AI in sales. Opportunity or threat?

Sales leaders are feeling the squeeze: deals are slowing, buyers are harder to reach, and the sales process is getting more complex by the day. But the real risk? While many mid-sized businesses are still dabbling with AI to tidy up emails, enterprise competitors are using it to win revenue.

This blog breaks down what’s actually happening in the market, why AI is no longer optional in sales, and how growing businesses can use it to compete — and win — in 2026. If you’re wondering whether AI is an opportunity or a threat, the answer is simple: it depends on how fast you move.

Your sales team is your first line of defence against late payments

The phrase Payment Due written in black text on a yellow sticky note posted to a calendar page as a reminder. Close up of a personal agenda, top view.

Most businesses we know have a little celebratory dance they keep for days when a big order comes in. Few think about the possibility of late payments. Quite rightly. It’s a time to stop and reflect on all the hard work you’ve put in and the value you add to customers. So some people are…

From cradle to grave. Supporting talented sales professionals at every stage of their career.

Climbing the sales professional career ladder can be both exciting and daunting. Read about the journey and potential obstacles.

What’s going to drive sales success in 2026?

After a long, hot summer, schools are finally back. B&Q is ripping out lawnmower displays to make space for Christmas lights. September means work is back, and for many it’s time to start planning for 2026. What are going to be the big sales trends that drive success in the coming year? Business Confidence With…

Crush sales slumps: Accelerate growth in a flat market

A graph showing increasing sales in a flat market

So many people are reporting to us that sales are slow at the moment. It feels like we are in a flat market. Not necessarily bad sales figures, just endless delays in getting to a Yes. “I sent over a quote last month and I’ve heard nothing” “The decision is stuck with an internal committee”…

Will AI replace sales people?

That’s the sort of lazy headline AI would write isn’t it! Clickbait that’s intended to provoke. Take out “sales people” and you could insert any other profession to attract a different group of scrollers: You get the picture. Returning to the headline: Why does it need to be binary? Video didn’t kill the radio star,…

What’s it like to be part of a winning sales culture?

This is Sales Untangled Co-Founder, Martin’s story on sales cultures… “It was the early 90s and the afternoon sun was beating down as I floated on my back in the hotel pool. I vividly remember looking up at the neon hotel sign and thinking: Wow! How did a boy from East Hull end up here:…

Building a sales pipeline through referrals

“Do you help with lead gen?” This is a question that always makes us pause. The outcome of successful lead gen is more sales…but surely it’s a marketing activity isn’t it? Similarly, there’s often questions around whose job it is to gain referrals and introductions. If you read marketing textbooks they’ll tell you marketing is…

Does every business need a sales pipeline?

Part of our Sales Untangled promise is to make business simple. So whenever this question gets asked we’re always willing to listen to why the questioner thinks their business can manage without one. [Note: This is a topic where terminology varies. For the purpose of this article we’re using the terms sales funnel and sales…

Untangling Sales Enablement

I spent many years in key account management for the UK’s biggest consumer goods companies. The first time I was asked to present recommendations for a major retailer’s range review I was completely stumped. How were you supposed to approach that? Asking my colleagues, I was advised to simply present each of my brands in…

What’s the difference between a Lead and a Suspect?

Sometimes enthusiasm gets the better of business leaders and they suspect everyone could become a customer. That’s why it’s important to be able to differentiate between a Lead and a Suspect. Imagine you sell yoga classes in Manchester. Potentially any business in Manchester could buy from you, they all have staff don’t they? And if…

5 tips on how to deal with ghosting in sales

There’s something strange in the neighbourhood. Who you gonna call? Ghostbusters! What’s causing the epidemic of ghosting in sales? There was a time when No just meant No. But now No is often replaced with interminable silence. Business owners are increasingly reporting this to us as one of their biggest frustrations in selling. You’re a…