B2B Sales Didn’t Get Harder. It Got Smarter.

30 years in the game have taught me this: The old playbook is dead. The opportunity is not.

Having worked in B2B sales for more than three decades, I have witnessed multiple structural shifts in how companies buy, how markets behave, and how sales organizations operate.

From analogue prospecting and trade fairs to CRM systems, LinkedIn, and AI-driven research, every decade has introduced new complexity.

Today, many executives describe B2B sales …