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GM to the Top 1% ☕
I ran a discovery call last week. Thirty seconds in, the VP of Ops said: "I already had Claude compare your platform to three alternatives. Show me something the AI missed." That sentence should scare every seller reading this.
The question is no longer whether your buyer is informed. The question is whether you are prepared for how informed they are.
📉 THE DATA THAT SHOULD CHANGE YOUR PREP
89% of B2B buyers now use generative AI in every phase of their buying process. Not just research. Every phase. From vendor identification to business case creation to internal alignment.
32% use AI as much as traditional search to find vendors. That means your buyer is not just Googling you. They are prompting about you. And the AI is pulling from review sites, forums, case studies, and competitor comparisons you have never seen.
Buyers using AI feel 36% more confident in their decisions. They are walking into your meeting with a pre-built opinion. If you open with rapport questions and basic discovery, you are already behind.
🔧 THE AI-READY DISCOVERY FRAMEWORK
1. Pre-Call Intelligence Scan: Before every call, run the same AI prompt your buyer probably ran. Search your own company name plus the prospect's industry. See what the AI says about you. That is the baseline your buyer is starting from.
2. Open With a Hypothesis: Replace your opening question with a point of view. "Based on what I am seeing with companies like yours, I think your biggest challenge is X." This forces the buyer to engage at a higher level than generic pain questions.
3. Ask What the AI Got Wrong: Literally ask: "What did the AI miss when you were researching this?" This shows you understand their process and positions you as the human layer they actually need.
4. Deliver Insight the AI Cannot: Share a pattern from your last 10 deals in their industry. AI can aggregate data, but it cannot tell them what happened in the room when their competitor's deal stalled at procurement.
🚀 NEW: The AI-Native Sales Leader (Maven Course)
I am building a live cohort course on Maven that teaches everything in this newsletter at a deeper level. How to use AI across every stage of the enterprise sales cycle. From discovery to negotiation to renewal defense. If you want to be first in line when doors open, check it out: maven.com/edward-gorbis/the-ai-native-sales-leader
🎯 THIS WEEK'S HOMEWORK
Run this exact prompt before your next discovery call: "Act as a VP of [buyer's title] at a [industry] company evaluating [your solution category]. What questions would you ask a vendor? What concerns would you have?" Then build your call plan around answering those questions before they ask them.
❓ QUESTION OF THE DAY
When was the last time you ran your own company through an AI search to see what your buyer sees?
You do not have to answer in public. But be honest with yourself.
☕ Share Morning Sales & Earn Rewards
Know a seller who still runs discovery like it is 2019? Share your link:
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See you tomorrow.
Edward
Founder, Morning Sales
P.S. Want to go deeper on AI-powered sales prep? I do 1-on-1 AI sales coaching sessions where we rebuild your discovery process from scratch. Book here: edwardgorbis.com/products/1-1-ai-sales-coaching-with-edwardGM to the Top 1% ☕