Make AI Your Friend: Hope Is Not a Sales Strategy in 2026

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Make AI Your Friend:
Hope Is Not a Sales Strategy in 2026

Customers aren’t waiting for salespeople to find answers anymore. They expect you to already have them.

AI has automated the top of the funnel. Service expectations are rising. And “activity” is no longer the same thing as progress.

In 2026, the salespeople who win won’t hope for an easier year; they’ll prepare for a harder one.

If you want to read the full article published in Industrial Supply Magazine, click here.



Frank Hurtte works with industrial distributors who want better sales performance without the hype. A consultant, speaker, and trainer, Frank focuses on practical sales strategy, customer expectations, and preparing teams for what’s next, not what was. He is the founder of River Heights Consulting and a frequent contributor to industry publications like Industrial Supply Magazine.



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