Augmenting sales with artificial intelligence

As a salesperson, you learn to rely on intuition, charisma, and bonds forged over the course of a long customer relationship. Metrics, software, analytical tools: they're for marketers – the theory-formulators, the lead generators, the A/B-testers, the people who are there to tee you up so you can smash it across the green. Force of will and force of personality have taken you pretty far in the past, so why wouldn't they carry you forward into the future? It's a seductive myth, and more so because it was true until quite recently. Today, however, you can't rely on your gut or your way with people.