In Part 2 of this conversation on The Selling Economy, KK Anderson, Co-Founder and Managing Partner at Accelerant Growth Solutions, returns with Yosh to go deeper into the human layers of selling that AI cannot simply automate.

KK explores how a seller’s underlying beliefs about money, status, approval, and confidence can influence the way they negotiate, ask difficult questions, uncover pain, and navigate complex buying conversations. She explains why knowing a sales methodology is not enough if a seller’s beliefs prevent them from using those skills when the pressure is on.

The conversation also examines the role of drive, judgment, and personal accountability in an AI-enabled sales environment. As AI shortens ramp time and takes over more tactical work, Yosh and KK discuss why sales organizations may need to rethink how they hire, develop, and coach sellers.

They also explore the changing role of the sales manager, why coaching should focus more on the person than the pipeline, and what both new and experienced sellers should prioritize as AI continues to reshape the profession.

What You’ll Learn:

Key Topics:

Guest Spotlight: KK Anderson

KK Anderson is Co-Founder and Managing Partner at Accelerant Growth Solutions. With experience evaluating more than 15,000 sellers, KK helps organizations identify the beliefs, competencies, sales DNA, and behavioral factors that influence performance.

Her approach goes beyond evaluating what sellers know how to do. She helps organizations understand whether sellers have the mindset, maturity, drive, and commitment required to execute when situations become difficult, particularly in complex B2B sales environments.

Resources & Mentions:

🎧 Listen now and follow The Selling Economy for more conversations about how AI is reshaping B2B selling and the human skills that matter as the profession evolves. Subscribe wherever you get your podcasts and on YouTube.

In this episode of The Selling Economy, KK Anderson, Co-Founder and Managing Partner at Accelerant Growth Solutions, joins Yosh to explore how AI is changing the work of selling and revealing the qualities that truly separate great sellers from everyone else.

Drawing from her experience evaluating more than 15,000 sellers, KK explains how AI has collapsed the cost of competence. Research that once took hours can happen in minutes. Follow-ups can be automated. Outreach can be sharper. Newer sellers can execute tactical work at a level that once required years of experience.

But when AI takes away the busywork, something else becomes much easier to see: the seller underneath it.

KK breaks selling ability into three interconnected layers: tactical skills, sales DNA, and the will to sell. She explains why skills like listening, asking difficult questions, challenging a buyer’s thinking, staying present through objections, and taking personal accountability still determine whether a seller can perform when it matters most.

Yosh and KK also explore why organizations should diagnose their revenue problems before adding more AI tools, how misalignment between the way buyers buy and sellers sell causes deals to stall, and how AI agents can help strong sellers move faster without replacing the human judgment and trust that great selling requires.

What You’ll Learn:

Key Topics:

Guest Spotlight: KK Anderson

KK Anderson is Co-Founder and Managing Partner at Accelerant Growth Solutions. With experience evaluating more than 15,000 sellers, KK helps organizations understand the competencies, sales DNA, and behavioral factors that influence seller performance. Her approach focuses on diagnosing where revenue execution is breaking down so leaders can make more informed decisions around talent, coaching, enablement, process, and technology.

Resources & Mentions:

🎧 Listen now and follow The Selling Economy for more conversations about how AI is reshaping B2B selling and what it means for the people doing the work. Subscribe wherever you get your podcasts and on YouTube.

In Part 2 of The Selling Economy’s conversation with Joe Williams, Yosh and Joe move from the lessons of Salesforce’s early days to the transformation happening in sales right now as organizations figure out how to deploy AI.

Joe shares his perspective on the rise of DIY AI and why giving individual sellers powerful AI tools does not automatically create an effective AI strategy. While tools like Claude can make an individual more productive, Joe argues that enterprise selling is ultimately a team effort. The bigger opportunity is creating systems that keep sellers, managers, and supporting teams aligned with shared context and information.

The conversation explores a common mistake companies are making with AI: using new technology to automate old behaviors. Instead of simply generating more emails, increasing activity, or adding AI features to an existing tech stack, Joe and Yosh discuss why organizations need to rethink how their sales teams actually operate and determine where AI can give sellers meaningful time back.

They also examine the changing role of the human seller. Buyers can now research products, competitors, pricing, and solutions independently, but that does not eliminate the need for sales professionals. Joe explains why buyers still value human interaction at critical moments, especially when they need validation, expertise, or someone willing to tell them when a solution is not the right fit.

From replacing legacy technology to improving sales efficiency and navigating major organizational change, Yosh and Joe unpack what the new selling economy could mean for sellers, leaders, and the future structure of B2B sales organizations.

What You’ll Learn:

Key Topics:

Joe Williams brings 30+ years of enterprise sales experience, including 12+ years at Salesforce. He was one of Salesforce’s first enterprise sales reps and went on to serve as an AE, Sales Manager, and RVP, helping close some of the company’s first marquee enterprise accounts.

His career also includes experience at ADP, Oracle, and Ariba.

Resources & Mentions:

🎧 Listen now and follow The Selling Economy for conversations with experienced operators on how AI, changing buyer behavior, technology, and human relationships are reshaping the future of B2B sales.

In the inaugural episode of The Selling Economy, Joe Williams joins Yosh to look back at the early days of Salesforce and unpack what that era can teach today’s B2B sellers.

When Salesforce was still a relatively unknown company introducing a subscription-based, hosted model to enterprise organizations, selling required more than demonstrating product features. Joe and Yosh revisit what it took to challenge established software models, win over skeptical enterprise buyers, and build confidence in an approach that many IT leaders initially resisted.

With more than 30 years of enterprise sales experience, including 12+ years at Salesforce as an AE, Sales Manager, and RVP, Joe brings firsthand perspective from Salesforce’s early enterprise expansion. As one of the company’s first enterprise sales reps, he helped close some of Salesforce’s first marquee enterprise accounts.

Joe shares how focusing on end users became a critical part of Salesforce’s early success. By understanding how sellers actually worked, listening to their frustrations, and making the experience easier for them, the team was able to create passionate internal advocates and build champions inside major accounts.

The conversation also explores how dramatically the buying environment has changed since then. Today’s buyers have access to more information, conduct their own research, evaluate competitors, and often enter conversations several steps into the buying process. Yet many sales organizations still engage buyers as if every conversation starts at step one.

From genuine curiosity and customer empathy to trust, preparation, and AI, Joe and Yosh examine what sellers can carry forward from the early days of Salesforce and what needs to change for the new selling economy.

Joe Williams brings 30+ years of enterprise sales experience, including 12+ years at Salesforce. He was one of Salesforce’s first enterprise sales reps and went on to serve as an AE, Sales Manager, and RVP, helping close some of the company’s first marquee enterprise accounts.

His career also includes experience at ADP, Oracle, and Ariba.

🎧 Listen now and follow The Selling Economy for conversations with experienced operators on how changing buyer behavior, AI, technology, and human relationships are reshaping the future of B2B sales.