Episode Summary

In this episode, we dive into one of the biggest productivity killers in modern sales management: the “sales tax” of manual data entry and follow-up after every successful discovery call. Drawing from insights at MAICON 2025, Sean O’Shaughnessey explores how artificial intelligence (AI) is reshaping sales operations through orchestration, not standardization. You’ll learn how the right mix of tools—like transcription apps, automation platforms, and CRMs—can reclaim hours of productive selling time and enhance overall revenue generation.

This episode redefines the way leaders should view AI in sales. It’s not about replacing human connection but amplifying it—turning manual processes into seamless automations that accelerate sales success and improve business acumen across teams.

Major Highlights

• The real cost of "sales tax"—how manual data entry after calls drags down your team’s performance and revenue management.
• Key takeaways from MAICON 2025: “Human plus AI” as the new standard for high-performing sales organizations.
• Why orchestration of AI tools is more powerful than trying to standardize on one single platform.
• The three-part workflow that automates the entire post-call process—from transcription to CRM updates to follow-up emails.
• The “30-Second Review” technique that transforms reps from authors to producers, freeing hours of time per week.
• How to identify the “digital grunt work” in your sales processes and convert it into automated workflows that scale.

Action Items for This Month

• Audit your post-call process. Have your top and newest salespeople log every manual step they take after discovery calls.
• Implement a transcription tool like Fireflies or Fathom to capture every conversation automatically.
• Experiment with Make.com or Zapier to link transcripts to your CRM and automate email follow-ups.
• Host a sales meeting focused on “Human plus AI”—help your team understand that AI is an amplifier, not a replacement.

Join the B2B Sales Lab

The B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It’s a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com