Mike Petroskey - Beyond the Hype: Practical AI for Sales Success

Mike Petroskey - Beyond the Hype: Practical AI for Sales Success

In this refreshingly honest episode, veteran sales leader Mike Petroskey cuts through the AI hype cycle to deliver practical wisdom about implementing artificial intelligence in sales organizations. Drawing from 15 years of sales experience and colorful fly fishing analogies, Mike explains why the real value of AI isn't in replacing humans, but in reducing friction at specific points in the sales process—while preserving the human connections that drive meaningful business relationships.

What You'll Learn:

• Why AI should be viewed as "a very smart but misguided and maybe drunk employee" rather than a sales savior
• How to evaluate where AI can actually reduce friction in your sales process, rather than blindly implementing it everywhere
• A practical framework for using AI in call analysis that reduced manager review time from 22 minutes to the most impactful moments
• Why setting 30-60-90 day plans for your AI implementation is just as important as doing it for new hires

Key Insights:

Mike challenges the common misconception that AI will fundamentally change everything about sales, comparing it to how fishing technology has evolved: "The rod that I bought for $200 twenty years ago is a fraction of what that same rod costs now, but at the same time, the best rods out there won't make you a better caster if the foundations aren't there." He shares a revealing case study of how AI call scoring improved his team's consistency from 50% to 95%, while simultaneously failing to properly evaluate rapport—the most human element of the sales conversation.

"If you can combine a great seller making human connections and a fantastic product, and you can supercharge that with AI being used for good to help them move faster and make the right connections and sell to the right customer and not sell to the wrong customer, now you've got it made." - Mike Petroskey

This episode is essential listening for sales leaders feeling pressured to "do something with AI" without a clear roadmap. Mike provides practical guidance for implementing AI thoughtfully, warning against set-it-and-forget-it approaches while illustrating through real-world examples how technology can amplify both your strengths and weaknesses—making proper implementation and ongoing management crucial for success.