Gap to close this quarter = ______ 3 failing conversion points = ______ Coaching cadence (weekly) set? Yes/No 30/60/90 reinforcement...

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 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.

Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.

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.

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?

Buyers are already making informed decisions before you or your sellers even engage with them. This means trust, credibility, and relevance must be built through your outreach and "informing" activity. However, AI generated content will kill that trust and credibility instantly. Your B2B sales content screams AI and your buyers know it.

Struggling with stalled deals and low close rates? Learn why premature pitching kills conversion — and how to fix it with problem-first discovery.

“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

You wouldn’t leave a customer waiting in your office for 48 hours before acknowledging them. 48 hours of silence isn’t patience, it’s permission for your buyer to walk away! In B2B sales, response time is no longer just a metric, it’s a message. A signal. And far too often it’s the moment when the deal quietly dies.

A Loose ICP Is Undermining Your Pipeline Generation Strategies. Here’s How to Fix It and Build a Strong Sales Pipeline. Your ICP isn’t a description, it’s a filter. If deals keep stalling, you’re letting the wrong prospects in.

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.

Deals don’t just stall because of competition or pricing. They die because sellers, despite their best intentions, fall victim to invisible biases that distort everything they hear. The result? Misdiagnosed problems, wasted pipelines, and buyers who quietly walk away.

Is 90% of Sales Luck or Skill

What Do You Do With a Sales Maverick? The Answer May Surprise You. There’s one salesperson on the team who’s driven, confident, and seemingly an expert in their field. They’ve got flair, confidence, and the numbers but no interest in the system that makes the rest of the team succeed. They are a sales maverick. What would you do?

The Cost of Poor Sales Execution

Is Your Sales Strategy NOT Strategic? A New Strategic Sales Approach.

Referral-Driven Sales? It Be Witchcraft! The Limits of Referral Based Sales

Be Counterintuitive: Stop Selling and Start Solving.