AI is transforming how sellers prepare, plan, and act—but more context does not guarantee better judgment. A new study found that sellers followed flawed AI-generated plans nearly as often as sound ones and felt equally prepared either way. Sellers felt confident because they had a plan, regardless of its quality. In this session, Tim Riesterer explores this research and what happens when AI moves from generating content to shaping seller behavior. - Why can AI give generic guidance, even when it draws on your company’s knowledge and data? - What should govern its recommendations? - How can organizations preserve human judgment across the full spectrum of seller development - from training and enablement to practice, coaching, and in-the-moment guidance? The answer is methodology-governed AI: systems that diagnose the selling situation, apply the right framework, evaluate the evidence, and guide the next best action. The future of AI-assisted selling will not belong to the systems that sound most confident, but those that help sellers know what is correct.