Archive for May 2026
How Enterprise Sales Became a Multi-Stakeholder Strategy Game
In the traditional “golden age” of sales, the path to a closed-won deal was often a straight line. You identified a decision-maker—usually a charismatic executive with a budget and a problem—convinced them of your value, signed a contract, and moved on to the next lead. This “single-threaded” approach relied on personal rapport and individual authority.…
Read MoreYou Should Prioritize Alignment Over Compensation in Tech Sales
In the hyper-competitive world of tech sales, it is easy to be blinded by the “Big Number.” Recruiters often lead with eye-popping On-Target Earnings (OTE), signing bonuses, and equity packages that look like lottery tickets. For years, the prevailing wisdom was simple: follow the money. However, as we navigate the sales landscape of 2026, the…
Read MoreSelf-Direction Is One of the Most Valuable Sales Skills
For decades, the image of the “Sales Floor” was one of high-octane chaos: rows of desks, the rhythmic sound of cold calls, and a manager pacing the aisles with a leaderboard in hand. It was an environment built on external pressure and shared energy. Today, that floor is silent. The shift toward hybrid and remote…
Read MoreWhy “AI Curiosity” No Longer Cuts It in 2026
Not long ago, having “AI curiosity” on your CV signaled something valuable. It suggested initiative, adaptability, and a willingness to explore new tools before they became mainstream. In 2024, that alone could differentiate you. It hinted that you weren’t waiting for change—you were leaning into it. In 2026, that signal has largely disappeared. The market…
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