Buyers do not forget because they are disinterested. They forget because their brain is overwhelmed.

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-

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.

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.

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.

Most B2B sales teams think they’re doing discovery. But in reality, they’re just ticking boxes.

Too many sales teams invest in CRMs, pitch decks, and automation, yet skip the one thing that changes everything: how you frame the conversation.

Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.

Many assume you need to be an extrovert to excel in sales. Yet the best “quiet closers” are methodical, self-aware, and leverage systems...

Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.

“People buy from people they like.” That’s the line we've all heard since time immemorial. The line still echoed in sales training rooms, team huddles, and pipeline reviews, as if rapport is the reason deals move. But here’s the uncomfortable truth: Being liked isn’t enough. And if your team is confusing likability with influence, you’re not building pipeline, you’re building false confidence.

Does your sales organisation pride itself on being "customer centric"? Do senior leaders within your business proudly proclaim that they put the customer front and centre of everything they do? Scratch the surface of their sales approach, process, and culture, and the truth reveals itself. Learn a new way with the Selling Collectives Sales Manifesto

Every sales team is told to 'dig deeper' in discovery. Yet 80% of deals stall because sellers solve the wrong problem, the one the buyer mentions first, not the one that is really impacting their business, career, or job security.

Be Counterintuitive: Stop Selling and Start Solving.

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