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21/10/2026

AI is changing how software gets sold, but most businesses don’t sell software. Someone still has to put an HVAC unit on a downtown rooftop, win a roofing contract, or walk a law firm’s offices at night to quote a cleaning job.

This video looks at what the AI-versus-reps debate means outside the tech world. A bot can book a meeting, but it can’t stand in the lobby with a client and see what actually needs doing. The industries that sell physical work and local services still run on a person showing up and earning trust.

The better question isn’t whether AI replaces reps. It’s whether AI can help a good rep win business faster and serve clients better. I think it can, and I explain where I’d draw the line. I also touch on how the tech industry is pitching AI as a replacement for reps, and why that story doesn’t fit most trades and service businesses.

Do you sell something a bot couldn’t deliver? Tell me what it is in the comments.

🎓 Learn the trust-based discovery approach in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

20/10/2026

Before your prospect ever picks up the phone, there’s a good chance they’ve already asked an AI tool about your product, your industry, and maybe your competitors. That changes what the first conversation is for.

This video covers a recent Gartner survey on B2B buying behavior, which suggests many buyers now turn to a salesperson to check what AI told them. I also say plainly that I got the headline number secondhand, so confirm it at the source before you repeat it.

The takeaway is practical. Run the research the way your buyer would. Ask AI the questions your prospects and clients are asking, see what comes back, and walk into your next call knowing what they’ve probably already read. Your first job is then to help them separate what’s accurate from what’s off. That applies whether you sell HVAC, roofing, or anything else to businesses.

🎓 Learn the trust-based discovery approach in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

19/10/2026

Your buyers are showing up to conversations already armed with reviews, comparisons, and specs. So what is a salesperson actually for now?

This video makes the case that the answer hasn’t changed, but the bar for it has. Whether you’re in outside sales, inside sales, or on a retail floor, the role is to become the person people seek out. That takes real command of what you sell, plus three habits that can’t be faked: genuine discovery, genuine empathy, and genuine curiosity.

I also talk about the mindset underneath it, which is treating the sale as service to the person and the community you’re selling into, not a transaction to win.

🎓 Build these habits inside the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

18/10/2026

You ask a store associate a real question and get the price tag read back to you. Most of us have lived that moment, and it says something bigger than “bad service.”

This video looks at what happens to a sales role when the pay structure stops rewarding knowledge. When the goal is the lowest hourly rate, nobody is incentivized to become the expert customers actually come in hoping to find. The result is a quiet erosion of trust that starts at the sales floor and spreads to how people feel about companies in general.

It matters if you sell, manage people who sell, or build a business where customers expect guidance instead of a script. The lesson is simple: when your value is something a customer could get by reading a label, you’ve given them no reason to need you.

🎓 Learn how to become the go-to person your buyers trust in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

18/10/2026

When I was shopping for a new roof, I didn’t hire the cheapest contractor. I hired the one who told me my own research was wrong.

That moment says a lot about how trust works in sales. Most reps are taught to agree with the buyer and protect the deal. The contractor did the opposite, and he earned a customer for it. His honesty also turned up something I hadn’t considered, which ended up saving me thousands of dollars.

In this video, I use that experience to talk about what it means to be the trusted advisor instead of just another vendor: what honesty costs in the short term, what it pays back over time, and why it’s one of the few sales skills that never goes out of style.

If you sell for a living, ask yourself when you last told a prospect something they didn’t want to hear. Share your story in the comments.

🎓 Learn how to build trust-based selling habits in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

16/10/2026

Every rep has done it: left a deal sitting in a stage it hasn’t earned because moving it backward feels like admitting a mistake. The pipeline looks healthier, the forecast looks better, and the skipped step quietly waits to cause problems on the next visit.

This video is about the honesty problem inside most CRMs, and why it’s a human problem before it’s a software problem. When a deal’s stage is a scoreboard, people protect their score. When the stage simply reflects what’s true, moving backward becomes a normal part of the process and not a defeat.

I also show how FieldOS approaches this. It tracks where a deal should be based on what you’ve captured after each stop, flags when a deal needs to move back, suggests next steps, and puts a recap of your last conversation on the front page before your next visit.

🎓 Build the trust-based selling habits behind a clean pipeline in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

15/10/2026

After two decades in outside sales, I know exactly how much time goes into capturing what happened on a visit and then entering it all again at the end of the day. That second pass doesn’t help you sell. It only costs you time.

This video shows how FieldOS changes that routine. You finish a conversation, press to talk, and speak your notes into your phone. FieldOS transcribes them, updates the CRM, and moves the deal forward if the stage has changed. The habits stay the same, and the data entry goes away.

If you’re a rep, it means less admin and more visits. If you lead a team, it means you may not need to hire someone just to keep the CRM current.

How are you capturing field notes today? Tell me in the comments.

🎓 Learn the trust-based selling approach behind this in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

14/10/2026

Every outside sales rep knows the routine: great conversations all day, then a second shift of typing it all up. The notes are taken twice, once in the field and again in the CRM, and the work that should build your pipeline ends up eating your evenings.

This video walks through what a field rep’s day actually looks like, from the stops on the street to the moment you’re back in the car, and where the hidden time loss happens. It’s the clearest example I know of why so much sales technology adds to a rep’s workload instead of reducing it.

If you’ve done outside sales, you’ll recognize this immediately. If you manage reps, it’s worth asking how much of your team’s week goes to re-entering information they already captured.

🎓 Learn the trust-based selling approach behind this in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

13/10/2026

Most conversations about AI in sales start with the wrong question: “Who can we replace?” A better one is: “What work is wasting our people’s talent?”

In this video, I share a point of view I feel strongly about. AI works best when it takes on the repetitive, low-value tasks like data entry, so your people can put their energy into the parts of the job only a human can do: listening, building trust, and having real conversations.

If you lead a team, you already know your time to coach and train people is limited. This is a practical way to think about getting that time back without giving up the human side of selling.

I’d like to hear where you stand. Is AI helping your team, or does it feel like a threat? Tell me in the comments.

🎓 Learn the trust-based selling approach behind this in the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

13/10/2026

Testing something new. 🧪

I’ve been building an AI for outside sales reps, and for the companies that rely on them. The question behind it is simple: how do we, as an industry, help reps spend their time and energy on the work that matters?

Outside sales has always come with a pile of tedious work that eats the day. Reps could be reaching more people and having better conversations, but they’re stuck on the admin that has come with the job for decades.

This is an early test, and I’m sharing it as I build. If you’re an outside rep, a sales leader, or a business owner with reps in the field, I’d love to know: what’s the one task you’d happily never do again? 👇

🎓 Want the trust-based selling approach behind it? Join the Revenue Engine Masterclass: https://link.exceleratesales.com/sp/a07084780c8

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