138. Why Most Teams Are Using AI Completely Wrong w/ Fred Schwark

Most sales teams are using AI to do more. The best teams are using AI in Sales to do better. In this episode of the B2B Sales Trends Podcast, Harry sits down with Fred Schwark, Chief Growth Officer at Coderio, to discuss how AI is helping modern sellers become more prepared, more consultative, and more effective without losing the human connection that drives trust. From AI Sales Coaching and role play simulations to value based selling and objection handling, Fred shares how high performing B2B sales teams are using AI to enhance performance rather than replace people. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – AI in Sales: Why activity isn't the same as performance 02:45 – Moving from activity metrics to Value-Based Selling 07:00 – The balance between AI in Sales and authentic human connection 11:20 – AI Sales Training, role play, and objection handling at scale 16:50 – Sales Enablement: Using AI coaching to improve team performance 24:20 – What elite B2B sellers do differently in 2026 and beyond This episode is for B2B sales leaders, revenue executives, sales enablement professionals, and go to market teams looking to improve B2B Sales Strategy without losing the human element that drives trust. You'll learn: • Why AI should be a performance enhancement tool, not a headcount reduction strategy • How top sellers use AI for preparation, discovery, and objection handling • The role of AI Sales Coaching in improving sales conversations • How to combine AI insights with human trust to create better customer outcomes • What the future of B2B Selling looks like as buyers become increasingly AI enabled 💡 Key Takeaways • AI is most effective when it augments sellers rather than replaces them. • The future of B2B Sales belongs to professionals who combine AI driven preparation with authentic human communication. • AI powered role play and coaching can dramatically improve objection handling and seller confidence. • Top performing sellers use AI to deepen discovery, understand stakeholder priorities, and personalize value conversations. • Radical preparation, objection resilience, and problem solving remain the defining traits of elite sales professionals. 👤 About Guest Fred Schwark is Chief Growth Officer at Coderio, where he helps organizations modernize their infrastructure and become AI ready. Known for his expertise in Revenue Growth, Sales Leadership, financial fluency, and go to market strategy, Fred focuses on helping organizations create measurable customer value while building high-performing sales teams. Connect with Fred Schwark on LinkedIn: https://www.linkedin.com/in/fredschwark/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/