.
1. Writing Proposals That Actually Win
We've always started proposals with "what we know about the client." Here's the truth: no one cares about you. They want to know that you care about them. (Want to steal our framework? Grab our proposal template here.)
The old way? Take notes by hand, then spend an hour digging through them trying to reconstruct what actually mattered. The new way? We invite HubSpot's Notetaker to every single meeting. When the call ends, we drop the transcript into a proposal writer project in Claude, and build the proposal together.
No more trying to juggle all of this at once:
- Taking notes
- Staying present and actually listening
- Asking the right questions
- Remembering everything afterward
Claude handles the notes. We handle the client.
2. Being Brutally Honest About the Numbers
Salespeople love to round up. "I close at least 50% of my deals!" Sure.
One of the most uncomfortable (and useful) things AI has done for us is hold up a mirror. Open your HubSpot AI Assistant (Breeze) and ask, "What was my close rate last month?" It gives you the real number in seconds. No report-building. No counting by hand. No conveniently fuzzy math.
Just the truth, fast.
Accurate self-assessment is one of the most underrated sales skills out there. You cannot improve a number you refuse to look at. AI tools make it a lot easier to look.
3. Having a Sales Teammate Who Tells You the Truth
Sales can get lonely. It doesn't have to be.
We use Claude to pressure-test ideas before they go to clients — feeding it our best practices, our priorities, and our sales philosophy so it can ask the questions we might have missed. Think of it as a senior sales leader available in under 60 seconds, any time you need one.
Every proposal, every strategy, every recommendation gets a second set of eyes before a client ever sees it. That kind of built-in accountability is exactly what separates good salespeople from great ones.
If you want to build your own sales process that scales, holds up to scrutiny, and reflects how you actually sell, The Middle Six is here to help.
4. Doing Research That Actually Prepares You
AI pulls from far more sources than a quick Google search ever could. Before a discovery call, we use it to get the full picture of a company, not just the polished version on their website.
If there isn't much out there about them? That tells us something too. It usually means there's some educating to do — specifically around AEO.
Don't know what AEO is or why it matters to your business? You're not alone. And it's a conversation worth having before your competitors have it first. Contact us today.
The Bottom Line
AI isn't replacing salespeople. It's replacing the excuses.
The habit of avoiding your real close rate.
The scramble to reconstruct a client conversation from sketchy notes.
The loneliness of making big decisions without a sounding board.
AI cleans all of that up, and leaves you more time to do what only humans can do: build real relationships and earn real trust.
That's still the 25% that matters most.
Ready to build a sales process that uses every tool available — including AI? Let's talk.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
