In this episode of Sales Reps On Fire, I sit down with Kyle Phillips, VP of Sales Enablement at AI Media, to uncover the secrets behind what truly sets top-performing sales reps apart. Kyle brings 25 years of experience in sales and sales enablement, sharing invaluable insights for B2B sales professionals at every level—from SDRs to CROs. We dive into the power of curiosity and the importance of asking the right questions. Kyle breaks down how top reps stand out by understanding their customers' goals deeply, creating a well-defined path to closing the deal, and building the confidence that moves deals forward. Kyle also reveals how he coaches reps to have those tough but necessary conversations, to turn wishful thinking into actionable strategies that drive results. We also tackle one of the biggest misconceptions in tech sales—that you need to be a tech expert to succeed. Kyle explains why a customer-centric approach is far more powerful than having every technical detail down. Plus, we talk career advice, the most valuable book for new salespeople, and practical tips that any sales rep can implement right away. If you’re looking for actionable insights that you’ll want to share with your entire team, this episode is for you. Don’t miss it! Tune in to hear how to turn curiosity into a superpower and close deals with confidence. Watch the video version on YouTube (Click Here)CONTACT KYLE: Kyle’s LinkedIn: https://www.linkedin.com/in/kyle-phillips-salesleadership/ NEXT STEPS: Whenever you’re ready, there are 4 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/#workwithme4 - Get a copy of my new book: https://ian-agard.com/#bookCONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Influence - https://amzn.to/3O1YbREOUTLINE: 00:00 Intro 00:26 Meet Kyle Phillips: VP of Sales Enablement 03:04 Kyle's Journey into Sales 05:31 Sales Coaching Workshop Invitation 06:25 From University to VP: Kyle's Career Milestones 08:29 Understanding Sales Enablement 12:18 Creating a High-Performance Sales Culture 17:40 Key Metrics for Sales Success 22:02 Challenges in Scaling Sales Teams 26:17 Top Traits of High-Performing Sales Reps 35:18 Career Advice and Book Recommendations 41:36 Conclusion