AI Buyer Articles & Insights

The SKO Is the Starting Gun, Not the Finish Line. What Happens in the 90 Days After? The ballroom is empty. The motivational speaker has flown home. The last of […]

Your SKO Agenda Is a Statement of Intent. Does Yours Speak to the Future or the Past? The agenda for your 2026 sales kickoff (SKO) is more than just a […]

Your Buyers Are AI-Literate. Is Your Sales Team? There is a dangerous new asymmetry in B2B sales. Your buyers, armed with powerful and accessible AI tools, are becoming more sophisticated, […]

Your Biggest Competitor Is No Longer Another Vendor. It’s Your Buyer’s AI. For generations, the B2B sales process was built on a fundamental asymmetry: the seller had more information than […]

Your SKO Has Three Main Session Formats. Are You Using the Right One for the Right Job? When you design the agenda for your sales kickoff (SKO), you are essentially […]

A Half-Day Can Change a Skill Set. Here’s the Blueprint. Your sales kickoff (SKO) is a rare opportunity to have your entire sales team in one place, focused on a […]

Your Reps Don’t Rise to the Occasion. They Fall to the Level of Their Training. For years, the sales kickoff (SKO) has been dominated by the lecture. A parade of […]

The SKO Is Over. Your Most Important Work Is Just Beginning. The energy in the room was electric. The new messaging was sharp. The team left your sales kickoff (SKO) […]

The Enemy of Your SKO Is the Slow, Silent Return to the Status Quo. Your sales kickoff (SKO) was a success. The team is energized. The new strategy is clear. […]

Your SKO Is Probably Going to Fail. Here Are the Four Reasons Why. It’s a painful truth that most sales leaders are unwilling to admit: the vast majority of sales […]