Commentary
Your First Three Customers Will Determine If You Hit Quota This Year
ANZ research shows 92% of B2B buyers won't touch you without trusted reviews—which means your sales cycle just became a referendum on your last three deals.
Commentary & Analysis
Bold perspectives from sales leaders across ANZ
Commentary
Retail's Discount Arms Race Just Made Your Enterprise Sales Harder
Australian retail is training buyers to expect constant discounts, and that mindset is bleeding into your B2B deals.
Commentary
Your Commission Agreement Is Probably Illegal and Your Employer Knows It
Legal settlements are piling up over dodgy commission structures, and ANZ sales teams are next in line for a reckoning.
Commentary
Tech's Hiring Freeze Isn't Temporary, It's Your New Reality
The hiring freeze across Microsoft and major tech companies isn't a belt-tightening exercise, it's a structural shift that makes your sales career riskier than it's been in 15 years.
Commentary
Your competitor's hiring freeze is the best sales intel you're ignoring
While you're tracking product releases and pricing changes, the real competitive advantage is sitting in their jobs page.
Commentary
The hiring freeze isn't temporary, it's your new normal
Tech companies didn't pause hiring to save money, they paused it because AI convinced them they don't need you.
Commentary
The Hiring Freeze Isn't About Efficiency, It's About Your Commission Structure
Tech companies aren't freezing hiring to cut costs—they're restructuring how sales compensation works, and your OTE is about to get complicated.
Commentary
Australia's Tech Tax Proves Your US Employer Is About to Cut ANZ Headcount
When governments make it expensive to do business locally, sales teams get cut first—and Australia just painted a target on every tech AE's back.
Commentary
retail's booming but your b2b sales cycle just got longer
When consumers spend more at Woolies, they spend less time buying your enterprise software.
Commentary
Your 90-Day Sales Cycle Isn't a Feature, It's a Warning Sign
ANZ B2B sales teams are treating long cycles like weather, not like the revenue problem they actually are.
Featured Take
Woolworths' $1 Billion Underpayment Proves Your Sales Comp Is Already Wrong
If Australia's biggest retailers can't track what they owe employees for a decade, your startup's commission structure is definitely broken.
Commentary
retail's comeback means your b2b discount strategy just became obsolete
When consumers start spending again, enterprise buyers stop accepting your "market downturn" pricing.