Why Buyer-First Selling Is the Future of B2B: Lessons from Humantic AI & CRO School

Why Most B2B Sales Teams Are Failing (And How to Fix It)

Most B2B sales teams are stuck in outdated tactics — pushing for meetings, flooding inboxes, and hoping something sticks.

But that’s not how today’s buyer wants to buy.

In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what’s broken in B2B sales — and what comes next.

We dive into how AI can be used to build trust, not spam, and how real commercial oversight starts with market validation, not meetings booked.

Here’s what we cover in this episode:

Why the predictable revenue model has failed usHow to segment and validate your market the right wayThe DISC profiling framework that changes how you sell

Tune in and learn:

Why AI is wings for the good… but crutches for the lazyThe Dust Bowl of B2B sales — and how to escape itHow CRO School and Humantic AI fit together

If you’re in B2B and tired of tactics that don’t work anymore, this is a must-watch.

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00:00 Why B2B Sales is Broken in 2025
03:00 What is Humantic AI & How It Works
06:00 What Broke B2B Go-To-Market (And How to Fix It)
08:45 How B2B Buyer Behaviour Has Radically Changed
11:30 Why Predictable Revenue Doesn’t Work Anymore
13:45 Lessons from the Australian Market
16:15 The Real Reason Teams Default to Volume
18:30 The ‘Dust Bowl’ Analogy of B2B Sales
21:00 Why Most B2B Sales Teams Are Stuck in 2010
23:30 What Market Validation Actually Means
26:30 DISC Profiles: Stop Selling to Personas
30:00 Matching Message, Timing & Channel with Buyer Personality
33:00 Why AI Makes Lazy Sellers Worse, Not Better
37:00 Why GTM Tools Can’t Replace Commercial Sense
40:00 The Rise of Full-Cycle Selling & Death of the SDR Model
43:00 Will AI Replace Bad Sellers? Amarpreet’s Warning
46:30 Fitness, Spinal Injuries & The Grit Behind CRO School
49:30 Why No Kid Wants to Be a Salesperson (But Should!)

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