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Artificial Intelligence in Sales - An Interview with Daniel Borodyansky

Picture of Nicholas Page   Nicholas Page  ·  2 minute read

AI is reshaping the way B2B sales professionals operate—and few know this better than Daniel Borodyansky. In this episode of Tech Marketing Trends, host Jakob Löwenbrand speaks with Daniel about his journey from digital marketing into enterprise sales, how AI became his secret weapon at Microsoft, and what sellers can do today to work smarter. From building your account strategy to optimising QBRs, Daniel explains how AI can help sales professionals become more efficient, relevant, and effective at every stage of the sales cycle.

 

 

The leap into AI starts with survival

When Daniel entered sales, he faced a steep learning curve with Microsoft’s Dynamics 365—a complex solution with countless use cases. Lacking a technical background, he turned to AI tools like ChatGPT to help him understand the product and its value. What started as basic research quickly evolved into using AI as a strategic partner to build executive briefings, explore customer priorities, and prepare for meetings.

“That day I played with it, and I started trying to understand what it is… for some reason it clicked. I was on it for five hours—I couldn’t put it down.” - Daniel Borodyansky

 

 

Scaling outreach with relevance, not spam

Daniel is clear: AI alone doesn’t make a good salesperson—but it can help a good one scale their impact. By creating highly personalised, value-driven outreach at speed, AI allows sales professionals to stand out in crowded inboxes. Instead of generic messaging, reps can craft tailored content that resonates with real business priorities.

“The only thing that’s going to make an SDR stand out is it has to be super relevant… like, from the first sentence, this guy did his research.”

 

 

Every stage of the sales cycle can benefit

From territory planning and account prioritisation to email writing and proposal decks, Daniel outlines how AI can support every part of the sales workflow. He describes how sellers can use prompts to generate briefs, create customised messaging, and build QBR slide decks with tools like Perplexity and Gamma.app—all without starting from a blank page.

“It’s almost like a thinking partner… you give it the goal, you tell it what you want to achieve, and it works with you to build it.”

 

 

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Personalisation still requires a human touch

Daniel warns against relying too heavily on AI-generated copy without review. While tools can accelerate and improve the structure of communication, the final polish—what he calls “the last mile”—still depends on the salesperson. Adding a human, strategic perspective is key to maintaining authenticity and credibility.

“You’re the last mile. The AI can do 90% of the work, but your human touch is what will make it land.”

 

 

Future sales teams will be AI-enhanced

 

As AI becomes embedded in CRMs, communication tools, and workflow platforms, Daniel sees a future where sales professionals become “Iron Men of sales”—armed with data, insights, and AI-generated materials that increase effectiveness. But he also believes that the fundamentals—conversations, relationships, and trust—will remain just as important.

“You still have to get on a call and talk to somebody. That’s not going away. The soft skills, the human part—those are still the differentiators.”

 

 

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