In partnership with
Rex Gelb spent a decade building HubSpot's paid engine. Now he's showing founders exactly how to do it.
On April 27th, get the framework to structure, launch, and scale paid media that drives pipeline, not just traffic. 20 minutes. Live Q&A. Free.
GM to the Top 1% ☕
I watched a rep on my team add $1.2M of qualified pipeline to her number in 31 days using AI. Same territory she had covered for two years. Same accounts. Same comp plan. The only thing that changed was the system she ran her week through. She stopped using AI as a spellcheck and started using it as a second brain with its own workflow.
Most reps with AI access are still using it in the dumbest possible way. They copy an email into ChatGPT, ask it to “make this better,” and paste the result back. That is not AI-assisted selling. That is AI-flavored busywork. The 6-step system below is how the top 1% actually run AI as part of their operating cadence.
💡 WHY MOST AI WORKFLOWS FAIL
Reps treat AI as a tool they pick up when they have a one-off task. That framing is the problem. Tools get used occasionally. Operating systems get used constantly. The reps who are winning with AI have moved it from tool-mode to OS-mode. Every stage of their deal cycle has an AI layer running underneath it.
The second failure is context. Most reps feed AI five sentences of context and expect a VP-ready output. A great output requires great input. Top reps load 20 to 50 pages of context into their prompts. Earnings calls, competitive intel, past deal notes, champion conversations. The model is only as smart as what you put in front of it.
The third failure is trust calibration. Reps either trust AI too much and paste its output raw, or trust it too little and ignore its best suggestions. The top 1% have learned exactly where AI is stronger than them (pattern recognition across thousands of data points) and exactly where it is weaker (reading a room, building trust). They deploy accordingly.
🔧 THE HYBRID SELLER PLAYBOOK
This is the six-step system I teach reps to implement in one week. Each step has a named AI workflow and a defined human handoff.
1. Account Intelligence Brief: Before touching an account, generate a 2-page intelligence brief in AI covering financials, strategy, recent news, and org map. 15 minutes of AI work replaces 3 hours of manual research. Read it. Mark it up. Bring it to your opportunity review.
2. Hypothesis-Led Discovery: Use AI to generate three pain hypotheses based on the brief. Walk into discovery with a written point of view. Lead with the strongest hypothesis. The buyer will either confirm, correct, or deepen it. All three outcomes are better than a cold pain question.
3. Real-Time Prep Loops: 30 minutes before every major meeting, drop the latest call transcript, your strategy doc, and the meeting agenda into AI. Ask it for the three most likely objections and the two questions you are most likely to get asked. Rehearse both.
4. Follow-Up Within the Hour: Immediately after a call, feed the transcript into AI. Generate a summary, the three strongest signals, the two biggest risks, and a draft follow-up email. Edit the follow-up in human voice. Send within 60 minutes. Speed on follow-up wins enterprise deals.
5. Deal Strategy Stress Test: Every Friday, drop your top five deals into AI and ask it to poke holes. What is the weakest link. What would a skeptical VP say in the forecast review. What is the one move that would most accelerate each deal. Fix one per deal over the weekend.
6. Renewal and Expansion Watchlist: Monthly, run AI across your installed base. Ask it to flag churn risk patterns and expansion opportunities based on usage, sentiment, and executive movement. Most reps miss expansion signals that AI catches in minutes. Do not be most reps.
🎯 THIS WEEK’S HOMEWORK
Pick one step. Just one. Build the workflow this week. Most reps try to implement all six and give up by Wednesday. One step, implemented fully, will produce more compounding gain than six steps half-started. Most reps should start with step 4 because it is the fastest feedback loop.
❓ QUESTION OF THE DAY
Which of the six steps would unlock the most time for you this week?
P.S. I broke down all six of these workflows with the actual prompts in my 500 AI Sales Prompts collection. edwardgorbis.com
☕ Share Morning Sales & Earn Rewards
Your unique referral link: {{rp_referral_hub_url}}
Referrals: {{rp_num_referrals}}
Until next reward: {{rp_num_referrals_until_next_milestone}}