AI has gone from a buzzword to a daily headline in 2023. ChatGPT is the name on everyone’s lips, and for good reason. People are testing it to write emails, code, school essays, and even love letters. Some see it as the future of work. Others see it as the beginning of the end. In cybersecurity and technology sales, the reality is somewhere in the middle.

Right now, AI is changing both sides of the equation: how we sell technology and how attackers exploit it. It feels strange sometimes. The same tool that helps me write faster emails or prepare a sales pitch is also being used to write more convincing scams. That reality has changed how I work with clients, partners, and even colleagues. Selling cybersecurity is no longer just about deals. It is about guidance, education, and trust.

AI as a Sales Assistant
On the positive side, AI makes some parts of sales easier. Prospecting used to take hours. Research, writing, and outreach all added up. With tools like ChatGPT, I can cut that time down. Drafting an email or a campaign idea is quicker.

When I managed over 40 cybersecurity partners across the EMEA region this year, I leaned on AI to make outreach more efficient. It meant we could test campaigns faster and help partners reach new customers. It also freed up more time to focus on conversations that really mattered.
But AI cannot build trust. It does not close deals. It cannot replace a real relationship with a client. That is why I tell my colleagues to treat AI as a helper, not a replacement. Use it to start the work, but finish it in your own voice.

AI as a Cyber Threat
There is also the darker side. Criminals are not wasting time. They are using AI to write better phishing emails, design fake websites, and even mimic voices and faces. The small mistakes we used to spot, like poor grammar, are disappearing.

I remind clients that this makes the stakes higher. One customer asked me why they should upgrade their email security if it was already blocking most attacks. My answer was simple. The few threats that slip through are about to get harder to detect, and one mistake could be very costly.

This is not just a Western issue. Before moving to the UK, I worked in West Africa and across SADC. I saw how fast fraud adapts. In Nigeria, the 419 emails of the past are now polished with AI. The tone is professional, the grammar is perfect, and the bait looks more real. That makes awareness and layered security even more critical.

Why Sales Feels More Like Mentorship
AI is changing sales, but it is also changing how clients see us. People no longer want just a product sheet or a price. They want someone who can explain the risks, the options, and the bigger picture. In short, they want a mentor, not just a salesperson.

Earlier this year, I worked with a large IT services partner. The discussion was not about licenses. Their teams wanted to understand AI-driven attacks and how to explain those threats to their own customers. My role became more about education than negotiation.

I also saw this inside my own team. Junior colleagues often asked me how to talk about AI without sounding like they were exaggerating. My advice was always to be honest. Show what AI can do, but be clear about its limits. Customers respect straight answers. Hype creates suspicion.

The Human Factor Stands Out
One thing I have learned is that AI makes human skills more valuable, not less. Anyone can generate an email with AI. Not everyone can read a room, build trust, or calm a nervous client. AI can draft a proposal, but it cannot earn respect in a tense meeting.

That is why I believe sales is moving away from quick transactions and towards long-term relationships. A deal is no longer the end point. It is the start of a mentorship process. You stay with the client, help them adapt, and give them confidence as the threats evolve.

Leadership in a Time of Change
Leadership today is not only about hitting targets. It is about setting the tone for how we handle change. AI is a real test of that. Do we panic and exaggerate, or do we guide people through it with clarity and patience?

In Africa, this question feels even more urgent. Businesses are adopting technology quickly, but many still lack the resources to keep up with the risks. That is why leaders in sales, consulting, and technology need to step up. Not just to sell, but to teach. Not just to deliver products, but to build trust and skills.

From Lagos to London, the principle is the same. People are looking for voices they can trust. When you provide that, you build stronger relationships and create space for real progress. The numbers will follow.

Final Thought
AI is not going away. It will keep evolving, and so will the threats it enables. The challenge and the opportunity are the same. We can either let people feel lost in the noise, or we can step forward as mentors and guides.

In Nigeria and across Africa, this is not optional. The risks are too high, and the cost of inaction is too great. The future will belong to those who can explain, reassure, and lead with honesty.

Because technology will always change. What stays constant is the need for people who can help others make sense of it. That is where real leadership shows up.