The sales landscape never stands still—that’s especially true as we roll toward 2026. Technology, buyer habits, and even the very makeup of sales teams are rapidly reshaping what works—and what doesn’t.
So, what should you be ready for in a world where artificial intelligence, tighter teams, and sky-high buyer expectations dominate?
AI Is Here, But Humans Win Hearts
There’s no ignoring artificial intelligence anymore. Buyers are using AI to get smarter and dig deeper before ever talking to a salesperson. That changes the playing field.
But taking the human out of the equation isn’t the answer.
“I think this is going to be like doing business in the 1930s when my grandfather did it…because people trusted him.” —Meridith Elliott Powell
In fact, both Mark Hunter and Meridith Elliott Powell predict a return to basics. Trust, authenticity, and emotional connection become the difference makers. If AI is the engine, human skills are the steering wheel.
Remove Every Ounce of Friction
Buyers are even less tolerant of inconvenience. From a clunky website to long forms, if you make it hard, they walk.
“I completely opt out of the sales process for the slightest disruption.” —Meridith Elliott Powell
Sellers must remove friction and respond fast—because your prospects just won’t wait.
Insights (Not Information) Win Deals
Everyone can collect data. A true differentiator? Turning those numbers into actionable insights buyers didn’t know they needed.
“Whatever industry you sell in…you need to be walking into every single meeting realizing that you’re about to give them something that they don’t know they need, or they don’t have the answer to.” —Meridith Elliott Powell
Buyers come to the table armed with information. You come to the table with perspective, expertise, and targeted advice.
Sales Is Now a Team Sport
Silos won’t cut it in 2026. Salespeople must work closely with marketing, inside sales, and service to deliver continuity throughout the buying process.
Expertise tops all. As buyers grow more sophisticated, you must “call it to another level.”
Commit to Lifelong Learning
Gone are the days of the “happy dance” salesperson who gets by on charm. Today, it’s about substantial expertise, consultative selling, and ongoing development, including AI-driven self-coaching. The message: keep learning—or get left behind.
Private Equity’s New Impact
Private equity is expanding into new territory and shaking up entire industries. If you’re not thinking about how these moves affect your value proposition and strategy, you’re already behind. Play the change to your advantage.
Lightning Round: 10 Ways Buyer Expectations Are Changing
- Buyer expectations are higher than ever
- Expectations are increasingly driven by AI
- Ease of doing business is critical
- Buyers only act on their top one or two priorities
- Everything must be hyper-relevant
- Buyers consider a wider set of options
- Radical transparency is standard—no surprises
- Proof of performance is required
- Buyers want to dictate “how” they buy
- The top competitor remains “no decision”
2026 will be about blending the best of tech with the irreplaceable power of authentic relationships, insight, and agility. Are you ready?
Lightning Round: Top 10 Ways Buyer Expectations Are Changing
Question: Elizabeth from Santa Cruz asks, “I love Sales Logic. I listen every week and share your podcast with my team and clients. So here’s my question: all everyone is talking about is AI and how it is going to change sales. Are there other sales trends I need to be paying attention to?”
Book: Selling Without Selling Out by Andy Paul