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Every era has a skill that matters most. At one point, it was writing. If you couldn’t write clearly, you didn’t get taken seriously. Then typing took over.
Speed mattered.
Accuracy mattered.
“Two fingers” quietly became a liability.
Now we’re in the next phase.
Prompting is the skill.
Because it changes how fast sellers go.
In every era and every market, the salespeople who win in highly competitive sales are the salespeople who go faster.
What has always made sellers go faster?
Assistance.
Until now, in the form of human assistants.
But now, the game has fundamentally changed. The big-brand, A-list wholesalers aren’t the only ones with assistants now.
Because you’ve got generative AI - the most amazing sales assistant in the history of the world (so far).
Top wholesalers already know this - they’ve got a super-fast assistant who never gets tired and has no feelings.
So they shift into executive mode.
They go from doing to directing.
They go from being their own assistant to leveraging their digital assistant.
They’re no longer responsible for doing all the dirty work in selling - writing, drafting, researching, organizing, administrating.
This completely matters when it comes to prospecting.
Prospecting success depends both on prospecting velocity - how much prospecting in how much time?
and prospecting quality - how good is the actual prospecting?
Here’s the practical payoff of your AI actually matters:
- More outreach.
- More follow-ups get sent.
- More thoughtful messages go out.
Which means more advisor meetings.
The skill isn’t in the doing anymore. It’s in directing.
Not in executing the dirty work yourself, but in getting your assistant to do it. So you can focus more time on the thing only you can do - build human relationships.
This shift isn’t optional. The parade’s moving, whether you step off the curb or not.
So here’s the recommendation, plain and simple:
Stop treating non-selling tasks as the job. Start treating directing as the job.
Learn to prompt well. Learn to edit decisively. Learn to use agents to automate. Every era rewards the seller who figures out how to go faster.
Right now, the sellers who get more meetings aren’t the ones who work harder.
They’re the ones who direct better.
Related: Why Spending Hours on Sales Emails Is Killing Your Productivity—and How AI Fixes It