Beyond the Pitch: Tony Janusky on AI, Leadership, and the New Era of Sales
By Susan Hunt
February 16, 2026
What Does It Take to Succeed in Enterprise Sales Today?
Enterprise sales is evolving faster than ever, driven by AI, automation, and increasingly sophisticated buyers. But according to enterprise sales veteran Tony Janusky, the core principles of success haven’t changed.
In this episode of Stare Down the Bull, host Susan Hunt explores Tony’s journey—from the earliest days of speech recognition technology to today’s AI-enabled sales teams—and what sales professionals must do to stay relevant.
How Enterprise Sales Has Evolved
Tony’s career began at a time when speech recognition and IVR were emerging technologies. Deploying them was complex, risky, and often misunderstood—but when done right, they delivered massive value.
Key shifts over time:
- Technology has moved from experimental to essential
- Buyers arrive better informed and expect tailored conversations
- Preparation and insight matter more than product knowledge alone
Why Relationships Still Win
Despite rapid advances in AI, Tony is clear: enterprise sales remains a people business.
Strong, lasting relationships are built on:
- Honesty and integrity
- Consistently bringing value, not just asking for something
- Staying connected even when there is no immediate deal
Executives make time for people who respect their priorities and contribute meaningfully to their goals.
How Sales Teams Are Using AI Today
AI has become a powerful advantage for modern sales teams—when used correctly.
Tony highlights how AI is helping teams:
- Research companies and executives faster and more deeply
- Identify buying signals and prioritize the right accounts
- Map relationships and uncover decision-making gaps
These tools compress preparation time, allowing salespeople to focus on strategy and conversation quality instead of manual research.
The Human Skills AI Can’t Replace
While AI enhances productivity, it doesn’t replace the art of selling.
Critical skills that still matter:
- Human-to-human communication
- Asking the right questions at the right time
- Reading the room and adjusting your approach
- Earning trust over time
Tony stresses that younger sellers benefit enormously from mentoring and traditional sales training that builds these instincts.
Staring Down the Bull: Career Pivots and Confidence
Tony also reflects on moments when he had to “stare down the bull”—including career pauses and leaving roles that no longer aligned.
His advice:
- Trust yourself when something feels off
- Lean into your true network, not just surface connections
- Confidence grows each time you make the right decision for yourself
These moments, while difficult, often lead to the most meaningful growth.
Final Takeaway
Technology will continue to change how sales gets done—but not why deals close.
The sales professionals who thrive will be the ones who:
- Embrace AI without outsourcing judgment
- Invest in long-term relationships
- Show up prepared, relevant, and sincere
That combination, Tony reminds us, is timeless.
Connect with Susan:
Connect with Tony