Sales insights

Ideas that help you sell better.

from 20 years in the field —

Practical, no-fluff reads for sellers, sales managers and enablement teams: better discovery, stronger qualification, sharper coaching and sales events that change what happens on Monday.

All insights

31 articles

Learning That Sticks5 min read

Why most sales training doesn’t stick — and what to do differently

Good sessions are forgotten when nothing connects them to Monday. Design for practice, application and reinforcement from the start.

Read article

Sales Enablement4 min read

The difference between sales training and sales enablement

Training builds skills. Enablement builds the conditions for sellers to use them. The two work best when they are designed together.

Read article

Sales Enablement4 min read

From new starter to purposeful seller: the business case for bootcamps

A connected bootcamp helps sellers understand how their work fits together, with practical rehearsal, feedback and a clear development pathway.

Read article

MEDDPICC & Qualification5 min read

How sales managers can run better deal reviews

A deal review should improve the deal, not just update the forecast. Focus on evidence, gaps and the next best action.

Read article

Learning That Sticks4 min read

Why role-play deserves a place in modern sales training

Role-play has a reputation problem. Done well, it is the safest place to practise the conversations that matter most.

Read article

B2B Sales Excellence4 min read

Discovery questions that create commercial value

Understand the customer's priorities, explore the impact and agree a useful next step before moving to a recommendation.

Read article

B2B Sales Excellence4 min read

Sales follow-up that earns its place in the customer's inbox

Keep momentum with relevant summaries, useful information and clear next steps — while respecting the customer's decision process.

Read article

Learning That Sticks4 min read

How to reinforce learning without overloading your sales team

Reinforcement works when it is short, relevant and built into existing routines, not when it becomes another task.

Read article

Sales Leadership5 min read

What CROs should expect from sales training investment

Expect clarity on behaviours, alignment to your sales motion and an honest conversation about how impact will be judged.

Read article

Coaching & Performance5 min read

How to build a sales coaching culture

A coaching culture is built from small, regular conversations focused on one skill, not from an annual programme.

Read article

Field Sales Excellence4 min read

The biggest challenges facing field sales teams

Territory time, first impressions and gaining commitment face to face: the challenges that shape field sales performance.

Read article

Field Sales Excellence4 min read

Territory planning that protects selling time

A simple weekly rhythm helps field sellers balance prospecting, customer visits and follow-up without losing hours to the road.

Read article

Contact Centre Performance4 min read

How to improve sales conversations in contact centres

Short conversations still need good questions, genuine listening and a confident recommendation.

Read article

Contact Centre Performance4 min read

Coaching call quality without scorecard fatigue

Quality scores show what happened. Coaching changes what happens next. Help team leaders turn reviews into one clear action.

Read article

B2B Sales Excellence4 min read

How to help experienced account executives keep developing

Experienced sellers need challenge, peer learning and work on real deals, not a repeat of the basics.

Read article

Learning That Sticks5 min read

From sales methodology to sales behaviour: closing the gap

A methodology only adds value when it changes the conversations sellers have and the questions managers ask.

Read article

Learning That Sticks5 min read

How to evaluate whether sales training is actually working

Look beyond satisfaction scores: knowledge, behaviour, manager observation and business indicators each tell part of the story.

Read article

MEDDPICC & Qualification4 min read

Qualifying out is a skill, not a failure

Walking away from a poor-fit opportunity frees time for deals you can win. Help sellers do it with confidence and care.

Read article

MEDDPICC & Qualification6 min read

MEDDPICC is not a checklist: how great sellers actually use it

MEDDPICC works when it changes the conversation with the buyer, not when it becomes a CRM form. Here is how to make it useful.

Read article

Sales Enablement6 min read

Plan a sales kick-off that still matters on Monday

A great SKO creates energy. A brilliant one changes what sellers do the following week. Here is how to plan for both.

Read article

Sales Leadership6 min read

From top seller to sales manager: what changes in your first 90 days

Being brilliant at selling earns the promotion. Helping others sell brilliantly is a different job. Here is what to focus on first.

Read article

Coaching & Performance5 min read

What actually happens in a one-to-one sales coaching session?

Sales coaching is not a lecture or a forecast call. It is focused time on your deals, your habits and your goals.

Read article

Sales Leadership6 min read

The weekly sales leadership cadence that keeps deals moving

Pipeline reviews, deal reviews and 1:1s often blur into one meeting. Separating them creates focus — and a more reliable forecast.

Read article

Sales Enablement5 min read

Sales QBRs, all-hands and off-sites that earn their place in the diary

Internal sales events work best when they mix reflection, recognition and practical learning. Here is a simple structure.

Read article

Coaching & Performance5 min read

How to coach sellers on real deals, not just inspect them

A deal review can fix this quarter or build the skills that fix the next ten deals. The difference is how the manager asks.

Read article

Coaching & Performance5 min read

Confidence on sales calls is a skill you can build

Nobody is born ready for a senior buyer or a tough negotiation. Confidence grows through preparation, practice and perspective.

Read article

Sales Leadership6 min read

Hiring sellers who will thrive in your sales motion

Sales candidates are good at selling themselves. A structured process helps you see past the pitch to the evidence.

Read article

Sales Enablement6 min read

Why sales onboarding needs more than product knowledge

New sellers need product knowledge, but they also need practice, confidence and a clear route to their first deals.

Read article

Coaching & Performance5 min read

Why sales leaders benefit from a coach of their own

Sales leaders coach everyone else. Having space to think about their own leadership can make them far more effective.

Read article

Sales Enablement5 min read

How to build a sales playbook your team actually uses

A playbook should be the companion sellers open before a call, not a document that lives in a shared drive.

Read article

Coaching & Performance4 min read

Why every sales coaching block needs a review

A short review at the end of a coaching block turns good conversations into measurable progress and a clear next step.

Read article

Sales guides & downloads

Downloadable sales guides and toolkits will appear here. Want one for your team now? Get in touch and we'll share relevant resources.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Build Your Programme