There are 847 new AI tools being launched every five minutes. At least that's how it feels.
But if you’re an AE right now, it can seem like you’re supposed to automate EVERYTHING.
Prospecting. Research. Meeting prep. Discovery. Follow-ups. CRM. Coaching.
So for this week’s Seller Hacks in DACH, we wanted to know:
How is an actual Account Executive using AI in their daily Sales life?
So we sat down with our dearest Harry again, Account Executive at Doctolib, and his answer was refreshingly practical as always.
He made it clear that he uses AI a lot. But not to become less involved in his deals. Quite the opposite indeed. Harry uses AI to help him:
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know where to show up
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remember what matters
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and continuously get better at his job.
Here are 3 ways AI has become part of his everyday Sales setup 👇
1. Dust helps him decide where showing up is actually worth it 📍
At Doctolib, one of the AI tools the team uses is Dust with which they build their own internal AI bots for things like territory analysis and field prospecting.
So Harry doesn't try to automate more steps, and instead he's trying to answer the question:
“Where is human contact actually worth my time?”
Try this:
Look at your territory or target account list.
Instead of asking AI:
“Write me an outreach email.”
Ask:
“Which accounts deserve the most human attention and why?”
That might be a much more valuable use of AI.
2. Modjo catches what your brain misses 🎧
For his calls, Harry is using Modjo. He told us that after reviewing AI-generated summaries of his digital Sales conversations:
There are quite a few details I could miss without it.
Which… makes sense.
Imagine you’ve just spent one or two hours pitching, discovering, answering questions, handling objections and discussing next steps.
Your brain is doing A LOT.
Even if you’re an excellent listener, you’re probably not going to remember every sentence.
This is where Harry sees massive value in AI.
Try this:
After your next long discovery or demo, ask yourself:
How much of this conversation am I currently relying on my memory to retain?
Then compare your own notes with your AI-generated summary.
You might be surprised by what you missed.
3. ChatGPT turns driving time into coaching time 🚗
The OG of AI... But still on the top list of AIs used by Sellers in DACH. Harry uses ChatGPT every day for his own development.
And because he spends quite a lot of time travelling between customers, he has basically decided:
Driving time = learning time.
He uses that time to:
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reflect on previous customer conversations
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prepare for upcoming meetings
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deepen his industry knowledge
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challenge how he handled certain situations
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and learn more about topics that came up during conversations
Instead of finishing a meeting and immediately moving on to the next thing, there’s an opportunity to ask:
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“The customer reacted like this when I asked X. What could have been behind that?”
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“Explain this medical topic to me so I can understand my next conversation better.”
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“Here’s how I handled the objection. What other questions could I have asked?”
AI doesn’t just need to make you faster. It should also make you better.
Try this:
After your next Sales conversation, give yourself five minutes.
Tell ChatGPT:
What happened. Where you struggled. What surprised you.
Then ask:
“What would an excellent AE have explored further here?”
Don’t just use AI to execute your Sales tasks. Use it to reflect on them.
💡Harry's Law: Keep your Personality.
There was one thing Harry said that sums his approach up perfectly.
AI has become almost impossible for him to imagine working without.
It helps him
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work more efficiently.
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increase the amount of meaningful personal contact he can have.
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learn faster.
But there’s one law he adds:
Don’t automate away your personality! 💗
And perhaps that’s the benchmark we should be using for AI in Sales.
Not: “How much can I automate?”
But: “How much more space can AI create for the things that I’m actually good at as a human Seller?”
For Harry, that means:
Dust → helps decide where human contact matters most.
Modjo → helps make sure important information doesn’t disappear.
ChatGPT → helps him continuously improve.
AI in the background. Harry in the conversation. And we believe that’s probably exactly where AI belongs.
Want to stress-test your own AI Sales setup? 🤖
If Harry’s setup made you think:
“Okay… but am I actually using the right tools?”
That’s exactly what we’re tackling next.
On October 7th, we’re getting together with Markus Gerlach, Senior Regional Manager & AI Strategist at Doctolib, to stress-test the AI setup of Sellers across DACH.
We’ll go through the entire Sales Cycle and look at:
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where AI genuinely makes sense
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when a prompt is enough
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when you actually need a dedicated tool
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which tools should work together
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and which ones you can probably get rid of
And we’ll bring the results from our State of AI in DACH Sales 2026 Benchmark with us. Haven't submitted your answers yet? Now is your chance!!
And then...
Join us on October 7th and stress-test your setup with us. 👉
We'll see you there! 🫶
Your Sales in DACH Team
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