Matthew Galpin: AI, Trust, and the Psychology of Sales

In this episode, I sit down with Matthew Galpin, a sales leader who’s spent years in the trenches building, selling, and refining high-performance commercial strategies, now navigating how AI fits into that world.We unpack a refreshingly honest view of AI in business, not as a silver bullet, but as a tool that works best alongside humans, not instead of them. Matthew shares where AI actually delivers value today, where it falls short, and why so many organisations struggle to trust or adopt it.The conversation goes deeper than technology. We explore the psychology behind decision-making, why people really say no in sales, and how trust, emotion, and belief shape outcomes far more than logic ever will. Matthew also breaks down practical influence techniques, the role of “AI tribes” inside organisations, and how leaders can navigate resistance to change without losing momentum.There are also powerful lessons from his early sales experience, insights into using AI for pattern recognition in real-world workflows, and a grounded perspective on the fine line between persuasion and manipulation.If you’re a founder, executive, or operator trying to make sense of AI while still driving real commercial results, this episode will challenge your thinking and give you practical ways to move forward.