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2026 Tech Sales Compensation Trends
If 2024 was the year of “hunker down” and 2025 was the year of “selective growth,” 2026 has officially ushered in the “Pragmatic Reset” of tech sales compensation. The days of ballooning base salaries and “blank check” signing bonuses are largely behind us. Instead, we are seeing a move toward Precision Compensation—where pay is more…
Why SDR Roles Are in Demand This Year
If you had asked a tech analyst in 2024 about the future of the Sales Development Representative (SDR), they might have handed you a death certificate. The narrative back then was simple: Generative AI would eventually automate every cold email, LinkedIn message, and discovery call, rendering the entry-level “prospector” obsolete. But as we navigate the…
What Great Sales Teams Do Differently
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…
Tech Sales Tips to Practice in 2026
If 2024 was the year of “AI hype” and 2025 was the year of “AI integration,” then 2026 is the year of AI Mastery. In the tech sales landscape of 2026, the barrier to entry has never been lower, yet the bar for excellence has never been higher. Automation has flooded prospect inboxes with “perfectly…
Rise of the Analog Renaissance in Sales
If we look back at the trajectory of the last few years, the narrative in the sales world was dominated by a single acronym: AI. In 2024, we were in the “Experimental Era,” where every sales leader was scrambling to figure out what LLMs could do. By 2025, we entered the “Adoption Era,” a period…
What Is Your Tech Sales Team Missing
If you are a business leader looking at your Q4 projections and seeing a plateau, your first instinct might be to call a “rally” or demand more activity. In the past, the math was simple: more calls equaled more demos, which equaled more revenue. But we have entered a new era of B2B commerce. In…