Coming in 2026

Selling in the Age of AI

A practical field guide for technical and complex sales in a world where AI speeds up the work but does not replace human judgment.

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What the book is about

AI can summarize calls, research accounts, draft follow-up, analyze public filings, organize meeting notes, and help a seller prepare faster than ever. That matters. But speed is not the same as judgment.

Clients still need to trust you. Companies still have politics. Security, legal, procurement, finance, users, and executives still see the same deal differently. A good demo can still lose. A strong internal coach may still lack the power or courage to fight for you. A deal that looks good on paper can still be bad for the client.

Selling in the Age of AI treats sales as a system with stages, incentives, bottlenecks, stakeholders, risk, and failure points. The chapters are short, practical, and designed to be used.

Diagram showing different organizational pyramids and levels of focus

Who it is for

Technical sellers

Sales engineers, solutions architects, product specialists, and technical account teams selling complex products.

Sales professionals

Account executives and salespeople managing multi-stakeholder deals, value, risk, and internal politics.

GTM leaders

Managers and practitioners building better judgment and execution without replacing people with automation.

Ideas you can use on active deals

Influence maps

See the organization beyond the org chart. Understand who influences whom, who carries risk, and who can actually move the decision.

Coach versus hero

A coach helps you understand the room. A hero fights for you in the room. Do not confuse the two.

Buying process and deal risk

Map the real steps, veto groups, implementation risk, and hidden reasons a technically sound deal can stall.

AI as leverage

Use AI for research, preparation, analysis, and drafting without outsourcing your point of view or judgment.

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Get Sparkle with or without AI and be notified when the book is published in 2026.

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No fake urgency.

The book does not have a final publication date yet. Join the list for the advance chapter and a straightforward note when the book is available.