top of page
The Revenue Engine Fixes What’s Broken. Proven Over 20+ Years in B2B Tech Sales.
Sales Strategy Blog
Read my blogs, built from 20+ years of frontline experience.
The Revenue Engine: A Complete Operating System & B2B Sales Playbook to Fix Your Sales
Search
The "False Positive" Crisis
Discover why poor sales discovery is the leading indicator of SaaS churn and how "False Positives" destroy your Net Revenue Retention (NRR)
Dec 16, 20251 min read
Boost Your B2B Sales with The Selling Collective
B2B sales differ significantly from business-to-consumer (B2C) sales. The sales cycle is often longer, the decision-making process involves multiple stakeholders, and the value of each sale tends to be higher. To succeed, you need to focus on building trust and demonstrating how your solution solves specific business problems.
Nov 17, 20254 min read
Key Habits of Top-Performing Sales Professionals
Success in sales is not just about luck or talent. It is about cultivating the right habits that drive consistent results. Top-performing sales professionals distinguish themselves through behaviours and mindsets that set them apart from the rest. Understanding and adopting these habits can transform your sales approach and elevate your career.
Nov 14, 20253 min read
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 11, 20252 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 5, 20253 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 29, 20254 min read
Value Selling Frameworks
Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.
Aug 26, 20253 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 21, 20253 min read
B2B Sales Account Assessment Framework
Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.
Jul 14, 20253 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 1, 20255 min read
Your B2B Sales Content & Messaging Screams AI
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.
Jun 6, 20255 min read
The £50 Million Problem Hiding Behind “Efficiency”. The Cost of Poor Sales Execution
The Cost of Poor Sales Execution
May 6, 20253 min read
The Hidden Cost of Closing: Sales Burnout and Mental Health
The Hidden Cost of Closing: Why Sales and Mental Health Must Be in the Same Conversation
Mar 24, 20254 min read
Your Opening Sales Call Sucks
Ever had a deal ‘disappear’ after a great conversation?
Feb 11, 20251 min read
bottom of page