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Systems that sell

Your GTM agent can't read the room

September 18, 2026

It can match a keyword and fire off a comment. It can't tell you if the person on the other end is worth talking to, or how they'll feel when they realise a machine made that call.

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Putting the right people in the right place in your sales engine

So, you’re looking at scaling your sales efforts?Your natural go-to would be to hire a salesperson. But unfortunately, that’s probably going to fail to work out for you.The logic seems sound, though. More salespeople should equal more sales, right?

Should we be cold calling?

Let's be honest. Who likes seeing an unknown number come up on their phone?I'd bet that we all let that slide straight to voicemail. See if they leave a message, and if not, probably Google the number to see who it is.Am I right? Probably.

Shaping a scalable, predictable, and sustainable sales engine

Building a scalable, predictable, and sustainable sales pipeline feels like a mystery, but it can be achieved inside your business without outsourcing the problem.However, getting there requires businesses to adjust their mindset to what may have worked in the past and adopt new ways of working.

Misconceptions about modern sales

Time to take our medicine. We all have reservations and misconceptions about sales, but they are probably holding you back, and with a slight adjustment in your sales culture and approach to your engine, you can create some significant strides forward.

Search for problems, not briefs

If your sales strategy is focused on hunting for briefs, your pipeline is most certainly in decline.In fact, I'd take a guess that it's looking pretty thin on the ground right now.

Clicks for clout or conversion?

Ok then. Let's get into this.The good old topic of LinkedIn clout. Yes, we're talking about the danger zone on LinkedIn of vacuous, empty content.

Strangers don't buy from strangers

However much others may disagree, I truly believe that strangers don’t buy from strangers. In the world of consultative B2B selling, there has to be a relationship before any kind of deal is done.

Kickstart your sales engine

As we approach the summer lull, it's tempting to pause sales.I mean, why bother? Everyone is away or not paying attention because they're making the most of the quieter period themselves. So it's easy to fall into the trap that summer is a lull period where sales are less effective.

Kill your ego

Ego can be an absolute killer in sales. Or in any part of your business.Leadership with an ego kills culture and progress.A team with an ego kills quality and alignment.

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