You Can’t Scale What You Don’t Practice: The Case for AI Role Play
Sales organizations struggle to adopt role‑playing, yet it’s essential for scaling performance. The article likens sales drills to athlete and pilot training, showing how repeated practice builds confidence, focus, and stress resilience. It argues that generative AI can serve as a private, always‑available role‑playing partner, removing embarrassment and managerial burden. Companies that embed AI‑driven simulations into a repeatable sales methodology can accelerate skill reinforcement.
Building a Winning Sales Culture with Thomas Waites
Thomas Waites, CRO of TW Sales, explains how a belief‑first culture beats pressure‑driven competition in high‑growth sales teams. He stresses coaching that addresses mindset, behavior and skill rather than simple instruction. Waites also narrows performance tracking to four core metrics—closed‑won revenue,...
The Hidden Yes with Matt Sucha
In a recent episode of The Art and Science of Complex Sales, Mindworx CEO Matt Sucha explains that sales stalls are rarely due to lack of motivation but to hidden psychological barriers. He argues that uncertainty is the primary conversion...
The Future of Key Account Management with WarWick Brown
Warwick Brown, a key account specialist, argues that AI is elevating—not replacing—account managers, demanding deeper insight and preparation. He outlines a three‑pillar framework—relationships, revenue, and retention—that guides managers toward proactive value creation. Brown emphasizes that human expertise remains essential as...
Fixing the Forecasting Problem in Manufacturing Sales with Liz Heiman
Liz Heiman explains why manufacturing firms accept sub‑percent defect rates in production yet tolerate 25% or higher errors in sales forecasts. She argues that sales should be managed with the same disciplined, measurable process used on the shop floor, starting with...
From Instinct to Sales Systems with James Rores
James Rores, a veteran sales strategist, explains why founder‑led sales teams often hit a growth ceiling when they rely on personal heroics rather than repeatable systems. He argues that scaling requires a shift from pitching products to leading change, helping...
Stay Here: The Now Is Where Complex Sales Actually Happen
George Brontén argues that complex B2B sales succeed when salespeople stay fully present in each interaction. By focusing on the current conversation, they better understand buyer needs, uncover hidden stakeholders, and co‑create a shared mental model. This present‑moment approach leads...
Building Sales Teams That Don’t Quit with Eric Laroque
In a February 2026 interview, Eric Larocque, founder of Cultivate Winning, detailed how his early experiences in a butcher shop and competitive hockey forged a grit‑first mindset that now drives his sales leadership. By overhauling team structure, deploying Salesforce and SalesLoft,...
What Should I Talk To My Manager About?
Most B2B sales managers assume they are coaching, yet reps feel unsupported, creating a communication gap. The article proposes a structured cadence of distinct coaching calls—development, strategy, pipeline, deal, win/loss, and account planning—to give managers a clear framework. Each call...