The New Playbook: Sales, Marketing, and Trust in the AI Era
- Mr. Michael Gansman
- Nov 15
- 1 min read
The old sales and marketing playbooks no longer work!!!
Buyers are more cautious, budgets are under scrutiny, and everyone is promising “AI-enabled” solutions. In this environment, what buyers crave isn’t hype - it’s clarity.
Let’s break it down.
Sales: Buyers don’t want a pitch - they want insight. Spray-and-pray prospecting is dead. The winners in 2025 are personalizing every conversation, proving ROI, and positioning themselves as trusted partners instead of vendors.
Marketing: Generic content no longer cuts it. Buyers are overwhelmed by noise, and the fastest way to get ignored is to sound like everyone else. Messaging must be sharp, relevant, and personalized to the buyer’s exact pain point.
Trust: This is the multiplier. In uncertain markets, especially with today's instability, buyers are buying confidence & direction more then they are buying solutions. Trust comes from consistency, from demonstrating outcomes, and from showing up as more than just a salesperson - you’re an advisor who understands their world and how to help them navigate this tepid landscape.
AI has raised expectations
Buyers are asking: “If AI can generate options instantly, what unique value do you bring?”
The answer must be insightful, credibile, and prove value.
If your playbook hasn’t been updated, now is the time to rewrite it!
At The Gansman Group, we help leaders enhance (& rebuild as needed) their revenue systems with precision, personalization, and trust at the core.
Because today and in to 2026, that’s what wins.
Let’s talk.
My best,
Michael Gansman
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