We’ve had another three months to watch AI reshape how enterprise deals get done. And here’s what the data keeps confirming: the reps and leaders winning aren’t the ones who’ve mastered the best prompts — they’re the ones who’ve mastered themselves. In enterprise selling, frameworks and methodologies still matter. But AI has now automated much …
Imagine the locker room speech. Leaders coach. AI analyzes. The Gold lies somewhere in between. After 25+ years in the trenches, here’s the truth:Data doesn’t win Gold Medals or close $1M deals. Intuition does. The real job of a sales leader? Coaching. Yet, most managers are laser-focused on sales metrics—and not on coaching. I hear …
Relationship-based selling used to be enough to secure a seat at the table. Today, with shifting trade policies and complex buying committees, it takes more than a brand name to navigate the labyrinth—it takes a total recalibration of your sales DNA. In 2026, the shift from “who you know” to “what you solve” has reached …
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We all watched the magical and inspiring Toronto Blue Jays run to the World Series in the fall. In a time of economic uncertainty and turbulent times they united a country. They were a team in every sense of the word; no egos, injured, vulnerable and all stepped up at different times. The thing that …