Posts by shalini@pulserecruitment.com.au

Enterprise buying committees are getting larger. That is not speculation. It is observable across every vertical and every deal size. What was once a three-person approval process is now a seven-person approval process. Finance has more say. Security has more say. Operations has more say. Procurement has more say. But most enterprise AEs are still…

There is a fundamental misunderstanding in enterprise sales that is costing AEs opportunities and hiring managers are starting to notice it. The assumption is that more pipeline means more deals. More conversations mean better odds. If you have twenty deals in your funnel, surely five of them will close. The math seems obvious. It is…

It is a classic trap that ensnares some of the most intelligent, passionate, and deeply knowledgeable sales professionals in the industry. You know your product or service inside and out. You understand every single piece of code, every design choice, every advanced configuration, and every niche capability it possesses. You are incredibly proud of what…

Every sales professional has experienced the ghost town phase of a deal. You have a fantastic discovery call, the prospect seems deeply engaged, you send over a comprehensive proposal—and then, silence. Weeks pass. Follow-up emails go unanswered. Your voice messages disappear into a corporate void. You check your pipeline metrics, and a deal that felt…