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/#contactCONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: New Sales Simplified - https://amzn.to/4fgZ190OUTLINE: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