ARTICLES
Observations from inside
B2B sales environments.
Not tips. Not hacks. Not motivational content. These are observations from real selling environments: what breaks Selling Systems, what leaders misunderstand about performance, and what the diagnostic lens reveals about why results stay inconsistent.
Latest Articles
System-level thinking for commercial leaders.
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The hidden cost of inconsistency
Read Article: The hidden cost of inconsistencyInconsistent sales performance rarely presents itself as a single problem. It shows up in small, recurring ways. Deals that feel strong but fail to progress. Opportunities that appear similar but behave differently. Forecasts that shift more than expected. Conversations that…
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When training becomes a substitute for design
Read Article: When training becomes a substitute for designEffort does not always equate to results, and activity on its own does not reliably create progress. When increasing activity fails to improve sales outcomes, attention naturally shifts elsewhere. It shifts to the sales team, and conversations move from pipeline…
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Managing a healthy sales pipeline
Read Article: Managing a healthy sales pipelineIs your sales pipeline used as a valuable business management tool including providing accurate forecasting in your business? What are the attributes of a healthy pipeline? Sales pipeline management refers to the process of overseeing and optimising the progression of…
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Leveraging scientific principles to architect and cultivate a winning sales team
Read Article: Leveraging scientific principles to architect and cultivate a winning sales teamJohn led a team of six salespeople. Over the past year half his team had left the company and been replaced. Sales performance had declined and was at an all-time low. John couldn’t seem to get the team humming. He…
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Conquering change resistance
Read Article: Conquering change resistanceHow to Ensure a Seamless Sales Transformation A common challenge I experience when helping companies through sales improvement initiatives is change resistance. Organisations recognise the need to develop the best sales culture, provide effective training, optimise sales processes, and create other…
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Why sales training often fails to improve performance (and what you can do about it)
Read Article: Why sales training often fails to improve performance (and what you can do about it)How often do managers put individuals or teams through sales training as a one-off exercise with little or nothing in the way of ongoing coaching and integration? Tick – done. Some do it well, most don’t. And how much of…
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Does your sales ‘strategy’ need a strategy?
Read Article: Does your sales ‘strategy’ need a strategy?In the fast-paced world of sales, it’s easy to fall into the trap of believing that simply selling more is a strategy for success. If salespeople just push harder and increase their sales volume, success will naturally follow. However, this…
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5 Essential steps for sales leaders to adopt AI
Read Article: 5 Essential steps for sales leaders to adopt AIIs it time your sales team took advantage of AI? In the midst of the artificial intelligence (AI) hype and doomsday predictions, it’s important to recognise that AI has actually been working its way into our everyday lives for quite…
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