Unmind CRO, Laura Moniz de Aragão, on why AI is making the human side of enterprise selling more valuable, not less - from spotting AI slop to the test she uses to measure real executive trust.
Laura Moniz de Aragão has spent her career in long, complex enterprise sales - the seven- and eight-figure deals that take 12 to 24 months and live or die on trust with a handful of executives. So when the conversation turns to AI making sellers redundant, she pushes back hard: in her world, she argues, AI is about to make the human seller more valuable, not less.
Buyers were never asking for more sales activity. What they want is scarce: real judgement, real insight, real trust. And that's exactly what AI can't manufacture.
In this episode, Laura unpacks what AI slop actually looks like, why she thinks most AI-assisted selling is optimising for the wrong thing entirely and where AI can actually make sellers more impactful.
📚 Episode Chapters:
03:30 - The skills AI can’t replace
10:00 - Redefining hiring and onboarding in the AI era
16:00 - Laura’s AI toolkit
22:40 - How to actually build executive trust
30:00 - The future skills and qualities of enterprise sellers
🎧 Continue listening…
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