The security review is now the gating event for AI sales tools in 2026 — and the AE who used to swipe a corporate card for a pilot is now stuck behind a 90-question questionnaire from a CISO writing AI vendor policy in real time. Two years ago, a sales leader could deploy conversation intelligence […]

The Marketing Qualified Lead was a clever hack invented around 2010 to give marketing a number it could own. It quietly stopped working sometime in 2024. By 2026, with AI listening to every sales conversation, the qualification surface has moved off the form and onto the call — and the marketing teams that have figured […]

The old sales comp plan paid reps to do the work. The AI now does most of the work. The plan still pays for it. That is the problem in one line, and it is sitting under every CRO's desk going into H2 2026. For most of the last decade, SaaS comp rewarded activity as […]