Too many B2B sales teams are using AI to do more of the same, only faster.
The bigger opportunity is to use AI to transform the role of the salesperson, and to reset how they work with customers and colleagues.
Sales Reset shows you how.
Watch the introduction (2 minutes): what AI makes possible for salespeople.
What could this mean for the business you win, retain and grow, your margins, and what your customers achieve?
Weekly Sales Reset. Free, every week. Unsubscribe at any time.
Watch the introduction (2 minutes): what AI makes possible for salespeople.
What could this mean for the business you win, retain and grow, your margins, and what your customers achieve?
Start this week
Three things to try on your next proposal
01
Make assumptions and unanswered questions visible
Mark what was said, what you're assuming and what's still to be established. The customer can then see exactly what you're asking them to confirm.
02
Invite correction
Send your first draft as something to be corrected, not a pitch to be accepted, with one question: "What have I got wrong, and what have I missed?"
03
Shape it with the people who'll deliver
Bring in colleagues who will deliver while the possibilities are still open. Their experience can change the expected outcomes, the value created and what everyone agrees to undertake.
A DIFFERENT WAY TO WORK
A first draft your customer and colleagues help develop
A proposal no longer has to be polished alone and sent in hope. Draft early from what was actually said, then develop it through successive conversations with the customer and your colleagues. Each round can sharpen the expected outcomes and develop value that wasn't in the original request.
Two free AI prompts make this practical. One turns your conversation transcript and notes into a first draft. The other helps you update it as each conversation moves things on.
Get the promptsA FIRST DRAFT MARKS THREE THINGS
What was said
In the customer's own words, checked against the transcript and notes.
What you're assuming
Stated openly, so the customer can confirm or correct it.
What's still to be established
Including what each person with a stake expects to achieve.
Weekly Sales Reset
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A new video, practical guidance and one thing to try, every week.
Community and monthly live sessions
Try the ideas. Share what happens.
Bring your questions, share your experiences and join our monthly live sessions. You don't need to have tried anything before joining the conversation.
It's a place to work through changes to how you sell. For example: what did you and a customer develop that wasn't in the original request?
I'm looking forward to hearing what happens when you try these ideas. I'll be taking an active part, helping you work through challenges and learning alongside you.
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What's changing
Two accountabilities, not one
UNCHANGED
Commercial results
Winning the business your targets require. That doesn't change.
INCREASINGLY
The rigour of the agreement
How rigorously the expected outcomes of everyone with a stake, including your colleagues who'll deliver, are identified, defined, aligned and agreed before commitments are made.
Customers own their outcomes. What changes is the quality of the agreement everyone commits on. Peter calls this Outcome-Accountable Selling.
AI makes the work possible. Leaders make it accountable.
With permission, conversations can now be recorded and turned into clear first drafts. What was said, what's assumed and what's still open become visible to everyone involved.
That changes the salesperson's role in the conversation itself. Less effort goes into remembering and documenting. More goes into exploring what could become possible, bringing conflicting expectations into the open and, with the customer and colleagues, co-creating value that wasn't on the table before.
A record alone changes nothing, though. It takes clear responsibilities, agreed standards, coaching, and leaders who review the quality of the agreements their teams reach.
WHO'S BEHIND SALES RESET
Peter Button
I've spent the last four decades as an independent B2B sales trainer, coach and consultant, developing other people's sales teams. Sales Reset is where I share what I'm learning about making this change practical, with the people trying it.
