AI Is Coming for Your Job. Double Down on Being Human with Paul Burani

Paul Burani says AI is coming for a lot of what you do all day. He also says that's good news. Paul is the co-founder and Chief Revenue Officer of Atlas Primer, and he joined Alyssa Nolte to argue something most people miss: if everyone has access to the same AI, the advantage moves to the things AI can't do for you. Here's the part that stuck. We all agree practice makes people better. We all know role play works. And almost nobody wants to do it in a room full of their coworkers. Paul's argument is that we've been asking people to build human skills in the one setting guaranteed to make them feel judged. Take the judgment out, and people will actually practice. If you lead a sales, service, or enablement team, this one is worth your time. You'll get a different way to think about training, and a better answer to the question your reps keep asking: why am I sitting in a workshop instead of talking to customers? Three things to take with you: AI takes the tasks, not the trust. Cold calling, complex enterprise deals, a call center handling upset customers... they all come down to building rapport with a person. Paul says that's where we should be doubling down, because it's the part nobody is automating. Most companies have nowhere to practice. You get an onboarding workshop, and maybe a manager willing to give you honest feedback. Paul calls that a set of constraints, not a training program. Practicing with a machine that never judges you, and forgets the session afterward, removes the awkwardness that stops people from trying. Learning and selling aren't separate calendars. Alyssa and Paul both push back on the two-day kickoff model. As Paul puts it, ten minutes of practice right after a call that went badly may do more for a seller than two days at a sales kickoff in Vegas. There's also a good stretch on growth mindset, and why so many of us will ask Google a question we'd never say out loud to another person. The Growth Signal is a weekly show about rethinking the future of customer relationships. Mentioned in this episode: Paul Burani, co-founder and Chief Revenue Officer of Atlas Primer. Find him on LinkedIn at linkedin.com/in/pburani or at atlasprimer.com. He says he loves hearing from strangers. Jonathan Hull, Chief Operating Officer of ThingLink, a Finland-based company building immersive learning experiences. Paul's answer when you asked who else we should be listening to, and he recommends him for reasons that reach well past learning and development. Find Alyssa Nolte on LinkedIn: linkedin.com/in/alyssanolte Read her writing on Substack: alyssanolte.substack.com