The discovery skill a rep needs to improve gets pushed to next week. Again.
When every one-on-one becomes a deal review, development loses its place. A coaching culture needs protected time and clear skill goals.
Read more: valueselling.com/resource-bl…
Every rep has heard it: find the pain.
Our CEO Julie Thomas would add a caveat. "Not all problems are worth solving."
Try mapping your product to the CROs goals and see how it changes things.
🎧 podcasts.apple.com/us/podcas…
A buyer shares a concern. The seller waits for the next prompt.
Overreliance on scripts and AI can get in the way of listening. Building trust requires responding to what the buyer actually says.
Read more: membrain.com/blog/building-t…
80% of sales leaders say they provide training on prospecting and selling skills. Only 50% of reps agree.
Explore the gaps shaping outbound performance in Cutting Through the Noise: Prospecting in the AI Era.
Download: valueselling.com/research-eb…
43% of reps rate themselves highly at cold calling. Only 19% of leaders rate their teams that way.
Our CEO Julie Thomas explores the coaching gap: sellingpower.com/23759/sales…
#SalesCoaching
Great reps and expensive tools can’t make up for unclear GTM fundamentals.
Eddie Reynolds joins the podcast to discuss smarter targeting, process adoption, the GTM Efficiency Pyramid and why AI-ready CROs will pull ahead.
Listen now: youtu.be/v3lRqnUptV8?si=1kqy…
#SalesLeadership
If AI is making sellers more productive, why hasn’t their workload changed?
Gartner says adding AI to unchanged sales roles limits its impact.
gartner.com/en/articles/sale…
#SalesLeadership #SalesEnablement
Some CROs will use AI to make old processes faster.
Others will use it to rethink how their entire sales organization operates.
That distinction could create a performance gap that becomes harder to close every year.
#SalesLeadership #AI
One sales team automated account research and call prep. For 60 days, it looked like a win. Then the pipeline stalled.
Call transcripts showed reps running on autopilot.
Why judgment still matters in complex deals: forbes.com/councils/forbesbu…
#B2BSales #SalesLeadership
AI is making it easier for everyone to do more things reasonably well.
That makes true expertise even more valuable.
Use AI to cover the routine work. Use the time it gives back to become exceptional at what you do best.
#AI #FutureOfWork
Why isn’t the sales team using AI more often?
Before blaming sellers, leaders should clarify which tools to use, where AI belongs and how the work will be evaluated.
HBR calls the disconnect “leadership drift.”
hbr.org/2026/08/leadership-d…
#SalesLeadership #AI #SalesEnablement
AI has made it easier for B2B buyers to research without a seller. Does more information create more confidence?
Sellers can help buyers challenge assumptions, reduce risk and make the right decision.
customerthink.com/de-risking…
#B2BSales #SalesLeadership
What happens when AI gives sellers 20% of their time back?
They may not get less work. They may get a higher target.
The latest episode digs into AI, deal strategy, coaching and what actually drives sales effectiveness.
youtu.be/P1U1guNxLs4?si=Ve1x…
#B2BSales #SalesLeadership #AI
If “strong,” “qualified” and “likely to close” mean something different to every rep, the forecast is already at risk.
Better forecasting starts with shared standards.
#SalesForecasting #SalesLeadership #B2BSales
When a deal stalls, the problem may be the stakeholders you haven’t engaged yet.
Someone may be blocking it. Someone else may hold the real value or urgency.
Widen the conversation before pushing harder.
#B2BSales #SalesStrategy #Multithreading
❌ How many prospects can we reach?
✅ Which prospects are worth our sellers’ time right now?
AI can scale outreach. The bigger opportunity is using it to prioritize the right accounts and give sellers better context.
#B2BSales #SalesProspecting #AIinSales
Don’t wait until pricing to figure out how the deal gets done.
Before a proposal goes out, sellers should know who’s involved, who could block the deal and what happens next.
Build the closing map early.
#B2BSales #SalesStrategy #SalesLeadership
Great sellers don’t automatically become great sales managers.
Coaching, accountability and developing top performers are different skills, and too many managers are expected to learn them on the job.
#SalesLeadership #SalesCoaching #SalesManagement
When a deal stalls, price may not be the real problem.
The buyer may simply lack the confidence (or the value case) to defend the decision internally.
Read more: valueselling.com/resource-bl…
#B2BSales #ValueSelling #SalesStrategy
