Lisa Chiara Farioli’s Post

When I started cold-calling years ago, my value was information. I knew which tool did what and why it mattered, and the prospect usually didn't. That gap was the whole job. That gap is gone. A new Gartner stat says 67% of B2B buyers now want a "rep-free" experience, up from 43% a few years ago. If you're still opening calls by explaining what your product does, you're competing with ChatGPT, and ChatGPT is faster and less awkward. Here's the part that gets skipped: 69% of those same buyers still want a human to validate what the AI told them before they spend real budget. AI gives a confident answer. It won't tell them if that answer holds up. That's exactly what we should focus on now. Nobody needs me to explain what Leadfeeder does, their own research already did that. What they need is someone who's done the homework on their market, their GDPR headaches, their buyer culture, so I can answer "does this work for MY situation" instead of "what does this do." The rep who explains is done. The rep who validates is just getting started. What's the one thing you catch yourself explaining on calls that a client could've Googled in 30 seconds?