The typical B2B sales process has always involved human persuasion. The sales team brought prospects up to speed on a product, ran demos, answered questions, and persuaded the buyer to make a purchase.
But according to Charles Gaudet, that era is rapidly coming to an end.
Source, Predictable Profits –
Gaudet, CEO of Predictable Profits, predicts that the job of the B2B sales representative as we know it will no longer exist by 2030.
These predictions are based on his experience working with growth-oriented businesses to successfully navigate markets influenced by AI.
“By 2030, all B2B sales decisions—regardless of value—will be made through a rep-free experience,” Gaudet says. “AI is not just changing how companies sell. It’s fundamentally reshaping how buyers decide.”
The Buyer’s Journey Has Already Changed
Many executives maintain that AI technology will create operational disruptions later on, or that it mostly affects internal business functions. Gaudet regards that mindset as outdated, which carries some dangerous implications.
“Most CEOs think AI hasn’t hit their business yet,” he says. “But it already has.”
AI-generated search overview traffic through organic search channels saw a 60 percent decline between January and November of 2025, Gaudet reports.
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