Sales in 2025: slower buying cycles, AI noise, and what still works

2025 felt like a year where decisions slowed down and noise went up. In this combined episode of Can't Take Your Call Right Now and Revenue Revolution, Harry Monkhouse, Lauren Reeves, Hitesh and Mick discuss what changed in sales, where AI helped (and where it did not), and what they are taking into 2026.

Why 2025 felt tougher for buyers and sellers

Mick’s biggest takeaway was that buying cycles slowed down across clients and prospects.

• More due diligence before decisions

• Fewer fast “pull the trigger” moments compared with two to three years ago

• Slower innovation cycles because teams learn more slowly when they change direction often

"It's been a tough year… People don't pull the trigger as much as they would have maybe two years ago, 3 years ago."

How to stick with the right decisions when results lag

Lauren’s main lesson from 2025 was learning to back decisions and stay patient.

• Trust what you know is working

• Keep executing even when the payoff is delayed

• Accept that results can take longer to show up in a cautious market

"I know what I'm doing is right. I just have to wait for it to come to fruition."

What AI changed and what it did not change yet

The group agreed AI was everywhere in 2025, but adoption inside real processes still feels uneven.

What they saw most consistently:

• AI used for research support

• Transcripts and summaries

• Light automation and efficiency gains

What still feels limited:

• AI being truly embedded across company go-to-market processes

• Clear impact on deal progression versus top-of-funnel activity

They also discussed how “try before you buy” behaviour has increased. With fewer barriers to testing tools, teams switch faster, which can make it harder to see initiatives through long enough to learn.

How to think about BDR tech stack without chasing every AI tool

From a BDR perspective, the conversation landed on a simple foundation first:

• Sales engagement platform

• LinkedIn Sales Navigator

• A data provider

They noted that most of the “AI” inside these tools still feels light or gimmicky in practice, and that control and discipline matter more than shiny automation.

Why AI SDR email prospecting annoyed everyone

This was the most heated section.

Lauren and Mick strongly disliked fully automated AI outbound email, largely because:

• Great prospecting still needs a human tone and relevance

• You can often tell when something is AI-written

• Volume spam makes the channel worse for everyone

"I just think it's "%!?%£" … you know when something's written by AI."

Mick took it further, arguing that email volume games are killing the channel because AI writes, spams, and then inbox AI filters it out, creating a “zero game” that goes nowhere.

Harry’s counterpoint was that AI might help weaker reps move into “good enough” territory, and that better prompting and configuration could improve output. He also suggested there is an opportunity for disruption in how marketing-style email is done, not just sales outbound.

Why LinkedIn felt more influencer-led and less authentic

A major frustration in 2025 was LinkedIn shifting further toward influencer dynamics.

What bothered them:

• Sponsored posts that are not clearly disclosed

• People posting for virality more than belief

• A growing amount of inauthentic content even from trusted voices

"The value of the post is the same… but don't disguise it as your own take."

They also discussed personal boundaries on LinkedIn. Lauren shared that it comes down to what you are comfortable associating with your professional identity, and that LinkedIn sits in a strange middle ground between social media and work.

What gave them hope heading into 2026

Despite the frustrations, the episode ended on optimism.

They highlighted:

• A stronger sense of community in sales

• More professionals helping each other, even when it is a tough market

• Confidence built through growth, responsibility, and finishing passion projects like launching the podcast

"I found faith in sales again… people… are genuinely trying to do good things for spread knowledge."