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Last Friday a VP I have known for ten years asked me a question over coffee.
"How do I tell if my reps are actually using AI or just saying they are?"
I gave him three diagnostics. He used them in his 1:1s on Monday. By Wednesday he had identified the four reps on his team who were quietly compounding, the eleven who were faking it, and the three he needed to coach this quarter or lose.
The gap between those three groups is widening fast. And it is now visible to anyone with the right three questions.
💡 THE AI LITERACY GAP IS BECOMING THE QUOTA GAP
Here is what the data is telling every sales leader who is paying attention. Sales teams using AI are 1.3x more likely to see revenue growth. 81% of teams have implemented or are experimenting with AI. 83% of B2B commerce leaders are increasing AI spend in 2026. 40% of enterprise apps will embed task-specific AI agents by year-end, up from less than 5% a year ago.
That is not a tools trend. That is a quota trend. The reps who learn the prompt stack now will be selling faster, prepping smarter, and closing tighter than the reps who keep treating AI as a side project. The compound is already showing up. It will be undeniable in 18 months.
The 19% of teams not using AI right now are not necessarily failing this quarter. They are failing in 24 months. The replacement is not the bot. The replacement is the rep next to them who learned to use the bot.
If you are in the 19%, the catch-up is not hard. It is one library of prompts, twenty hours of practice, and a Monday ritual. Most of my coaching clients close the gap in six weeks.
🔧 THE 5 PROMPTS I RUN BEFORE A CLOSE CALL
Run these in order. 9 minutes total.
1. Stakeholder map prompt: "Given the last 8 weeks of email and meeting activity in this deal, list every stakeholder, their role in the buying decision, the strength of our relationship with each, and the one we are weakest with."
2. Risk surface prompt: "Read the last 5 calls and emails. Identify the three biggest risks to this deal closing this quarter that have NOT been named out loud yet. Rank by likelihood."
3. Champion brief prompt: "Write a one-page deal narrative my champion can forward internally. Frame in their language, anchored to the three CFO concerns from last quarter’s earnings call."
4. Negotiation prep prompt: "List every objection raised in the last 90 days. For each, give me the strongest counter, the weakest counter, and the question I should ask before answering."
5. Close-call agenda prompt: "Build a 25-minute close-call agenda that confirms timeline, surfaces the unnamed risk, isolates the lone holdout, and ends with a yes-or-no decision. Output as bullets I can paste into the calendar invite."
🎯 THIS WEEK’S HOMEWORK
Pick your largest open enterprise deal. Run all five prompts before your next call. Total time should be under 12 minutes. Compare the call quality to your last close call where you did not run them.
❓ QUESTION OF THE DAY
Which of these five do you want the full prompt for?
Reply with a number. I will send the verbatim version.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. Want 2,800+ AI-native sellers reading your brand every morning? Morning Sales is now accepting direct sponsorships for Q3. Single placement is $400, four-week package is $1,200. Book a placement here.