Leveraging AI In Sales? 18 Ways To Maintain Human Connections
In 2026, the digital landscape has shifted. Businesses have moved beyond th
e “Chatbot Era” and into the Agentic Era. As highlighted by a recent Forbes Business Council expert panel, AI is no longer just a tool for answering questions—it is a sophisticated system capable of reasoning, planning, and executing business tasks autonomously.
While AI brings unprecedented efficiency, the heart of any successful business remains human connection. Here’s how organizations can merge automation with empathy to drive sustainable growth.
The Forbes Verdict: 18 Ways to Maintain the Human Touch
The Forbes Business Council outlined 18 strategies for balancing automation with authenticity. These principles help sales teams scale efficiently without sacrificing trust and empathy:
1. Automate the “Busywork,” Not the “Bonding”
AI should handle sales orchestration—the who, where, and when—while humans focus on meaningful interactions.
“Authenticity scales when humans focus on meaning and machines handle the mechanics.” — Ali Bayat, Nila Global
2. Augment Empathy with Intelligence
AI strengthens human connection by surfacing patterns and insights invisible to the naked eye, helping teams show up more prepared and relevant.
3. Set Clear Boundaries
Use automation to enhance speed and insight, but keep humans at the center of relationship-building. Personalized outreach, thoughtful listening, and authentic conversation remain essential.
— Lauren Patterson, That Random Agency
4. View AI as a Tool
AI doesn’t replace human connection; it enhances it. Automation clears the noise so teams can focus on empathy, insight, and trust.
— Jason VandeBoom, ActiveCampaign
5. Have Teams Handle Nuance
AI manages repetitive tasks, freeing humans to deepen trust and generate insights—areas machines cannot replicate.
— Kat Marie Alvarez, KATALYST & Co.
6. Leave Humans in Charge of “Why” and “How”
AI orchestrates the “who,” “where,” and “when,” while humans focus on judgment, empathy, and nuanced decision-making.
— Ashish Kumar Srivastava, Revantage
7. Encourage Relationship-Building Efforts
AI can fulfill rational customer needs efficiently, but humans uncover emotional wants that drive loyalty.
— Cindy Machles, Glue Advertising
8. Prioritize Adding Value for Customers
Use AI where it adds value, but maintain human guidance for moments critical to the customer experience.
— Gaidar Magdanurov, Acronis
9. Encourage Personal Ownership of AI Usage
Salespeople must ensure AI reflects their voice and the company’s values; if not, AI should be avoided.
— Jordan Brannon, Coalition Technologies
10. Hold on to Human Judgment
Automation is increasing, but meaningful connections occur only when systems support human judgment.
— Ari Raptis, National Secure Transport
11. Augment Empathy
AI handles data; humans handle depth. Automation can qualify leads, but only empathy can close them.
— Miriam Groom, Mindful Career
12. Embed Intention into Actions
AI should prepare smarter conversations and remove administrative work, but humans must handle empathy, context, and purposeful closing.
— Chad Angle, Reputation Defender
13. Blend Efficiency with Trust
Replace inefficiency with AI; humans create connection, authenticity, and trust. Both are required to scale successfully.
— Cris Cawley, Game Changer Publishing
14. Devote Freed-Up Time to Customer Relationships
Strategic AI frees employees from administrative work so they can focus on high-value interactions.
— Amy Powell, AimWell Financial
15. Combine Data-Driven Clarity with Curiosity
Automation supports precision and timing, but humans deliver storytelling and authentic curiosity.
— Meghna Deshraj, Bullzeye Global Growth Partners
16. Include Frontline Staff and Clients in Change Processes
Actively involve employees and clients in reshaping processes to maintain a strong human experience.
— Loubna Noureddin, Mind Market
17. Develop Personalized Outreach
Use AI to generate personalized templates, but ensure there’s a real human behind every interaction.
— Emily Reynolds, R Public Relations
18. Bring Trust, Empathy, and Conviction into Conversations
Efficiency should never replace belief-driven connections. Ensure every interaction is guided by trust, empathy, and conviction.
— Richard Tyler, Richard Tyler International, Inc.
Conclusion: Amplify Human Connection with AI
Artificial intelligence is transforming sales at an unprecedented pace, but it does not replace the human touch—it enhances it. By thoughtfully balancing automation with empathy, curiosity, and intentionality, sales teams can scale efficiently without sacrificing trust and authenticity.
The 18 strategies outlined by the Forbes Business Council provide a roadmap for leveraging AI as a force multiplier, allowing humans to focus on high-value activities such as relationship-building, strategic decision-making, and understanding customer needs.
Key Insight: Success in the Agentic Era isn’t about humans versus machines—it’s about humans and machines working together. Use AI to handle repetitive tasks, and let your team focus on connecting, listening, and delivering meaningful experiences that drive long-term growth.
By embracing these principles, organizations can ensure that efficiency and authenticity go hand in hand, creating scalable, sustainable, and human-centered sales success.
Explore Further
- Read the Full Forbes Insight: Leveraging AI In Sales? 18 Ways To Maintain Human Connections
- Connect with our Team: Discover iCumulus Sales & CRM Solutions
Frequently Asked Questions
What is the “Agentic Era” in sales?
The Agentic Era refers to the evolution beyond traditional chatbots. AI is no longer just reactive; it can reason, plan, and execute tasks autonomously, supporting sales teams in complex, real-world business workflows.
What is the ultimate benefit of combining human and AI sales efforts?
By allowing AI to handle repetitive and time-intensive tasks, sales teams gain the most valuable asset in business: time. Time to listen, time to care, and time to build meaningful relationships.
How does Natural Intent Recognition work in a real-world sales scenario?
Traditional bots look for keywords; AI looks for meaning. If a customer says, “I’m interested but my budget is tight,” AI recognizes the nuance and can route the lead appropriately.
How does the “Agentic” approach drive sustainable growth?
Scalability is key. AI can handle 10x the lead volume instantly, allowing businesses to grow revenue without exponentially increasing overhead.
What industries benefit most from this human + AI approach?
Industries with complex B2B sales, high-touch customer engagement, or data-intensive processes see immediate impact. Examples include SaaS, technology, finance, consulting, and professional services.
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