#60 - 5 Brutal Truths We Learned About Tech Sales This Year (2025 Recap)

In this year-end deep dive, Eric and Connor break down the biggest shifts hitting tech sales in 2026 and what reps and founders must do to stay ahead. Drawing from a decade of experience and thousands of reps coached, they unpack why treating sales like a true system is now the ultimate separator, how AI is creating the biggest skill gap the industry has ever seen, why cold calling is becoming even more important as inboxes explode, and how unstructured SDR teams are getting exposed in a higher-bar hiring market. Whether you're a rep trying to outperform in 2026 or a founder navigating the chaos of AI-driven GTM, this episode gives you the clearest roadmap for what’s changing, what’s not, and how to thrive in the best era of sales we’ve ever seen.