Building Trust in Sales in the Age of AI | Julie Thomas

<p>How do you build trust with buyers when AI and automation are changing almost every part of the sales process?</p><p><a href="https://www.linkedin.com/in/julieathomas/?isSelfProfile=false" target="_blank" rel="ugc noopener noreferrer">Julie Thomas</a>, CEO of <a href="https://www.valueselling.com/" target="_blank" rel="ugc noopener noreferrer">ValueSelling Associates</a>, joins Paul Fuller to explore new research into prospecting and what it reveals about gaining access and creating meaningful sales conversations in the age of AI.</p><p>Julie explains why cold calling still works, why respectful persistence matters, and why strong communication, active listening, and critical thinking become even more important as technology takes on more of the work around the salesperson.</p><p>The conversation also covers how automation can erode trust, why sales leaders need to keep investing in seller development, how to right-size the sales tech stack, and why technology should amplify good selling rather than accelerate bad selling.</p><p><br></p><p><strong>Chapters:</strong></p><p>00:00 Introduction<br>01:35 Julie Thomas’ journey in sales<br>04:21 How AI is changing prospecting<br>06:41 Why cold calling still works<br>14:41 How better conversations build trust<br>18:32 Why AI still requires strong sales skills<br>23:13 Rethinking the sales tech stack<br>30:14 Why trust matters more in the age of AI</p><p><br></p><p><strong>About Julie Thomas:</strong></p><p>Author, speaker and CEO of ValueSelling Associates, Inc., Julie Thomas works with revenue leaders, helping them achieve results they never thought possible. She also leads Growist™, a ValueSelling sub-brand empowering small businesses with proven sales frameworks. A former Gartner executive, Julie’s long-standing industry leadership has earned ValueSelling top awards as a pre-eminent provider of sales training. Her latest book is <em>The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life</em>.</p><p><strong>Want to explore the research behind the conversation?</strong></p><p>Read ValueSelling Associates’ <strong>Cutting Through the Noise</strong> report for a closer look at what’s working in prospecting today.</p><p>📌 <a href="https://www.valueselling.com/research-ebooks/the-most-effective-sales-prospecting-tactics-in-the-ai-era" target="_blank" rel="ugc noopener noreferrer">https://www.valueselling.com/research-ebooks/the-most-effective-sales-prospecting-tactics-in-the-