AI is all over the place—in nearly every profession and integrated into almost every tool. And that’s actually not a bad thing. It means we get more done, can handle huge amounts of data with ease, reach more people, automate many processes, and much more.

But let’s pause here for a second.

We hear so much about AI and all its automation capabilities, scaling processes, and how to practice it all using tools and workflows. And reading about it, I can’t seem to find one truth. In fact, what is written online is disturbingly conflicting in most cases.

The Timeless Fundamentals of Sales

Humans have always been trading and selling in one form or another. Over the past thousand years, we’ve learned what works and what doesn’t:

• Treat people well.

• Avoid greed.

• Always offer genuine value.

These fundamentals have been refined over time. Prospecting, for instance, helps us connect on a more personal level, ensuring we know who we’re selling to so we don’t waste energy pitching to those who don’t need our product or service. And after that initial contact, we have methods to gather discovery information from buyers without being rude or impatient.

Sales, at its core, is a trade, not a tool.

The Overwhelming AI-Driven Sales Landscape

Browsing my LinkedIn timeline and Twitter—though the last one not so much these days—the noise is overwhelming. There’s an endless stream of people, tools, influencers, gurus, and coaches all claiming to teach you how to succeed in sales. At first glance, you’re hit with a serious case of FOMO as appealing ideas and methods pour in from every direction.

Consider this:

• There are now well over 1,000 AI-driven sales tools on the market.

• On LinkedIn alone, hundreds of sales influencers actively discuss AI’s impact.

• A Google search for “AI in sales” returns millions of results—from blog posts and articles to social media discussions.

• The number of AI-powered Sales Development Representative (SDR) tools has surged by over 300% in the past few years.

Let’s pause and take a breath.

The AI Sales Tools War: Who’s Right?

We now have tools that proudly declare what they do:

• The "Enrich Your Lead List" tool insists that enriching prospect data is the key to closing more deals.

• The outreach tool claims life isn’t possible without proper outreach.

• The CRM promises to handle everything—so without it, you’re doomed.

• The AI SDR—the new breed of all-in-one—probably brings you coffee while you wait for those leads to knock on your door.

Then come the gurus, influencers, and coaches who talk about refining sales processes and curating the ideal tool stack. I follow a lot of them and respect their knowledge, but here’s what I’ve learned:

Many only discuss tools when there’s a sponsorship deal involved.

I can’t count the number of carousels, whitepapers, and clickbait articles filling my laptop. LinkedIn’s algorithm reinforces bubble culture, so you end up reading content designed to psychologically nudge you toward a purchase.

The AI-Powered SDR: The Future of Sales or a Broken System?

If the AI-powered SDR is the next big thing—and it probably will be—what would that be like?

Is it really in the buyer’s interest to be so detached from the sales process that we, as sellers, must first check with AI to learn the name of the person we’re about to meet?

Yes, I might sound like a nostalgic, opinionated grandma here. And I might even be a hypocrite—after all, I’m the founder of RogerRoger, a sales tool. I do the same things.

That’s just the game, right? Attract as many prospects as possible, keep an eye on the competition, use the best tools, and chase success.

But honestly?

I’m tired of it.

It feels fake, and it needs constant maintenance to be sustainable. It doesn’t fit with who I am, who we are as a team, or what our values represent. In fact, I believe this AI-driven sales culture is toxic to the profession.

Finding Balance: AI as a Tool, Not a Replacement

Next to being a founder, I’m also not in my twenties anymore. I don’t believe it’s possible to change the world single-handedly. And I know the solution—if there is one—is not found in extremes but in balance.

Let’s be really honest:

Our drive to adopt AI—or even our curiosity about it—often comes from laziness. If it weren’t for our willingness to take shortcuts, we wouldn’t be as advanced as we are today (if we can even call it that).

But here’s the thing:

AI is just another evolution in technology. It’s not the first disruptor, and it won’t be the last. It has its place and its superpower, just like any tool, influencer, guru, or coach.

Using AI Without Losing the Human Connection

I love experimenting with new things, and I’ll probably laugh at my AI missteps in a few years.

But I’m conscious of one thing: AI is a tool, not a solution. Though I can’t change LinkedIn or any other platform overnight, I’ll stay true to my values:

• I’ll use AI to research, draft ideas, and discover new markets.

• I’ll enrich my data so I can remain relevant.

• I’ll use outreach tools to connect with people who genuinely need what we offer.

But I’ll also have real conversations, listen, and learn.

Conclusion: Stay Human, Stay Curious

At the end of the day, sales is about people.

AI can help us automate processes, but it cannot build trust, form relationships, or replace human connections.

I’ll stay behind my keyboard, keeping in touch with the real issues, learning, having fun, and connecting.

Roger that.