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“We designed this study to understand what AI practice builds, and where it stops,” said Dr. Leff Bonney, research partner for Corporate Visions and Director of the Florida State University Sales Institute. “The data shows that volume of practice is not the same as readiness. AI-Heavy training produces sellers who are fluent and efficient when the conversation follows the plan. But you build tactical adaptability, recognizing when a buyer has shifted and adjusting in the moment, through observation and evaluation, not through repetition alone. Sellers trained on both came out strongest overall, and that advantage carried into live deals.”
