Mary Shea, PhD

In an AI-first world where content is commoditized, trust is the key differentiator. Learn how brands build credibility, stand out, and influence decisions when everyone sounds the same.

In 2026, generative AI is reshaping how B2B selling organizations operate and organize. This piece explores how AI teammates change sales roles, enablement models, and seller performance, creating a new class of B2B sellers and a widening performance gap between teams that adapt and those that do not.

We are entering a new phase of AI where individual speed is no longer enough. The real advantage comes from how teams share context, connect information, and build on each other’s work. In this piece, I explore why productivity now depends on the networks around us and how the next generation of AI will act as a true networked teammate that understands people, relationships, and the flow of work.