AI Is Changing Sales — But Human Connection Is Coming Back with Nick Focil

In this episode of the Life Sciences Sales Lab, Dr. Shannon Gregg sits down with Nick Focil, CEO of FOMAT Medical Research and President of Hypercore International, to explore how AI is reshaping sales in 2026.

Nick shares why the rapid adoption of AI-driven outreach may be creating a new problem: sales is becoming saturated with messages that feel automated and impersonal.

The conversation explores the balance between the art and science of sales, why authentic human interaction may become a bigger competitive advantage, and how AI can handle efficiency and scale while salespeople focus on the moments where being human truly matters.

Key topics:

• The impact of AI on sales in 2026

• Why AI-generated outreach is becoming easier to recognize

• The return of genuine human connection

• Using AI to support—not replace—the human element

• How salespeople can stand out in an increasingly automated world

• Why AI could ultimately create more demand for human salespeople

Guest: Nick Focil, CEO of FOMAT Medical Research and President of Hypercore International