Awesome time in Fort Lauderdale, Florida Speaking at the Annual Sandler Success Summit. - My Topic - “How to Build Trust in the AI Age!” Check out this video with some highlights. Sandler Custom Growth Solutions - Doyce Crandall, Mike Crandall, Krystle Evans, David Curran, Autumn Ackerman, Kari Moore, Charley Dalvine
Nobody wants to talk to your AI, but a lot of companies are building their sales process like they do. At Sandler Summit 2026, one theme came up over and over again: we're missing the balance between human dynamics and technology. We're at an interesting intersection in business right now. AI is changing the way we operate, the way we communicate, the way we sell, and the way we're sold to. The question is: if you're using AI in your sales and business communications, are you using it in the right way, and at the right time? AI is a powerful tool, but it's not a silver bullet. When it starts replacing human interaction instead of supporting it, it creates friction, erodes trust, and can ultimately cost you business relationships and opportunities. The companies that will win are the ones that understand how to blend technology with real human connection. Because at the end of the day, people still buy from people. #SalesLeadership #B2BSales #AIinSales #TrustInSales #SalesStrategy #LeadershipDevelopment #Sandler
What a great post! Well said, concise and spot on.
Mike's presentation at the Summit was FANTASTIC!
I will always believe that humans win - where AI just provides support or does things faster. I heard something awesome from Tom Ziglar "AI will never believe in you - only humans can do that!"