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GM to the Top 1% ☕
This month Salesforce made its commerce agents generally available, and put them where the buyer already is. A Shopper Agent and a Buyer Agent, running natively inside ChatGPT and Google AI Mode, and meeting business buyers directly in WhatsApp and SMS.
A buyer can now text "same order as March, 40 cases" and an agent confirms the SKU, pulls contract pricing, and completes the order. No rep. No call. No you.
Sit with what that automates, and more importantly, what it cannot.
💡 IF A TEXT THREAD CAN CLOSE IT, IT IS NOT YOUR DEAL ANYMORE
Here is the uncomfortable line to draw. Any purchase that is fundamentally a reorder, a config, or a known quantity is now agent work. Retailers running these agents are already growing sales faster than the ones who sat it out. Gartner expects 40% of enterprise apps to have embedded agents by the end of this year, up from under 5% last year. The transactional layer of buying is being absorbed, quickly.
That is not a threat to enterprise sellers. It is a spotlight. It shows you exactly which part of your job was never really selling, and it burns that part away.
What an agent cannot do is sit in a room where nine executives disagree about strategy and read who actually holds the veto. It cannot navigate the politics of a reorg. It cannot make a CFO feel safe betting her reputation on a decision that could go wrong. It cannot own the risk of a messy, high-stakes deployment.
The sale that stays human is the one that is too complex, too political, and too consequential to hand to a bot in a text thread. If your deals live there, agents just made you more valuable. If they do not, the text thread is coming for them.
🔧 MOVE UPMARKET INTO JUDGMENT
Four ways to plant yourself where the agent cannot follow.
1. Audit your deals for automatability: Sort your pipeline into "an agent could do this" and "this needs a human." Grow the second column on purpose.
2. Sell the decision, not the transaction: Stop competing on the parts a bot does better. Compete on de-risking a hard, ambiguous choice.
3. Get into the room before the requirements exist: Agents execute defined buys. Humans shape undefined ones. Be there while the problem is still messy.
4. Own the outcome, not the order: Anchor your value to what happens after the signature, the rollout, the adoption, the result. That is judgment, and it does not fit in a text thread.
🎯 THIS WEEK'S HOMEWORK
Take your current pipeline and mark every deal an agent could plausibly complete in a chat window over the next two years. Whatever is left is your real book. Ask yourself if you are spending your week on that book, or on the part a machine is about to take.
❓ QUESTION OF THE DAY
How much of your pipeline could a decent agent close in a text thread without you?
Reply with your honest percentage. The number itself will tell you where to move.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. Moving your deals upmarket into judgment, the part no agent can touch, is faster with someone watching your real calls. I run a small number of 1:1 AI sales coaching sessions where we rebuild your pipeline around the sales a bot cannot do. It is 500 dollars and we work on your live deals. Reply to this email if you want one of the slots.