Rethinking Sales and AI for FY26

The Efficiency

Edge

As the financial year wraps up, many team, leaders are asking the same question: how do we grow without adding more cost, complexity, or chaos?

It’s a familiar challenge. Sales teams are stretched, marketing budgets are tight, and buyers are taking longer to make decisions. The 2025 Mood of the Sales Leader report by Indicator paints a clear picture: only 39% of companies achieved revenue growth last year, which is the lowest in the survey’s eight-year history. The report also highlights that sales cycles have grown longer, and economic uncertainty remains the biggest barrier to progress. 

In this environment, success in FY26 will come down to efficiency. That means refining how we sell, and leaning into the right tools, like AI, to lift the load, not add to it.

That’s a theme echoed by two of our recent B2B Inspired guests. Mike Stokes, CEO of Indicator, shared findings from the Mood of the Sales Leader report, highlighting a return to sales fundamentals as a key driver of success. In a tough year, the report found that businesses that grew focussed on process, consistency, and capability.

David Howden, CEO of Superhuman AI, brought a complementary perspective: while AI adoption surged in 2024, the real gains came from using it with intent. As David put it, “AI should take the weight off the team, not add another thing to manage.”

So what does this mean for businesses heading into FY26?

1. Refocus on the Fundamentals

Mike Stokes pointed out that companies who succeeded in 2024 didn’t do so by luck, they doubled down on what they could control. Sales capability, process, and consistency were key. In many of the conversations we’ve had, there’s a renewed appreciation for structure, not as red tape, but as a lever for results.

2. Let AI Help, Not Hinder

There’s no shortage of AI tools out there, but not every tool is worth your time. If you’re unsure where to begin with AI, David from SupaHuman advocates for starting with admin or simplifying prep work. Once you get up to speed, David says that it's realistic to shorten the time it takes to complete compliance reports or audits from 10 hours down to 15 minutes. 

3. Bring Sales and Marketing Closer Together

Both Mike and David noted the importance of cross-functional clarity. While optimism about the sales-marketing relationship is growing, there’s still work to do. When teams share goals, language, and insights, the customer experience improves, and that’s when efficiency really kicks in.

4. Redefine What Growth Looks Like

Mike Stokes reminded us that the companies who achieved growth last year weren’t necessarily the ones doing more—they were the ones doing better. Growth doesn’t have to mean hiring more or launching fast. Sometimes, it’s about lifting what you’ve already got: capability, consistency, and confidence.

Explore our resources on sales efficiency going forward into FY26.

Create More Efficiency

📃Download Article

Redefine Growth

Growth could be elevating capabilities, consistency, and confidence. 

Bring Sales and Marketing Closer Together

When teams share goals, language, and insights, the customer experience improves, supporting efficiency.

 

Let AI Help Not Hinder

Free people from tedious work by using AI for faster prep, sharper insights, and less admin.

Refocus on Fundamentals

Invest in meaningful conversations with clients by offering insights to help them succeed. 

IF YOU LISTEN TO LEARN

Smarter Sales And AI

Return to sales fundamentals to get the most from the year ahead.

The 2025 B2B Sales Outlook with Mike Stokes

Indicator

Join us on the latest episode of B2B Inspired, BlueOcean’s podcast sharing inspiration and insights for the New Zealand marketing community. This week, we chat to CEO & Founder of Indicator, Mike Stokes.

Freeing Smart Minds From Tedious Work with Dave Howden

SupaHuman AI

Join us on the latest episode of B2B Inspired, BlueOcean’s podcast sharing inspiration and insights for the New Zealand marketing community. This week, we chat to Co-Founder & Chief Executive of SupaHuman AI, Dave Howden. 

If you read to learn

SMARTER SALES PRACTICES

Sales practices you can implement today.

How To Shorten the Sales Cycle

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32% of customers will stop doing business with a brand they love after just one bad experience. This shows how failing to prioritise customer needs and expectations in strategy can erode customer loyalty — even if a brand initially has a strong relationship with them.

Internal factors preventing communication

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When internal issues prevent communications between sales and marketing, the whole organisation suffers. Getting to the bottom of the issues in your organisation and resolving them will result in increase of leads, sales and ultimately profits. But what are the most common issues? It depends on your perspective…

Actionable Takeaways

for B2B Brands

At this time of year, we're usually working with business owners to find clarity in their go-to-market so their people, process, and tools are aligned and ready for what’s next.

For some, that means sharpening messaging, simplifying sales processes, or getting more value from the assets they’ve already got.

Ready for smarter growth?

Wherever you're starting from, we can help to give a fresh perspective on your sales cycle. Sales Enablement like capability statements, and sales and marketing systems can help you to enhance what you already have—and fill in the gaps. If you’re thinking, “We could be selling better, but I’m not sure where to start," we’d love to help.

SMARTER GROWTH WITH BLUEOCEAN

We helped Orb Medical and Aluro Healthcare align sales and marketing efforts to gain clarity and momentum.

Aluro Healthcare

"BlueOcean customer-centricity has been invaluable, resulting in the best outcome for Aluro Healthcare."

Orb Medical

"We now have real focus on value-creating activities that matter. It has really been about BlueOcean expertise."

BEN WILLIS, ORB MEDICAL

On a mission, together.
Global innovation for surgeons.