Ignoring AI Too Long Could End Your Career.  What Henry Hayes Teaches Executives About AI in Sales

Sales is at a crossroads. The old way of grinding through calls, emails, and research is giving way to a new reality powered by artificial intelligence.

In this episode of the Close The Deal Podcast, I sit down with Henry Hayes, founder of Disrupt Ready and adjunct professor at LSU, to explore why embracing AI isn’t optional - it’s survival. Henry explains how sales pros can cut out the boring, tedious work, sharpen their focus on customers, and thrive in a world where change is no longer optional but inevitable. 

Henry Hays Top 10 Close The Deal Mindset Success Quotes:

1. “Buyers know if your agenda is bigger than the value you create.”
2. “Every ‘no’ takes a piece of your sales soul- but wins come from serving.”
3. “Salespeople are good at faking service, but pros do it without expecting anything in return.”
4. “Change or die: resisting AI is like resisting the internet in the ’90s.”
5. “Salespeople are more used to change than they think - AI is just another shift.”
6. “If you could remove the boring and mundane from your week, why wouldn’t you?”
7. “Start with what you hate doing—that’s where AI can help first.”
8. “A confused customer never buys—start simple, build momentum.”
9. “Every business has kinks in the hose—AI finds and fixes them.”
10. “The genie is out of the bottle—ignore AI and you won’t survive in sales.”

Learn more about Henry Hays

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https://www.disruptready.com

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AI in Sales: Change or Be Left Behind



Sales is at a crossroads. The old way of grinding through calls, emails, and research is giving way to a new reality powered by artificial intelligence. In this episode of the Close The Deal Podcast, I sit down with Henry Hayes, founder of Disrupt Ready and adjunct professor at LSU, to explore why embracing AI isn’t optional—it’s survival. Henry explains how sales pros can cut out the boring, tedious work, sharpen their focus on customers, and thrive in a world where change is no longer optional but inevitable.

The Biggest Mistake Salespeople Still Make

Henry doesn’t sugarcoat it: buyers today have sharper instincts than ever. They can instantly sense when a salesperson’s agenda outweighs their intent to provide value. The result? Calls ignored, emails unanswered, and opportunities lost.

He frames it in terms of what he calls the “sales soul.” Every “no” chips away at that spirit, making it harder to bounce back and keep fighting. The antidote, he says, is simple but not easy: stop faking service and start serving for real. True pros help without expecting anything in return, and in the long run, that wins more deals than slick scripts or empty promises.

The Power of Mentorship in Sales Growth

When asked who helped him most in his career, Henry points to mentors—people who poured into him with advice, feedback, and even tough love. These relationships, he says, “pull time forward.” Mentorship accelerates growth by collapsing the trial-and-error curve, and the bonds built often become lifelong.

Henry shared how meaningful it was to save his 100th podcast episode for one of his key mentors, a gesture that honored the impact of guidance and accountability. For sales professionals, the lesson is clear: seek mentors, become a mentor, and treat mentorship as a long-term investment in success.

From Pharma to AI - Henry’s Sales Journey

Henry didn’t march into sales with open arms—he fought it. Extroverted and personable, he was constantly told he’d be a natural. But his initial view of sales was negative: convincing people to buy things they didn’t need.

Instead, he earned a teaching credential, coached basketball, and worked nights waiting tables. Fate intervened when opportunities pulled him into pharmaceuticals, an industry where he would spend nearly two decades. Along the way, mentors reframed his mindset from pushing products to delivering value.

After co-founding and selling a pharma company, Henry stood at a fork in the road. He chose emerging technology—specifically AI—as the next frontier, founding Disrupt Ready to help leaders adapt to rapid change.

Why Sales Must Adapt to AI Now

Henry frames the challenge with one phrase: change or die.

Our brains resist change. The amygdala triggers fight-or-flight, and for many seasoned sales pros, AI feels like a threat—“I’m not techie,” “machines will take our jobs,” or “that’s not ready yet.” But as Henry reminds us, we’ve been here before.

In the 1910s, people wondered if automobiles would ruin jobs. In the 1970s, people scoffed at ATMs replacing tellers. In the 1990s, many questioned whether the internet would really impact sales. Each time, those who resisted fell behind. AI is simply the next wave—only moving faster. Sales pros who embrace it gain efficiency and competitive advantage. Those who don’t? They’ll be replaced by those who do.

Where to Begin with AI in Sales

The good news is that the first step doesn’t require a PhD or coding skills. Henry suggests starting by asking a simple question: What part of your job do you hate most?

Is it spending hours on email? Researching prospects? Drafting proposals? That’s where AI can help first.

He recommends tools like Otter.ai and Fireflies, which act as meeting assistants—capturing notes, tracking commitments, and surfacing details long after your memory fades. Even simple applications of ChatGPT can save hours, such as generating variations of press releases or emails.

Henry compares it to having “Albert Einstein in your back pocket.” Why wouldn’t you use it?

Digital Natives vs. Executives

Henry’s perspective as both a consultant and a professor gives him a unique vantage point. His college students are digital natives—AI feels second nature to them, just another app in their daily lives. Executives, however, often arrive nervous, confessing, “We don’t even know what we don’t know.”

That admission of blindness is exactly where Henry begins, educating leaders on what AI is, how it works, and where to apply it. The urgency is rising quickly. At a recent keynote, only four out of 200 attendees lacked a ChatGPT account—proof that adoption is accelerating across all age groups.

The Tools Driving Sales Innovation

Henry emphasizes the importance of moving beyond the “kids’ table” of AI. Using ChatGPT for brainstorming or Otter for transcripts is a good start, but the deeper value comes from advanced integrations.

Otter.ai and Fireflies act as meeting assistants that capture, track, and organize conversations. ChatGPT helps with research, writing, brainstorming, and automation. Heygen and Synthesia allow sales pros to create AI-generated avatars that deliver personalized video messages. Voice agents and clones can automate inbound calls, customer follow-ups, and even internal processes.

Imagine getting a video message from your local dealership’s owner reminding you to bring in your car before the warranty expires. If that saves you thousands, does it matter that the video was AI-generated? For customers, the answer is no—it’s about value.

The Future of Sales — Augmented, Not Replaced

Despite the hype, Henry doesn’t see AI replacing great salespeople. Instead, he sees it as augmentation: removing tedious tasks so professionals can focus on what matters - building trust, delivering value, and closing deals.

He also notes that real-world connection will only grow more important. As AI generates more digital noise, live events, face-to-face meetings, and personal trust will be the differentiators. AI can get you in the door faster, but the human element will still close the deal.

Closing Thoughts

Henry’s message is simple: the genie is out of the bottle. AI isn’t coming someday—it’s here, and it’s moving at breakneck speed. Salespeople, executives, and students alike must get comfortable experimenting, learning, and applying AI to stay competitive.

Change or die has never been more true.