​​​​​On Tuesday the 12th May, we had the pleasure to have Declan Breen presenting The Human Edge: Sales in the Era of AI at Portershed. The event was brought by the Sales Professionals Network in partnership with itag Skillnet and AtlanTec Festival.

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The presentation focused on why the salesperson matters more than ever. In the last three years, AI has changed what buyers expect, how they research, and when they need you. The talk explored whether we are on the right side of that change.

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Declan shared some real case studies and also introduced the “Ghost Pipeline”:

1. Trigger: Something changes

2. Diagnosis: They understand their own problem deeply

3. Map: They build a longlist – without you

4. Shortlist: 3–5 vendors: deep evaluation mode

5. Frame: Criteria set. You enter here

The audience also heard about “The Augmentation Line” — where AI ends and you begin.

• Above the line: Human Only

This is the stage where we discover conversations, build relationships, deal with difficult messages, have genuine expertise, and design the purchase experience.

• At the line: Human + AI Together

This is where we work together with AI and get the most from it — qualifying opportunities, call preparation, editing AI drafts into your authentic voice, and strategic planning.

• Below the line: AI Territory

Research, CRM entry, call transcription, routine email drafts, lead scoring, scheduling and other tasks AI can do.

The session also explored “The framework that shaped a generation – and its limits today”.

TTT – Challenger Sale (2011) vs ACE – The Human Edge (2026)

TTT: Teach – Tailor – Take Control
Scarce information. Buyers needed education. Seller who taught best won. When it worked, it was brilliant – the salesperson as challenger. The problem: the premise no longer holds.

ACE: Acknowledge – Challenge – Earn
Built for 2026 – when information is abundant, buyers arrive researched, and trust is earned. The salesperson’s job is to contribute what research cannot provide and to earn the right to be trusted – not take it.

Declan also shared the three capabilities that determine your ceiling in the AI era:

1. Sector expertise

2. Emotional intelligence

3. Intellectual curiosity

Thank you Declan Breen for the presentation and talk, thank you to the Sales Professional Network members and Chair for supporting these insightful events & special thank you to our SPN Chair Darragh O'Connor for your continue support in bringing together engaging and insightful discussions for the network.

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