In 30 seconds
The Problem: The B2B sales terrain fundamentally shifted in 2025. Cold calling stopped working for 71% of decision-makers under 40. Over 70% of buyers now use AI to research and shortlist vendors before contacting sales. Buying committees exploded to 10+ influencers across 6 to 11 months. Most sales teams are experimenting with AI in isolation with no consistency, no integration, and no playbook.
The Shift: From predictable, linear sales processes to orchestrating complex, multichannel, generationally diverse buying journeys. The power shifted from seller-controlled discovery to buyer-controlled validation. Sales teams now face a generational divide in communication preferences, digitally empowered buyers making decisions before first contact, and buying committees requiring simultaneous orchestration across multiple stakeholders.
The Solution: Update your navigation system for the terrain that exists now. Build a 2026-ready sales process and playbook that’s generationally intelligent, digitally integrated, designed for buying committee orchestration, and embraces AI as a capability multiplier. The fundamentals haven’t changed. Building trust, understanding needs, creating value, and solving problems remain eternal. But your map needs updating.
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