"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.

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.

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.

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

If your pipeline is full but your revenue isn’t, here’s why your current strategy might be broken and what to do instead.

“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

Ever had a deal ‘disappear’ after a great conversation?