High Performance Insights

Most B2B organisations are still investing in sales training that was designed for a buying environment that no longer exists. Yet despite the time and money poured into workshops, playbooks, and role-plays, win rates stay flat, sales cycles drag, and customer conversations feel increasingly misaligned with how buyers actually make decisions today. The problem isn’t your people. It’s the system you’re dropping them back into. The B2B Buying Reality Has Changed – Training Hasn

Scroll through today’s job boards and you’ll notice a familiar pattern: sales and business development roles that could have been written ten years ago — or twenty. The language changes, the platforms evolve, but the DNA remains the same. “Drive new business,” “identify prospects,” “develop your own go-to-market plan.” On the surface, it sounds like ambition and initiative. But underneath, it reveals a deeper issue — many businesses haven’t adapted their sales process to the