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Welcome to the “Savvy Seller”
Shadow Seller’s stories that  simplify…

Welcome to Shadow Seller's blog, where we're all about ditching outdated sales methods for cutting-edge excellence. Here, we offer insights and strategies to boost the savvy of sales leaders, pros and CEOs. Dive into innovative sales tactics, bust myths, and discover hidden gems to streamline your workflow and enhance productivity. Our posts are packed with practical tips and real-world examples to shake up your sales approach. Whether you're a sales vet looking for an edge, a sales leader trying to finally overcome some of those repetitive problems or a CEO aiming for growth, you've found your resource. Join us on this journey to sales success and stay tuned for content on making sales simpler and more effective. Welcome aboard Shadow Seller's world


Magnificent animals! But they represent the things that everybody thinks, but nobody wants to talk about!
Magnificent animals! But they represent the things that everybody thinks, but nobody wants to talk about!

The Other AI Elephant in the Room: Fear of Becoming Irrelevant

Some of the current conversations remind me of what I thought was a perplexing experience. We were at a lake house with friends, one of them had their two sons with them, both of whom were tenured with one of the big consulting companies. This was a year + ago, when AI and GPT had recently broken into the “mainstream.” Neither of these sons could have been less interested, or more dismissive of this new phenomenon, while their father and I were discussing it at length. I walked away wondering why? It occurred to me that with them both being in the “business of expertise” (consulting), did AI/GPT represent a threat in that it “democratized expertise?”


We’ve talked constantly about AI triggering job-loss anxiety. But there’s a quieter, more  unsettling fear haunting people: the dread of seeing your hard-won expertise suddenly available to anyone with a prompt.


Listen to the pod...





A recent MIT study (WSJ, Dec 2024) dropped a scary data point into the AI discussion: scientists who used a domain-trained model discovered 44 % more new materials—yet 82 % of them felt less satisfied with their work. One researcher summed up the dread: “I couldn’t help feeling that much of my education is now worthless.” When AI can compress a decade of PhD know-how into a click, expertise stops being a moat that defends your castle and starts feeling like a dried up river - a commodity. And this isn’t just about job loss; it’s about identity erosion. The very knowledge that once made you indispensable is now available to anyone with a prompt. That’s the other elephant nobody wants to acknowledge. It feels like the “castle of you” is under siege, and the protection afforded by “your moat of expertise” has been forded.


Why does this feel so personal?

Identity Threat

“My expertise is my personal brand; if a chatbot can replicate it, who am I?”

Investment Loss

Years of study, certifications, and on-the-job scars suddenly look like sunk costs.

Level Playing Field Panic

Junior employees or even customers can now access similar insight instantly, eroding status hierarchies.

 

 We all have to reframe this - What the WSJ Piece Actually Shows:


Productivity 🚀, Happiness 😬

AI boosted materials-discovery output by +44 % compounds, +39 % patent filings, +17 % prototypes

Top Guns Pull Further Ahead

Some researchers became 81 % more productive

Specialized, Domain-Trained AI Wins

BUT - The gains came from a bespoke materials-science model—not a generic ChatGPT bolt-on—hinting that contextual AI is where the real upside sits.

What next?

We’ve all been talking about the implications of AI (for a while now!) We liken it to other technology developments – various hardware, “off-the-shelf” software, the internet, mobile devices, and so on. We’re looking for parallels we can draw. Is it the same? Is it different? One pal of mine made the comparison with the dawn of spreadsheets in finance. He said that those who embraced Visi-Calc, Excel, Lotus 123, etc leapt ahead - what’s the difference with AI?


Context beats generality.”

Progress comes from purpose-built AI. Savvy people appreciate they must tailor tools, use their expertise to provide the much-needed context, not just toss ChatGPT links around.


Democratized expertise isn’t a death sentence—it’s a promotion.”

We need to evolve into more of a Sherpa role - veterans will preserve or move up the value chain by guiding interpretation, ethics, and strategy.              


Just because you know “what” to do, doesn’t mean you know “how” to do it.

GPT can tell you how to perform surgery. In our business it can tell you how to best conduct a sales call – but it will do neither for you. You still have to actually “do it” yourselves. And until your AI buys from my AI (whenever that is!) that’s the way it is.


I always use a football analogy – AI (in our case, Shadow) will get you 80 yards up the field to the opposition red zone – but you’re still going to have to punch the touchdown in yourselves!

 
 
 

Mainly written by Sam Jacobs of Pavilion — borrowed & curated by me! ✂️📚

Most salespeople suck. Not because they’re bad people. Or lazy. But because sales is really hard. 😓📞


In 2023, across 650,000 opportunities representing ~$50B of pipeline, just 20% of reps delivered 80% of revenue. In 2024, that number fell to 14%. Just 14% of reps delivered 80% of all revenue in B2B tech! 📉

Want to know the funny thing? 😏

Those numbers haven’t changed much in the 25 years I’ve been doing this. ⏳

15 years ago, we used Objective Management Group to assess our sales team. The numbers were the same. The assessment told us to:

  • Hire 2 out of 10 people we thought would be a good fit 🧠

  • Keep 2 out of 10 that already worked for us 💼

  • The rest? ❌ Unsalvageable.


Over and over again, a small percentage of sellers generate almost all the revenue in an organization. 💰

So, the real question is:👉 Are the other 80% redeemable?

A better one might be:🔍 Can we shift the median performance of the 80% enough to warrant investing in development?

📊 Research says: YES.Investing in B players increases their odds of becoming A players by 63%. 🚀

Can you afford to make that investment? 💸

Or better yet...Can you afford not to? 🤔


Let’s break it down:

💪 INVESTING IN DEVELOPMENT

📈 According to Spotio:

  • ROI of training is 3.53:1 → Every $1 you invest returns $4.53 💵

  • Companies that prioritize training are 57% more effective than competitors 🏅

  • High-growth companies are ~2× more likely to provide ongoing sales training 🔄


🧠 HIRING ONLY A PLAYERS

Sounds smart, right? Well… ❌

Two problems:

  1. You’re probably bad at hiring 🙃

  2. Performance isn’t portable 🧳Top 1% at Company A? Could flop at Company B due to different:

    1. Products

    2. Processes

    3. Culture

    4. Team dynamics

Harvard calls this the “portability of performance” problem. Star employees are “imperfectly mobile” resources. 🤷‍♂️


More reasons to pause before chasing stars:

  • 💸 High cost & ROI uncertainty — Big salaries, bonuses, guarantees, recruiter fees. If they slump? You burn cash.

  • 🧯 Expensive mistakes — A failed sales hire can cost $500k+ including lost revenue and morale drag.


🧾 BOTTOM LINE:

Most people are bad at their jobs.Most salespeople cannot sell. 🧍‍♂️📉

You can invest in development — it’ll help.You can try to hire only A players — good luck. 🎯

The best answer?💡 Do both.But route your best leads to proven performers 🔄And build a system that feels unfair — but works. ⚖️📈

Yes, that means 10–20% of your reps will generate nearly all your business.And maybe…That’s OK. 🤷

 
 
 
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Shadow System™, Information ≠ Confidence™, Confidence Transfer™, Pre-emptive Risk Framing™, Unsettled Status Quo™, and related terminology are proprietary to Shadow Seller AI and used as part of its structured sales system.

Atlanta, GA, USA

sboardman@shadowsellerai.com

404-353-0754

© 2026 by Shadow Seller LLC

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