Is AI Exposing Sales Management Gaps and How to Build Repeatable B2B Sales in Industrial Sectors?

👋 Hi everyone! I'm Fábio, based in Vitória, Brazil. 🇧🇷 I've spent the past 20+ years building and leading growth operations. Along the way, I founded and exited a few companies — including one acquired by <nibo.com.br/|Nibo Software> through an M&A deal in 2018 — and I've also stepped into a couple of turnaround CEO roles. These days, I work across a services group and an industrial operation focused on lubricants and predictive maintenance. That combination keeps me grounded: the same revenue principles need to hold up in both a SaaS pipeline and on a factory floor. One idea I've been thinking about lately — and I'd love this group's perspective: I don't believe AI is replacing salespeople. I think it's quietly exposing managers who never really had a method in the first place. For the first time, that gap is becoming diagnosable instead of simply being felt. Curious whether others here are seeing the same thing. Two questions I keep coming back to: - Where does AI actually move the needle in complex, long-cycle B2B — beyond just producing faster cold emails? - How do we build a repeatable sales motion in industrial and legacy sectors, where most modern playbooks seem to assume those companies don't exist? Outside of work: Brazilian jiu-jitsu (purple belt, active competitor) 🥋, music 🎸, travel ✈️, and probably more wine than I should admit 🍷 Let's connect on LinkedIn: <linkedin.com/in/fabiooliveirasf/…/fabiooliveirasf>