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The AI Wild West: Why Most Teams Are Only Dabbling (& How To Fix That)

By / / AI & Data, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Most B2B teams are dabbling with AI but lack confidence in using it effectively. Without clear government regulation, businesses need practical frameworks for ethical, safe AI adoption.

The Shift: AI has made transactional selling obsolete. The future is a Human-AI Partnership: AI handles foundational tasks (Organising, Researching, Planning) while humans focus on Value-Based Selling and genuine human collaboration and engagement that builds trust and uncovers genuine needs and solutions that forge viable healthy partnerships.

The Solution: Success requires upskilling teams in effective AI use across four key areas (Organising, Communication, Researching, Planning) while establishing ethical guardrails …

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Your Sales ‘Tell’: The Unconscious Habit That’s Costing You Deals

By / / Sales Skills, Sales Tips

In 30 seconds

Sales professionals have unconscious “tells”—habits that instantly signal to prospects “I’m here to sell, not understand you.” Common tells include jumping to premature solutions, asking loaded questions designed to lead prospects toward your product, and selective listening that ignores most of what’s said to find an opening. These tells stem from prioritizing sales opportunities over customer problems. Eliminate them through self-awareness: record calls, review emails, seek honest feedback, and identify when you shift into “pitch mode.” The solution is genuine curiosity. When you’re truly focused on understanding a client’s world rather than waiting for your cue, your tells …

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Selling Better: Aiming for Better, Not Perfect

By / / Business Growth, Sales Coaching, Sales Essentials, Sales Leadership

In 30 seconds

Thirty years ago, we chose selling better over selling more. The philosophy? Adaptation, evolution, and progress. Think of a sailboat captain constantly adjusting sails to changing winds. That’s human-centred selling. Your clients aren’t machines, they interpret messages through emotions, context, and experience. What you intend isn’t always what’s received. Perfection doesn’t exist in human interaction. Instead, focus on continuous tuning. Read the signals. Adjust your approach. Learn and evolve. A stationary boat can’t be steered. Keep moving forward, adapting as you go. That’s selling better. That’s sustainable growth. That’s putting humanity back into business.

In 2 minutes

Why Approximation …

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The Competitive Advantage Hiding in Plain Sight

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Gender & Sales

In 30 seconds

What if your competitors are overlooking talent that delivers 8% higher quota attainment? Xactly’s research shows women hit 86% of targets versus men’s 78% yet represent only 19% of sales leaders. High-performing teams leverage complementary strengths. Organisations with greater diversity see 20% better client loyalty and innovation. The opportunity isn’t about choosing sides; it’s about fielding your strongest team. Championship teams need strong male allies who champion different approaches and model inclusive leadership. Sales is a team sport. Are you playing to win? Explore solutions at selllikeawoman.com.

In 2 minutes

Here’s a question for sales leaders: What if …

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The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won’t For Long)

By / / AI & Data, Attitudes & Behaviours, Complex Selling & Transactional Selling, Sales Coaching, Sales Culture, Value Based Selling

In 30 seconds

Digital platforms now dominate B2B transactions, with over 75% of buyers preferring self-service for simple purchases. Modern buyers conduct 90% of their research independently and seek strategic partners who understand their business goals, not transactional sellers offering discounts. Pockets of old-school selling persist – waste management reps, auto dealerships, trade suppliers- but survive only because transactions seem localised and simple. These transactional cultures focus on activity metrics over outcomes, use price as their only lever, and engage single contacts instead of buying groups. This approach is obsolete. Buyers are too informed and competing on price alone trains customers …

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One Bad Apple: Why Your Team’s Weakest Link Matters More Than You Think

By / / Attitudes & Behaviours, Coaching, Leadership, Performance Management

In 30 seconds

Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even when everyone else is capable and motivated. Let’s face it, we’ve all had to remove some bad apples from our teams. The fear is real: losing their contribution, upsetting clients. But the relief is palpable when they have gone. Teams rally. Clients stay, often grateful for the change. Your ability to foster authentic human connection is your sustainable advantage. But you must actively protect it by …

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Rebel Rebel Sound & Vision: Picking Up Weak Signals Leading into the Future

By / / AI & Data, Complex Selling & Transactional Selling, Sales Essentials, Sales Market Segmentation, Sales Pioneer, Sales Strategy, Value Based Selling

In 30 seconds

“Tomorrow belongs to those who can hear it coming.” David Bowie

Bowie’s genius wasn’t just artistic, it was strategic. He launched BowieNet in 1998, pioneered music videos, and created Bowie Bonds by spotting weak signals others missed. In 1995, I spotted transactional selling dying, leading to Barrett’s foundation. In 2014, another signal revealed selling needed to become an operating system, not just sales activities. Now AI is fundamentally changing how we engage and sell. Like Bowie’s evolution from glam rock to electronica, successful adaptation requires reading signals early and acting boldly. The future belongs to those who hear it coming and have the courage to act on what they hear.

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How to Sell Better using AI (no tech skills required)

By / / AI & Data, Sales Planning, Sales Skills, Sales Tips

In 30 seconds

Many sales teams struggle with AI adoption despite promising stats showing 90% faster proposals and 30% higher email response rates. The gap isn’t sales capability, it’s practical AI application. Our focused 90-minute sessions teach human-AI collaboration for research enhancement, communication amplification, and administrative efficiency. Teams achieve 60% more demos booked, 10+ hours saved weekly, and 66% productivity gains by using AI to enhance existing expertise, not replace it. We help sales professionals cut through the noise with practical guidance on accessible tools that deliver immediate value without requiring technical expertise.

In 2 minutes

Start Small: Cut Through the AI Hype …

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Gotta Plane to Catch – It’s Actually True

By / / Trust, Wellbeing

In 30 seconds

Don’t fall off your chair, but I’m finally taking a proper 10-day holiday. It’s been two years since my last major break, and I’ll confess I’m really bad at taking time off. I’m good at practising what I preach when it comes to sales, business, leadership, staying healthy and managing my mental health. However, taking proper holidays? That’s where I fall down. My husband’s significant birthday gave me the perfect excuse to step away. I have an awesome team who has my back, so I’m not checking in. Now, if you’ll excuse me, there’s a plane to catch.

In …

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The Critical Soft Skills That Make Sales Teams Unstoppable in the AI Age

By / / AI & Data, Business Growth, Communication, Sales Skills, Soft skills

In 30 seconds

As AI grows more sophisticated, human connection skills become even more valuable. According to Salesforce’s 2024 State of Sales report, 83% of sales teams using AI saw revenue growth compared to just 66% of teams without AI. When AI handles data gathering, the competitive edge shifts to relationship building and creative problem-solving. Active listening uncovers emotional drivers AI misses, while strategic questioning reframes a client or prospects’ thinking. Empathy creates durable advantages by recognising how business changes affect people’s stress and timelines. Creative problem-solving translates AI insights into tailored solutions. Organisations investing in human skill development alongside AI gain stronger relationships and innovative, lasting advantages.

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