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GTM Tech Sales Hiring Forecast: What to Expect in Late 2026
Every quarter, GTM leaders across ANZ ask some version of the same question: are we building the right team for what’s coming, or the team that made sense eighteen months ago? Heading into the back half of 2026, the honest answer for most companies is the latter. Team structures built during the growth-at-all-costs years are…
How to Handle Objections Without Sounding Scripted
Most objection-handling training teaches reps a set of pre-written responses to the most common pushback: price, timing, “we’re happy with our current vendor,” “I need to check with my team.” The problem isn’t that these responses are wrong, it’s that buyers can tell when they’re hearing a rehearsed line rather than a genuine response to…
How AI Is Actually Changing the Sales Cycle
Every sales conference session, every vendor pitch, and a fair share of LinkedIn posts over the past two years have made some version of the claim that AI is transforming sales. Most of these claims are either significantly overstated or so vague they’re impossible to actually evaluate. The real picture is more specific and, in…
Sales Forecasting: Why Most Forecasts Are Wrong
Forecast accuracy is one of the most consistently poor metrics across tech sales organisations, and it’s rarely because the underlying methodology is complicated. Most CRM forecasting tools can handle weighted pipeline, stage-based probability, and historical trend analysis without much difficulty. The problem almost never sits with the tooling. It sits with the inputs, the incentives…
Why Discovery Calls Are Getting Shorter, and What That Means for Reps
Five years ago, a standard enterprise discovery call ran forty-five minutes to an hour. Today, plenty of buyers across ANZ are pushing back on anything longer than twenty, and some are declining a discovery call altogether in favour of a written brief or a short async video. This shift has crept up on a lot…
How AI Has Changed Selling: What Top Sales Reps Do Differently
Ask a candidate in a sales interview whether they use AI and almost everyone says yes. That answer tells a hiring manager nothing. Every rep has ChatGPT open in a browser tab. Every rep has tried a call recording tool that summarises next steps. Using AI is no longer a differentiator. It’s table stakes. What…