AI in Sales: A Return to Authenticity and Precision

[Scale & Strategy]

​ ​ Scale & Strategy This is Scale & Strategy, the newsletter that makes you sound smart about Business operations to all of your friends. (We won’t tell if you don’t). Here’s what we got for you today: Stop Churning Out Boring Content. Here’s How to Make It Actually Stick. Google’s Demand Gen Gets a Boost—Plus, AI Might Start Calling Businesses for You AI in Sales: A Return to Authenticity and Precision Stop Churning Out Boring Content. Here’s How to Make It Actually Stick. ​ Most content today feels like a late-season sitcom—predictable, lifeless, and way past its prime. If you want people to crave your content and keep coming back, it needs depth, personality, and a point of view. Ben Goodey breaks it down with three ways to make your content actually resonate: 1) Take a stance and stick to it. Even the dullest topics get interesting when you add a strong perspective. Pick a side and weave that opinion through the entire piece. Example: Instead of regurgitating SEO definitions, define it in your own way and reference that throughout. 2) Use personal stories. Good writing follows the PEE framework—Point, Evidence, Explain. Your evidence? Personal experience. A simple “For example, I…” makes content relatable and real. Abstract advice won’t stick, but a story will. 3) Swap “How to” for “How I.” This forces you to actually do what you’re writing about. If you’ve lived it, you can prove it. If not, talk to someone who has. At the end of the day, people trust content backed by proof. Show, don’t tell. Google’s Demand Gen Gets a Boost—Plus, AI Might Start Calling Businesses for You ​ First impressions matter—especially in advertising. And Google’s latest Demand Gen updates aim to make ads more creative, targeted, and effective. Here’s what’s new: More control: Expanded options for where your ads appear, including YouTube, Discover, Gmail, and now Google Display. Better creativity: Vertical image ads for Shorts, AI-powered video editing, and easier ad previews. Enhanced features: Product feeds for improved discovery, real-time local inventory integration, and omnichannel optimization. Google also rolled out new reporting tools that let you compare Demand Gen performance with paid social—so you can make smarter budget decisions. Oh, and if you use Video Action Campaigns, there are updates coming your way too. AI Might Be Your Next Customer Service Rep Google is testing “Ask for Me,” an AI-powered feature that lets customers call businesses to get real-time info on pricing, availability, and other details—without speaking to an actual person. If it takes off, this could mean more inbound leads for businesses while removing the hassle of answering the same questions over and over. Not live yet, but worth keeping an eye on. AI UPDATES: Microsoft and Mistral Make Big Moves Microsoft just made Think Deeper free for all Copilot users. This advanced AI tool helps break big projects into actionable steps and dives deep into complex topics—useful if you need to structure your thoughts or analyze something fast. Meanwhile, Mistral AI is shaking things up by opening its Mistral Small 3 model to businesses. It’s ultra-efficient, running on 24B parameters, delivering 81% accuracy on benchmarks, and processing 150 tokens per second—meaning it’s as powerful as models three times its size but at a fraction of the cost. More updates are on the way, so expect even bigger shifts in the AI landscape soon. AI in Sales: A Return to Authenticity and Precision ​ AI and automation are bringing sales back to its core principles: solving problems and getting paid to do so. Sounds counterintuitive, right? Let’s break it down. At its heart, sales is about identifying a need and providing the right solution—just like your local shopkeeper who stocks what the neighborhood needs. Compare that to the outdated stereotype of the pushy car salesman using every trick to close a deal. The Evolution of Sales Sales has always adapted to technology: Pre-Internet: Reps knocked on doors or spent their days cold calling. Internet Boom: Email became the dominant channel for prospecting. Social Selling Era: LinkedIn added another layer to outreach. Each shift made sales more scalable—but also more time-consuming. And since time is money, sales teams moved toward volume-based strategies, chasing more leads, more deals, and more upsells. This gave rise to automation, and eventually, the infamous “spray and pray” approach. It worked—until it didn’t. People got tired of impersonal, generic outreach. Salespeople became noise, not problem-solvers. AI Brings Sales Back to What Matters Today’s challenge is clear: Buyers ignore one-size-fits-all messaging. Sales teams still need volume to stay competitive. The solution? AI. AI enables sales professionals to refocus on what works: ✔ Precision targeting: Reach only those who actually need your product. ✔ Personalized messaging: Respect prospects' time with tailored outreach. ✔ Better conversations: Less time wasted, more meaningful interactions. AI handles the research, so sales teams spend less time digging for data and more time closing the right deals. Buyers win, sellers stay competitive, and everyone gets better outcomes. Now, all that’s left? Rebuilding the reputation of salespeople—but that’s a challenge for another day. Was this email forwarded to you? subscribe That’s it for today and as always It would mean the world to us if you help us grow and share this newsletter with other operators. Our mission is to help as many business operators as possible, and we would love for you to help us with that mission! ​ ​Unsubscribe · Preferences​ ​