Across multiple industry benchmarks, a consistent pattern shows up: most salespeople spend far less time actually selling than leaders assume. The rest of the week disappears into admin, internal coordination, CRM updates, meetings, proposal back-and-forth, and chasing unclear next steps. If that is your reality, hiring more reps is often a tax. You pay more to get more non-selling time.

If your team feels pressure to “do something with AI,” you are not alone. New tools show up daily, competitors announce pilots, and vendors promise instant productivity. The result is predictable: scattered experiments, overlapping subscriptions, unclear ownership, and very little measurable impact.

This article gives you a practical way to set goals that are healthy and ambitious, especially in B2B environments where execution depends on teams, systems, and predictable delivery.

This post breaks down Security and Risk in 2026: What a B2B SME Should Do in the Next 4 Weeks, in a way that is practical and easy to implement.

Planning a B2B budget is never just a spreadsheet exercise. It is a set of decisions about what you will protect, what you will bet on, and what you are willing to stop doing. The goal is to build a plan that stays effective when the market is unstable.

A new year is not just a fresh pipeline. It is a fresh leadership test. This is a practical playbook you can apply in the first weeks of 2026.

Christmas week is a natural slowdown for many markets. Instead of pretending it is a normal selling week, use it as a reset. You will start January sharper, calmer, and more prepared.

This article shows how to identify the fears behind “not yet” and how to reduce them without pressure.