Curious if others are seeing this trend.
Our Head of Sales has pushed hard on using tools like Claude AI across the sales org. What started as help with messaging has turned into AEs using it to:
- Generate market comparisons for prospects
- Write “integration docs” for systems they don’t fully understand
- Build demo scenarios / solution designs
The issue is… a lot of it isn’t grounded in reality.
We’ve had:
- Integration approaches suggested that are basically not feasible
- Demo flows that don’t reflect how the product actually works
- Docs being sent directly to prospects without validation
One prospect literally pushed back saying they didn’t want AI-generated assumptions, they wanted a real solution to their problem.
As an SE, I’ve tried correcting things, but got labeled as “negative” for pushing back.
Now I’m being told my role should shift more toward sales, but if this is the direction, it feels like we’re trading credibility for speed.
I’m not anti-AI at all, but using it this way feels risky, especially in technical sales where trust matters.
Anyone else dealing with this?
How are you handling it without becoming the “blocker” on the team?