By Shane Gibson Keynote AI Speaker and Sales Author



This is podcast is my full AI Sales Keynote that I delivered in Montreal, Quebec (Canada) at the MicroAge Innovation Conference almost a year ago. This conference was a business growth focused conference for IT Channel MSPs and MSSPs across Canada. There’s a few stats that needed updating but I decided to share it with my podcast listeners anyway. AI has changed a lot in 12 months, but surprisingly most sales leaders and sales pros are still not operating with a full AI Sales Mindset. You can find the entire AI Keynote Video further down in this post.



There was a moment in Montreal at the MicroAge innovation conference that said it all. I looked out at the audience after they watched a video of “me” speaking, except it wasn’t me. It was a hyper-realistic avatar built using HeyGen, speaking in my voice, moving like me, and even delivering my message in French, Mandarin, (or any of 30 languages).



The audience responded with a mix of fascination and discomfort. Some were clearly inspired. Others were visibly uneasy yet still found the humour in it. That one experience summed up exactly where we are with artificial intelligence right now: intrigued and impressed, but also a little unnerved.



We’re fascinated by what AI can do, but we’re also questioning where it will take us. And as sales professionals, we’re asking the biggest question of all. Is AI going to help us or replace us?



AI in Sales: Help or Replace?



The question I hear most often from sales leaders and salespeople is whether AI will assist us or replace us. My answer is simple. It will do both.



AI is already replacing parts of our jobs. Writing proposals. Following up on leads. Translating languages. Analyzing client behavior. These used to be tasks only humans could perform. Now, they’re being done by machines faster, cheaper, and in many cases, better. Salespeople who insist on not using the tools to do this stuff are spending hours on tasks while they’re competitors and increasing real live face time with clients.



So the real question becomes: Will you be replaced by AI or will you be empowered by it?



Automation Isn’t the Threat. It’s the Opportunity.



AI can’t replicate your emotional intelligence, your ability to tell stories, or your intuition when navigating a tough negotiation. But it can do a lot of the heavy lifting.



AI tools can research your prospects before your first meeting. They can draft personalized outreach messages. They can track buying signals and recommend your next move. While you’re sleeping, AI can be generating follow-up content, qualifying leads, and building momentum in your pipeline.



That doesn’t make you less relevant. It makes you more available to do what matters most: building relationships, solving problems, and creating trust.



How I Use AI in My Sales Practice



Here’s what I’m doing right now with AI in my own business:




* HeyGen lets me create a digital version of myself to deliver sales pitches and onboarding videos in dozens of languages.



* Fathom and Quso.ai transcribe live meetings, highlight key themes, and generate content from conversations in minutes.



* ChatGPT is my co-pilot when writing follow-up messages, crafting value propositions, or brainstorming client-specific strategies. In fact I know use 5+ custom AI assistance in my sales process. DAILY.