Only nine percent of people at your company are excited about AI. Fifty two percent are more anxious about it than excited. If your rollout plan only accounts for the nine percent, you already know how this ends.

In this episode, John sits down with Dr. Gleb Tsipursky, a behavioral scientist and author of The Psychology of AI Adoption at Work, to talk about why 95 percent of AI pilots fail to scale, the three distinct types of resistance blocking your team from adopting AI, and the leadership policy that lets companies grow revenue and headcount at the same time instead of cutting jobs to pay for efficiency.

If you're in sales leadership, building or rebuilding a team for the AI era, or just trying to get your own reps to actually use the tools you already paid for, this conversation gives you a practical playbook for the two different rollouts your company needs, one for the people already excited about AI, and one for everybody else.

Want to build a sales team that can hold its own in the AI era? Visit www.jbarrows.com and learn how you can Make It Happen.

Get the Book on Amazon: The Psychology of AI Adoption at Work: From Resistance to Results https://www.amazon.com/dp/1647127491?lv=shuf&channelId=510&plpRedirect=mhFallback

What You'll Learn

• Why 95 percent of AI pilots fail to scale, and the three psychographic profiles (AI alarmists, pragmatic resistors, reluctant adopters) blocking adoption long before rollout
• Why AI forward companies grow revenue nine percent faster and headcount six percent faster than AI backward competitors, and the leadership policy that makes both true
• Why only about ten percent of the old apprenticeship grind was ever formative, and what junior employees need to learn now that AI does the research
• Why Gleb tells most people to skip college unless their career requires a licensed degree, and how to use AI as a personalized learning roadmap instead
• Why the debate over AI's existential risk isn't a side conversation from adoption strategy, and what Anthropic's own head of research has said about it

Dr. Gleb Tsipursky is a behavioral scientist and consultant who has spent over two decades helping companies navigate major shifts in how work gets done. He holds a PhD in the history of behavioral science from UNC Chapel Hill and has taught at Ohio State University. He is the author of eight books, including the global bestsellers Never Go With Your Gut and The Blindspots Between Us, and his newest book, The Psychology of AI Adoption at Work, is available now from Georgetown University Press.

Visit disasteravoidanceexperts.com/aibook for a free sample of the book.

Connect with Dr. Gleb Tsipursky:

Website: https://disasteravoidanceexperts.com/

LinkedIn: https://www.linkedin.com/in/dr-gleb-tsipursky/

Facebook: https://www.facebook.com/DrGlebTsipursky

Instagram: https://www.instagram.com/dr_gleb_tsipursky/

John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.

Connect with John Barrows:

LinkedIn: linkedin.com/in/johnbarrows

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