Post by Ralph Löhner

After 30 years in MedTech sales, I've decided to start writing here about something I've been thinking about a lot lately: AI in sales and marketing. Not because it's the topic of the moment. But because I keep noticing a gap. Most of the voices talking about AI in sales have never led a sales team. And most of the sales leaders I respect aren't yet talking about AI at all. I sit somewhere in between. I've spent three decades building and leading sales organizations across DACH, EMEA, and global markets, doubling revenue, opening subsidiaries from scratch, refocusing teams to lift performance. And now I'm turning that same curiosity toward a new question: where does AI actually help a sales organization and where does it not? I don't come to this with finished answers. I'm at the start of exploring it, deliberately, from a practitioner's seat. So this is what I plan to share here: What 30 years in the field taught me about selling and leading What I learn as I test where AI genuinely helps in sales and marketing — and where it hits its limits And the part I don't expect to change: trust, judgment, and the human side of a deal Learning in public isn't always comfortable. But I'd rather explore this openly than pretend I have it figured out. If that's a conversation you're interested in, I'd be glad to have you along.