'B2B Sales Training' — Instructor John Kim, Hyosung Information Systems HIS

"When will the AI agent era arrive? I’d guess 3 years?" → "To me it’s already here. It’s coming, right before our eyes..."

Today I wrapped up Day 2 of B2B sales training with the B2B sales reps at Hyosung Information Systems. At the very end, the most senior sales leader raised a hand. "If we can’t handle AI agents properly, I don’t think our sales performance will hold up. Will a world like that really arrive three years from now?" I answered without hesitation. "Not three years. Now. Things that used to change over a decade now change in a month."

One scene from today stood out most. Teams representing a semiconductor maker, a financial firm, a public agency, and a hospital each picked a real target customer and analyzed its buying center. Then I live-coded a TCO simulation web app during the session, and—amazed—the participants began calling out comparison factors themselves: availability, domestic market share, technical support, data compression ratio, warranty rate, delivery lead time, scalability… They wrote them on A4 sheets and photographed them → team discussion → posted to the group chat → I updated the code that night with the data. Training came alive.

B2B sales comes down to how well you understand your customer’s cost structure. If you want to escape price competition, start the conversation with TCO. And AI? There’s no time to prepare. It’s time to jump in.