it’s not, all bets are off. As you leave your next voicemail, send the next email or the next Linked In message to the same person, you can’t use the same message. Your “as time goes on language” needs to be just as impactful in order to build the relationship. There is a progression to sales messaging that AI hasn’t nailed. AI without precision creates distance, not connection AI was supposed to help sellers scale personalization. Instead, it is creating disconnects at scale. One of the 5 Planks of Door Opening Success (our proven methodology for opening Executive Level prospect doors) is the right message. Not a good message, but rather, the right message for the right human at the right time. AI does not know your exact right ICP (Ideal Client Profile) unless you do. Most ICPs miss the mark when it comes to precision. ICPs are too often defined broadly. Sometimes an ICP was developed years ago and is no longer relevant. In addition, AI does not understand the nuance of why one CXO will take a meeting and another will not. AI does not know the specific trigger, risk, or missed opportunity that would cause someone to rethink their calendar and say yes to you. That is your job. When sellers rely on AI to generate outreach without deeply understanding the most recent definition of their target in a very precise way, they wind up with outreach which creates distance and disconnects. And this is the enemy of initiating new relationships. If your message does not create F.O.M.O., it creates friction Let’s bring in a concept that executives actually respond to. F.O.M.O. is Fear of Missing Out. You see it everywhere in life. And yes, it shows up in business decisions too. Executives are not sitting around waiting for your email. They have solutions in place and they have relationships with others. But they will make room for something that feels important, timely, worth their attention and meant specifically for them. In our work, we often say that if your ideal prospect did not say yes, your sales messaging likely needs more F.O.M.O. Not hype. Not pressure. But a clear, compelling reason why this conversation matters to them right now. Most AI-generated messages miss this completely. They focus on what you do. They list capabilities. They describe solutions. But they fail to answer the only question that really matters to a busy executive in the decision to take a meeting. Why would saying yes to this meeting be the best decision I make this week? Without that answer, there is no urgency. Without urgency, there is no action. And without action, there is no meeting. That is how friction shows up. You weren’t rejected; you just didn’t communicate in a way that makes them care. The danger of sounding right instead of being right Here is another trap AI creates. It helps sellers sound right. The sentences flow. The structure is logical. The message feels professional. But sounding right is not the same as being right. Being right means you are speaking directly to something the executive is experiencing, worrying about, or missing. It means you are specific enough that they feel seen. It means your message could not have been written for anyone else. AI can help you refine language. It cannot replace application of the insight to their personal situation currently. And that application of insight is what gets action. What to do instead So, what should leaders and sellers do in an AI-driven world where everyone has access to the same tools? Start with ICP precision. Who needs to know you. Not your ICP in broad terms. The exact profile of someone who is most likely to say yes to a meeting now and be grateful they did. Then build messaging that reflects that precision. We use a simple structure in our sales messaging work. It is called the Kopp GAP Method of Sales Messaging®. It is three simple sentences that, when done correctly, can render your competition irrelevant. Anyone can say what they do. But not everyone can articulate why it matters to a specific person in a way that makes them want to learn more now. For example, instead of leading with capabilities, lead with a situation your prospect recognizes and cares deeply about. That is how you create relevance. Then layer in F.O.M.O. What is happening in their worlds that would cause them to rethink their priorities? What are they at risk of missing? What do others know that they need to know right now to make their lives better? If your message does not answer those questions, it is just another email in a sea of emails. Finally, use AI as a tool, not a crutch. Let it help you refine. Let it help you iterate. But do not let it replace the human thinking required to truly understand your prospect while creating an authentic, valuable connection. The companies that win are not the ones who send the most messages. They are the ones whose words create individual impact. No matter how advanced AI becomes, that part of sales still needs to be human. CARYN KOPP is the Chief Door Opener at Kopp Consulting, whose Door Opener® Service secures executive level prospect meetings for its clients. Theirs is a relationship building approach to outreach using senior level U.S. based Door Openers who represent clients professionally. Her book, Biz Dev Done Right is an Amazon best seller. She also is the author of The Path to The Cash!® The Words You NEED to Bypass Those Darned Prospect Objections. She is a member of the Enterprising Women Advisory Board, a past recipient of the Enterprising Women of the Year Award and was named to the Enterprising Women Top 20 in 20 Years. Kopp Consulting is a 3x Inc 5000 winner and has been named Sales Outsourcing Provider of the Year. Reach her at www.koppconsultingusa.com enterprising Women 19
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