In this episode of Sales Reps On Fire, I sit down with Joe Sanchez, a seasoned sales leader with over two decades of experience, to tackle the hot topics that are transforming B2B sales today. We dive deep into what really drives sales discipline and how effective, results-focused coaching can make all the difference in your team’s success. Joe doesn’t hold back when sharing his honest take on AI in sales. While many sales teams are relying on AI to simply “do more,” Joe explains why this approach actually dilutes your impact—and what to do instead. We discuss how AI can support sales at a systems level by focusing on real customer insights, identifying retention patterns, and understanding what moves the needle for your unique pipeline. Trust me, if you've ever felt overwhelmed by the AI hype, Joe's insights will help you recalibrate for what actually works. And here’s something special for career-minded reps and managers: Joe shares the best career advice he’s ever received, along with his top book recommendation for anyone serious about succeeding in sales. If you’re ready to take your skills to the next level—and use AI in a way that actually drives results—this is an episode you won’t want to miss. Tune in and get ready to take notes! Watch the video version on YouTube (Click Here)

CONTACT JOE: Joe’s LinkedIn: https://www.linkedin.com/in/joe-sanchez-597935197/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: New Sales Simplified - https://amzn.to/4fgZ190 OUTLINE: 00:00 Intro

00:26 Free Sales Training Workshop Invitation

01:24 Meet Joe Sanchez, CRO at MotorK

01:34 Joe's Journey: From Ohio to the UK

02:20 Joe's Career in Sales and Leadership

04:45 Learning German and Early Career Decisions

05:30 Joe's Sales Philosophy and Leadership Insights

11:15 Creating a High-Performance Sales Culture

12:55 Metrics for Predictable Revenue Growth

17:45 Accountability and Coaching in Sales

19:43 Identifying and Nurturing Top Performers

21:38 Managing A and B Players

24:31 Challenges in Scaling Sales Teams

26:26 The Importance of Retention and Expansion in SaaS

28:36 Motivating Sales Teams During Tough Times

32:54 The Role of AI in Sales

37:21 Best Career Advice and Book Recommendations

41:50 Conclusion