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Sales Strategy Blog
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Building Trust in Sales: The Key to Successful Discovery Calls
Buyers don't want a friend. They want a solution. And the only way you get to the truth, the real, painful problem, is by earning their trust. Fast.
Sep 112 min read
The First 5 Minutes: Framing Discovery Calls That Close Sales
Too many sales teams invest in CRMs, pitch decks, and automation, yet skip the one thing that changes everything: how you frame the conversation.
Sep 53 min read
Why Your Sales Strategy is Not Working, And How to Fix It
If your pipeline is full but your revenue isn’t, here’s why your current strategy might be broken and what to do instead.
Sep 53 min read
Understanding B2B Sales Training Essentials
In the complex world of business-to-business (B2B) sales, success depends heavily on the skills and knowledge of the sales team. Effective B2B sales training is essential to equip sales professionals with the tools they need to navigate long sales cycles, complex decision-making processes, and multiple stakeholders. This article explores the essentials of B2B sales training basics, providing practical insights and actionable recommendations to help organisations build a high-
Oct 274 min read
The Founder’s Trap: Why Your Personal Sales Success Kills Your Company’s M&A Valuation
The Compliment That Hides a Curse
Every founder is brilliant. Your technical expertise built a fantastic product and got you your first £3M–£10M in ARR through relentless effort, networking, and expert knowledge. That is the compliment.
The curse? Your personal brilliance has created a single, catastrophic point of failure: Founder Sales Dependency.
Oct 223 min read
Mastering the Art of Effective Sales Coaching
Sales coaching is a critical skill that can transform a sales team’s performance. It goes beyond simply managing targets or monitoring calls. Effective sales coaching involves guiding, motivating, and developing salespeople to reach their full potential. This blog post explores the key elements of effective sales coaching, practical strategies to implement it, and how to measure its success. Understanding the Foundations of Effective Sales Coaching Effective sales coaching is
Oct 154 min read
The Generalist Trap: Why Your B2B Sales Niche Strategy Is the Only Path to a Premium Valuation
The biggest fear for any founder is running out of customers.The bigger mistake is trying to sell to all of them.
In high-value B2B consulting and tech, chasing the largest possible market feels like the safest option. It isn’t.
When your pitch can apply to anyone, it lands with no one.
Oct 154 min read
The Hero Rep Paradox: Why Your Top Sellers Are an Unexpected Financial Risk (And the 3 Systems You Need to Fix It)
"The Hero Rep Paradox" - The Lie That Costs Millions
You celebrate them. They are your sales rock stars
.
But here is the uncomfortable truth for any B2B tech founder preparing for an exit: your reliance on these hero reps is a structural risk that is costing you millions in valuation.
Oct 62 min read
Effective Strategies to Build a Successful Sales Team
Building a successful sales team is essential for any business aiming to grow and thrive in a competitive market. A strong sales team not...
Sep 294 min read
Why Collaborative Selling Drives Better Results (B2B Tech)
Complex deals need more than one hero. When your AE, SE, RevOps and CS team up with your buyer’s technical and commercial owners, discovery goes deeper, risks surface earlier and approvals move faster.
Sep 224 min read
Surface-Level Sales Discovery Is Killing The Close Rate on Your B2B Tech Deals
Most B2B sales teams think they’re doing discovery. But in reality, they’re just ticking boxes.
Sep 192 min read
Why Founders Leave Millions on the Table When They Exit and How To Avoid it With a Free "Exit Ready" Sales Diagnostic.
Most founders think buyers only care about revenue and profit.
Sep 194 min read
False Champions in B2B Sales.
Not every internal supporter is a real champion. The wrong person can stall your deal — no matter how enthusiastic they sound.
Aug 294 min read
Value Selling Frameworks
Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.
Aug 263 min read
Free Sales Enablement Checklist Template
Gap to close this quarter = ______ 3 failing conversion points = ______ Coaching cadence (weekly) set? Yes/No 30/60/90 reinforcement...
Aug 205 min read
Why Quiet Closers Outperform the Loudest Sellers - And How You Can Win at Sales On Your Own Terms Without Being an Extrovert
Many assume you need to be an extrovert to excel in sales. Yet the best “quiet closers” are methodical, self-aware, and leverage systems...
Aug 12 min read
3 Invisible Killers Sabotaging Your B2B Sales Deals
Most deals don't die with a “no.” Most just vanish into thin air. You thought you had a champion. They helped you understand and navigate the business. The demo went well. Their problem was clear.
But then momentum faded, emails went unanswered, and the deal slipped into silence.
Jul 213 min read
B2B Sales Account Assessment Framework
Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.
Jul 143 min read
The Definitive Guide to B2B Sales
This UK B2B Tech discovery call agenda is a simple outline you share with your prospect at the start of the call. It sets expectations, shows professionalism, and keeps the conversation focused on the buyer’s needs, so you close more deals, faster.
Jul 72 min read
Selling to the C-Suite: Strategies for Executive-Level B2B Sales
Ten years ago, I lost the same deal. Twice.
Just think about that for a minute. How many seasoned sales leaders can say they lost the same deal twice?
Jul 15 min read
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