Erin Rangi (Delaney)

Most sales leaders don’t need more leads. They need a way to prioritise the right ones – and move on them fast. Here’s how top ANZ sales teams are building scalable, high-conversion outbound 👇 🔹 Start with ICP-fit targets → Filter by headcount, industry, location 🔹 Layer in buyer signals → Hiring, funding, tech adoption = real intent 🔹 Push to CRM → Reduce admin, improve rep efficiency 🔹 Track what converts → Align outreach around timing and success triggers The result? ▪️ Fewer ghosted calls ▪️ Cleaner handoffs to AEs ▪️ Pipeline you can forecast (and trust) 👉 Want predictable pipeline? It starts here: Link in comments

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Gong Labs analysed 7.1 million sales opportunities finding only 5% of AI deployments drive commercial impact. Average growth slowed to 16% whilst 96% of revenue leaders expect teams using AI by next year. The problem is AI theatre versus revenue reality. Teams deploy AI everywhere but commercial impact remains elusive. Gong's State of Revenue AI 2026 report surveyed 3,048 global revenue leaders plus 7.1 million opportunities from 3,613 companies. Finding: traditional growth engine losing steam, sales velocity plateaued, productivity becoming primary growth lever. Critical insight: domain expertise separates winners from losers. "Teams leveraging AI solutions with revenue domain expertise grew more in 2025 and reported more commercial impact from their investments." Not generic AI but revenue-specific intelligence. These teams "utilise AI as input in decision-making processes and seeing tangible results." Shane Evans (CRO, Gong): "We're living through one of the most profound transformations in business history. The AI Economy, where intelligence, not information, powers productivity, innovation, and growth. Leaders who thrive will redesign organisations around AI, not as tool, but as strategic capability." The 95% failure rate exposes implementation crisis. Companies embedding "automation and intelligence into every layer of revenue engine" succeed. Rest stuck with pilots and experiments. Measurement finally arriving: "Organisations with high AI utilisation within deals drive productivity, reporting significantly higher win rates and revenue per sales rep." What this means: When 95% of AI deployments fail to drive commercial impact whilst 96% of leaders expect adoption, massive disappointment looms. Mid-market teams buying generic AI tools for revenue problems will join the 95% failure category. Domain expertise requirement means revenue teams need revenue AI, not ChatGPT. The shift from information to intelligence economy rewards specificity not capability. Your next step: Calculate your actual commercial impact from AI, not usage metrics. If can't show win rate improvement or revenue per rep increase, you're in the 95%. Prioritise domain-specific solutions over general tools. Embed AI into revenue workflows not alongside them. The companies treating AI as strategic capability versus tool will capture the growth others miss. 1,100+ mid-market AI leaders stay ahead with weekly plain-speaking playbooks, case studies, use cases and need to know info, curated by experts. Sign up to our weekly brief and be the first to receive the report. (Link under our company name). Udi Ledergor, Lana O'Leary, Maximilian Thiel, Michael Mooney, Sam Levis, John Keenan, Sam Donaghy, Nate Vogel, Matthew Flotard, Kate Morris, Gray Fuller, Lane Stilson, Julian Alvarez, Rhonda Hughes

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See how Animates Vetcare partnered with Cornerstone to streamline HR and learning, boost employee engagement, and build scalable career pathways across New Zealand. By putting people first, Animates reduced HR administration by 70 percent, empowered self-led learning, and enabled teams to spend more time delivering exceptional care for customers’ beloved pets. Hear directly from leaders and team managers on why this transformation has been a game-changer. Read the full customer story here: https://csod.info/3QivxNF

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Australian businesses using AI close deals 25% faster and spend 60% less to do it. Here’s a 6-point checklist to boost your sales efficiency with AI > starting today: 1. Audit Your Reps’ Time Then Let AI Take Over Repetition Your reps spend ~33 hours/month updating CRMs. Automate that. AI tools can recover 70% of that time - roughly 23 extra selling days every year. Action: Map your team’s top 3 repetitive tasks and automate them this quarter. 2. Stop Guessing Leads Let Predictive AI Score Them AI-based lead scoring can boost conversions by 28%. Stop treating every lead equally. Action: Integrate AI tools that rank leads based on intent and historical data. Prioritize your top 20% - they’ll drive 80% of sales. 3. Turn Your CRM Into a Smart Sales Assistant AI-driven CRMs increase revenue by 15% and retention by 10%. They don’t just store data they act on it. Action: Enable auto-reminders for stalled deals. Let AI suggest next-best actions based on pipeline behavior. 4. Scale Personalization without Burning Hours AI-driven outreach lifts: • Email opens: +42% • Meeting bookings: +31% • Proposal acceptances: +27% Action: Use AI email writers that personalize intros using job titles, industries, and past behavior. You’ll sound human - just faster. 5. Slash Costs while speeding up Closures AI reduces operational costs by 40–60% and shortens deal cycles by 25%. Action: Deploy AI for pricing models, contract reviews, and proposal generation. Response times drop from days to minutes. 6. Measure ROI in Months, Not Years AI sales tools deliver ROI in 5.2 months and average 317% annual return. Action: Start small. Pick one metric - lead response time, conversion rate, or sales cycle length. Automate it. Track the lift. Expand from there. Australian teams using AI outperform peers by 1.3× in revenue growth. Sales efficiency isn’t about working longer it’s about working intelligently with AI. 👉 Build your AI Sales Stack with ScalesLab. Because in 2025, speed to adopt = speed to win. ♻️ If you want more sales breakdowns like this, hit Follow ScalesLab.

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What are the main trends for Sales currently? Discover the latest insights driving productivity and efficiency for more than 7,700 sales professionals. Learn more about the common themes Salesforce hear and encounter. To find out: - Maximising value amid economic headwinds - Meeting changing buyer expectations more efficiently - Leaning more into sales operations as a strategic partner in business success - Using enablement tactics to turn all reps into MVPs - Gain insight into what best practice looks like. https://lnkd.in/eCSXrvP3 #SalesExcellence #bestpractice #topprioritiesforgrowth #scale #technology #crm #transformation #AI #smartsellers #productivity #streamlineprocesses

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Strategic partner programs are built around shared outcomes, not just sales volume. Key traits include a clear value exchange, tiering based on capabilities and outcomes, joint go-to-market motions, simple measurable incentives, role-specific continuous enablement, and MDF or co-op tied to proof of performance. Read more in our latest article: https://lnkd.in/g_dvYNf8 #PartnerPrograms #ChannelMarketing #PartnerEnablement #MDF #B2BMarketing #GrowthStrategy

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The Australian GTM market has changed. Hitting quota in 2026 is the entry point, not the edge. The candidates our top-tier clients are actively pursuing aren't just selling. They're leading revenue conversations at a level that makes them hard to replace. If you're serious about standing out this year, focus here: 1. Go beyond CRM proficiency. The bar has moved. Employers are looking for people who use AI-assisted prospecting and data-driven workflows to actively shorten deal cycles. Tool familiarity is table stakes. Showing how you've used those tools to drive outcomes is what gets you the interview. 2. Speak in numbers that matter. Forget "exceeded targets." Document your impact in the language founders and CROs actually care about: ACV growth, net retention, pipeline contribution. That's what separates a strong performer from a strategic hire. 3. Build your network like a pipeline. In enterprise GTM, who you know and who vouches for you carries real weight. Invest in relationships with people who understand complex stakeholder environments. Credibility in this market is built long before a job opens up. 4. Execute short-term, think long-term. The candidates who rise fastest can pivot their daily tactics without losing sight of the bigger revenue picture. That's what turns a strong rep into a future leader. Pulse Recruitment connects high-performance GTM talent with the companies building Australia's tech sector. #PulseRecruitment #GTMStrategy #TechSales #SaaSGrowth #SydneyTech #RevenueOperations #ExecutiveSearch

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New Episode: How to Sell Smarter in Q4 (Especially in Australia) Most sales teams slow down in Q4. The best ones? They recalibrate and build momentum for January. In this solo episode of Sell Like You, Harriet shares how to: Shift from hard prospecting to pipeline-nurturing Align with your buyer’s real-world Q4 schedule Avoid the “Aussie summer slump” and close the year strong Use her month-by-month framework to prepare for a killer Q1 If you're in B2B sales or sales enablement in the Australian market, this one’s for you. Listen now: Link in comments #Q4Planning #yoursalesco #SellLikeYou #SalesPodcast 

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Your customer emailed. Then called. For support teams, that usually means stitching conversations together after the fact. Today, we’re introducing a new integration with Aircall that brings phone calls and SMS into the same workflow as email in Help Scout. That means fewer handoffs, less time tracking down context, and more time actually helping customers. Read the full announcement on our blog! 👇 https://bit.ly/4sS7RBk #customersupport #customerexperience #productlaunch #integration

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🚍 Proud to see Volgren , Australia’s leading bus manufacturer, driving sales performance with @SugarCRM. By connecting Sugar Sell Premier, Mobileforce Software CPQ, and Epicor ERP, Volgren now runs a precision selling engine powered by AI insights, automated quoting, and real-time pipeline visibility. Their teams can forecast faster, quote smarter, and win more RFPs, without the guesswork. 📈 Better margins. Happier customers. More time to grow. Read the full story 👉 https://sgrcrm.co/480TJxv

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32% of Kiwi agents say internal delays hold them back, yet only 21% of businesses have systems that work together.​ The result? Disconnected teams. Slower service. Frustrated customers.​ If your systems can’t keep up, your customer experience won’t either.​ 👉🏻 Explore how you can deliver the experience your customers expect and deserve with ServiceNow. http://spr.ly/60424ikIj #CXTrends #CustomerExperience

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Love seeing stories like this 🙌 Control Networks in Melbourne transformed how they deliver IT services after switching to NinjaOne .  They cut mean time to resolution by 93%, saved up to an hour per device during onboarding, streamlined compliance, and automated a ton of manual work.  Always inspiring to see how IT teams are using automation to work smarter and focus more on their customers. Full story here 👉https://lnkd.in/gzaKaMVe

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32% of Kiwi agents say internal delays hold them back, yet only 21% of businesses have systems that work together.​ The result? Disconnected teams. Slower service. Frustrated customers.​ If your systems can’t keep up, your customer experience won’t either.​ 👉🏻 Explore how you can deliver the experience your customers expect and deserve with ServiceNow. http://spr.ly/60434c1yL #CXTrends #CustomerExperience

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🚍 Proud to see Volgren , Australia’s leading bus manufacturer, driving sales performance with @SugarCRM. By connecting Sugar Sell Premier, Mobileforce Software CPQ, and Epicor ERP, Volgren now runs a precision selling engine powered by AI insights, automated quoting, and real-time pipeline visibility. Their teams can forecast faster, quote smarter, and win more RFPs, without the guesswork. 📈 Better margins. Happier customers. More time to grow. Read the full story 👉 https://sgrcrm.co/47Meqgx

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The summer is here which means, the Aussie end-of-year sales sprint has started! If you work in sales in Australia, you know exactly what I’m talking about… that mad dash to close deals before everything grinds to a halt mid-December. By early December, inboxes get quieter, decision-makers start disappearing for their well-earned breaks, and suddenly your pipeline velocity feels more like a trickle. It’s not that people aren’t interested, it’s that the Australian summer shutdown is real. Offices close, projects pause, and budgets get pushed into “next year.” But here’s the thing, it doesn’t have to be a dead zone. Over the years, I’ve learned to treat this period less like a sprint, and more like a strategic reset. Here’s my go-to structure for making the most of this time: ◾ Front-load your outreach – Start pushing for meetings and decisions earlier than you think you need to. By late November, most key stakeholders are already half out the door. ◾ Adjust your targets and mindset – Recognise that December is short. Aim to lock in verbal commitments or January kick-offs instead of chasing signatures that won’t come. ◾ Nurture relationships – Use the quiet period to check in with prospects, send thank-yous, or share value-based content (no selling, just staying top-of-mind). ◾ Plan your January pipeline – Set yourself up for success by scheduling early-year calls now. When everyone else is “getting back into it,” you’ll already be rolling. ◾ Recharge – Sales is a marathon. Take time to reset, reflect, and return sharp because Q1 will come around fast. So, while the Christmas shutdown can feel like a challenge, it’s also an opportunity, to be proactive, strategic, and human. How do you navigate the December slowdown? 👇

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