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.

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.

Not every internal supporter is a real champion. The wrong person can stall your deal — no matter how enthusiastic they sound.

Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.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

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.

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