Our 2-day sales training with the B2B sales reps at Hyosung Information Systems has wrapped up.
In the final session, the most senior sales leader raised a hand and asked a question.
"If we can’t handle AI agents properly from now on, I don’t think our sales performance will hold up.
Will that world really arrive in three years?" Without hesitation, I answered, "Not in three years. It is now."
What used to take ten years to change now changes in a single month.
The age of AI agents isn’t in the future. It’s right in front of us now.
The moment you think of it as time to prepare, you have already fallen behind.
There was one moment in today’s training that stood out most.
Each team picked real target customers, such as semiconductor manufacturers, financial firms, public institutions, and hospitals, and ran a buying center analysis.
And when I built and demonstrated a TCO simulation web app through live coding during the training, the participants’ reaction was astonishing.
They started rattling off their own comparison factors.
Availability, domestic market share, technical support, data compression ratio, warranty rates, lead time, scalability — a whole range of factors filled the A4 sheets.
Each team sent its conclusions from the group discussion to the group chat, and that night I worked the data into the app by updating the code.
It was a moment when the training truly came alive.
B2B sales ultimately comes down to how well you understand your customer’s cost structure.
To move beyond simple price competition, start the conversation with TCO.
Preparing to use AI is no longer something you can put off. It is a challenge happening right now.
