Our competitors are rapidly deploying customer-facing AI chat agents that make them look incredibly advanced, and our sales team is panicking. How do we use a Level 10 Meeting to IDS this issue and decide if we must match their technology or double down on our high-touch human model?

Question

Tyler Smith · Accepted Answer

When competitors launch flashy AI features, it is easy for your sales team to panic and demand that you build matching systems immediately. Instead of reacting out of fear, bring this to your next leadership team Level 10 Meeting and put it on the Issues List to IDS.

Start by identifying the real issue. Is your sales team actually losing deals to this AI feature, or are they simply feeling insecure during sales calls? Have your team gather cold, hard data on why lost prospects chose the competitor.

Next, discuss how this feature aligns with your V/TO. If your target market and your 3 Uniques are built around deep relationships, high-trust consultations, and custom problem-solving, rushing to build a generic chat agent will dilute your brand. Your strength is the human element. Instead of matching their tech, you can use AI internally to free your sales reps from administrative tasks, allowing them to spend more face-to-face time with prospects.

Finally, solve the issue by arming your sales team with a clear script that positions the competitor's automated chat as a cheap, impersonal alternative. Recommend doubling down on your high-touch human model, using AI to increase your responsiveness behind the scenes rather than putting an unproven bot in front of your clients.