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AI is not going to replace real sales. It's going to expose who was never really selling in the first place.
In this episode, John sits down with Jeff Kirchick, author of Authentic Selling and a sales leader who has closed multi-million dollar contracts without ever going through formal sales training, to talk about why AI made personalization easier to fake and easier for buyers to spot, why authenticity is not the same as being liked, and why disqualifying the wrong buyer matters more than qualifying the right one.
If you are in sales, sales leadership, enablement, or RevOps, this conversation gives you a practical way to think about AI-generated outreach, hiring for coachability over polish, the give and get scorecard behind real qualification, and why a smooth call is not always a good sign.
Want to build a sales team that stays authentic as AI changes the job? Visit www.jbarrows.com and learn how you can Make It Happen.
What You'll Learn
- Why AI made personalization easier to fake, and easier for buyers to spot
- Why authenticity is about being trusted, not being liked
- Why Jeff hires SDRs on exactly two traits, work ethic and coachability
- Why a smooth sales call without objections is a warning sign, not a good sign
- Why disqualifying the wrong buyer matters more than qualifying the right one
Jeff Kirchick is the author of Authentic Selling and a sales leader who built his career without formal sales training, closing multi-million dollar enterprise contracts through intuition, empathy, and direct relationship building. He hires his team on two filters, work ethic and coachability, and has built his own sales org's AI infrastructure in house, including deal scoring and call coaching.
Visit jeffkirchick.com to read more of Jeff's writing on sales, authenticity, and AI.
Connect with Jeff Kirchick:
LinkedIn: linkedin.com/in/jeffkirchick
Website: jeffkirchick.com
John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.
Connect with John Barrows:
LinkedIn: linkedin.com/in/johnbarrows
Instagram: instagram.com/johnmbarrows
TikTok: tiktok.com/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages
Join John's Newsletter: https://www.jbarrows.com/newsletter
