The Human Advantage - Laura Moniz de Aragão on why AI will make enterprise sales more human

Laura Moniz de Aragão has spent her career in long, complex enterprise sales - the seven- and eight-figure deals that take 12 to 24 months and live or die on trust with a handful of executives. So when the conversation turns to AI making sellers redundant, she pushes back hard: in her world, she argues, AI is about to make the human seller more valuable, not less. Buyers were never asking for more sales activity. What they want is scarce: real judgement, real insight, real trust. And that's exactly what AI can't manufacture. In this episode, Laura unpacks what AI slop actually looks like, why she thinks most AI-assisted selling is optimising for the wrong thing entirely and where AI can actually make sellers more impactful. 📚 Episode Chapters: 03:30 - The skills AI can’t replace 10:00 - Redefining hiring and onboarding in the AI era 16:00 - Laura’s AI toolkit 22:40 - How to actually build executive trust 30:00 - The future skills and qualities of enterprise sellers 🎧 Continue listening… Make sure you listen to Amelia Scott on The GTM Playbook that actually works in 2026. Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected] ✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!