A new sales "panacea" comes along every couple of years. A new book, a new method, and suddenly everyone throws out what worked last year for the shiny new truth. I have watched it happen for thirty years. AI is just the loudest version yet. Let me be clear. I am not anti-AI. I use it every day. It is the best assistant I have ever had. But selling AI to salespeople as the thing that will "revolutionize" their results is the same old trick in a new outfit. There is no silver

The word ethos is where we get "ethics." You build it through how you show up. Your presence, your tone, your words, whether your actions match them. Now tell me, what has actually changed? We have more technology than Demosthenes could have dreamed of. And persuasion in a complex B2B deal still comes down to the same three things it did in 400 BC. Does this person have the character I trust? Do they understand what's at stake for me? Does their logic hold up? AI can sharpen