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Hiring the wrong person into your sales team isn’t just disappointing — it’s expensive. In Australia, a single bad sales hire can quietly drain well over $200,000 from your bottom line before anyone even realises something has gone wrong. And by the time the numbers start to show it, the damage is already done. If…

The landscape of B2B SaaS sales has shifted beneath our feet. If you feel like hitting targets has become an uphill battle against an avalanche, you aren’t imagining it—and you aren’t alone. As we move deeper into 2026, the final performance data from the 2024–2025 fiscal cycle has arrived, and it carries a sobering message…

In the current gold rush of sales technology, there is a common misconception that is costing companies millions in lost efficiency. Many sales leaders approach Artificial Intelligence as if it were a digital “speech coach”—a tool designed primarily to listen to sales calls, provide real-time transcriptions, or offer live prompts during a demo. While these…

In the high-stakes world of tech sales, there is a common delusion: the belief that the “magic” happens on the Zoom call. Sales leaders and employers spend millions on charisma training, objection-handling scripts, and flashy demo environments. They hire for “grit” and “closing ability.” Entire enablement programs are built around what happens in the 30…

If we look back at the trajectory of the last few years, the narrative in the sales world was dominated by a single, monolithic acronym: AI. In 2024, we were in the “Experimental Era,” where every sales leader was scrambling to figure out what Large Language Models could do. By 2025, we entered the “Adoption…