Shifting the perception around AI usage
AI doesn’t have to mean soulless. Here’s how GTM teams can reframe AI from threat to advantage—and build trust while they do it.
Written byKari Faber
Updated onJuly 15, 2025
Introduction
Despite AI’s growing utility, many teams still hesitate to use it. Some fear it will replace their roles. Others think it produces subpar, generic work. Many simply don’t know how to integrate it into their daily workflows. For revenue teams, especially those who rely on speed, precision, and trust, perceptions about AI can either accelerate adoption or stall it entirely. In this post, we’ll unpack how to reframe AI usage internally and externally to shift mindsets and unlock real operational value.
Key takeaways
AI is only as effective as the way it's introduced and applied
Many AI objections stem from fear of irrelevance, poor quality, or ethical concerns
Shifting perception requires education, empowerment, and practical wins
Revenue teams need clear, tactical use cases to feel confident using AI
Framing AI as augmentation—not automation—is key to buy-in
Why AI still gets a bad rap
Even the best AI tools face skepticism. Here’s what we're hearing all the time:
"It’s going to replace me."
"It’s generic and low quality."
"It doesn’t understand nuance or context."
"It’s not safe/legal/compliant."
These fears are common and not totally unfounded. They’re rooted in real concerns around relevance, quality, and ethics. Addressing them head-on in step one.
Reframing AI: From replacement to amplifier
Change the narrative! Shift from automation to augmentation. When you talk about AI, think of it as a co-pilot, not a replacement. It handles the busywork, allowing you to focus on strategy and the big tasks that make a difference in your company.
The way you reframe it should be adjusted to specific teams within the organization. For example, sales reps care about how AI will shorten their sales cycles and strengthen their pipeline; marketers want to know how to personalize and scale content faster; and Operations Teams focus on what drives efficiency.
Reframing the way you use AI internally has real benefits across the board. “Save 10 hours/month” lands better than “automate your job,” doesn’t it?
Show, don’t tell: Tactical wins that shift mindsets
Talk about your theories all you want, but it won’t build the trust you need. Results will.
Examples that move the needle:
Personalize follow-ups instantly, using deal data and buyer history
Auto-generate QBRs with correct branding and current data
Run A/B tests on ad creative variations in seconds
Outcome reporting shows time saved and performance improved
Internal messaging matters: Language to use (and avoid)
The way you discuss AI influences how your team perceives AI. When talking about it, emphasize human ownership, oversight, and ultimate decision-making authority.
Words to Avoid | Words to use instead |
Automate, replace, eliminate | Assist, speed up, scale with control, draft mode, first pass |
Let your team know they’re still in the driver’s seat! AI just makes the road smoother.
Training & enablement: How to build confidence
Don’t make assumptions when starting training, because even the most intuitive tools need a solid onboarding. Building structured ways to explore AI is the best method for getting everyone up to speed. McKinsey's 2025 report about empowering people to unlock AI’s potential in the workplace highlights how practical testing environments increase confidence.
How to upskill your teams:
Offer “safe” ways to test tools (internal templates, sandbox demos)
Run workshops where AI outputs are refined live by reps/marketers
Build an internal wiki of approved use cases and tools
And don’t forget to celebrate early adopters and wins: “Kara rep closed a $250k deal 3x faster using AI-powered follow-up sequences!”
External perception: AI as a trust builder
Customers care how you work, especially in high-stakes, high-value industries. You MUST build and maintain their trust when implementing AI (responsibly).
Ways to build external trust:
Be transparent: “This proposal was AI-assisted and team-reviewed.”
Show, don’t tell: Your customers need to know how AI improves personalization, speed, and clarity.
Give them something new: Use AI to generate net-new insights, not just regurgitate old content.
Sell AI. Position AI as a customer benefit, not just an internal efficiency.
Tools that support the shift
Accelerate adoption with tools that are aligned with team values and brand guidelines. Here’s what to look for:
Brand-locked AI content generators, like Visual
Prompt libraries with built-in context and rules
CRM-integrated visuals surfaced at the right moment
Built-in guardrails for compliance, legal, and tone consistency
Visual makes it easy to integrate AI-powered visuals into your workflows—without the fear, friction, or branding risk.
Conclusion
AI isn’t the enemy. It’s your team’s advantage. But unlocking that value requires more than access to tools. It requires shifting perception: internally, so your teams embrace AI; and externally, so your customers trust what you deliver. With the right messaging, workflows, and wins, AI stops being scary and starts being strategic. Visual helps you make that shift possible.