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Nurturing that converts

Sales isn’t follow-up. It’s momentum.

December 16, 2025

“Following up” has become the default language of modern selling. It’s the phrase that sits at the centre of countless pipeline meetings, CRM workflows, coaching sessions, and sales playbooks. It’s also the phrase that quietly reveals the most common failure mode in B2B revenue.

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The secret sauce in sales

Sales is a tough recipe to crack.If you’ve been in B2B for a while, you’ll already know this. It’s not just about having a good offering or hiring someone who can “sell.” It’s a much more complex set of ingredients than that.

Fixing founder led sales

Nearly always, the founder of any business is the best salesperson.Why?They naturally embody everything about the business. They deeply understand the product, the vision, the culture, and, above all, the problems their customers face.

Sales is a human connection, not just a transaction

In sales, one fundamental truth is often forgotten. And especially so for high-ticket consultative offers.Sales is about human connection, not just a transaction.Too many sales teams rely on the hope that they'll catch a prospect at the exact moment they need something.

Meaningful moments

Too often, sales is played as a game of chance.Finding the right person at the right time and convincing them to buy. But that's not how sales really works.Sales isn't about luck. It's about trust.

Follow-up club

What's the first rule of a follow-up club?Don't stop following up.Why?It happens all the time in sales.A prospect doesn't reply after a few follow-ups, and the salesperson assumes they're not interested.

The missing part of your proposition

There's a fundamental truth that many businesses overlook in sales.If your proposition doesn't have a market fit, you will struggle to close deals.

Optimising sales

Sales is the engine that drives stability, growth, and long-term success in a any business.Yet, many founders and business leaders struggle to turn sales into a predictable, scalable function.

Nurturing foundations

Nurturing your sales pipeline is not a passive process.Too often, businesses struggling with a stagnant pipeline also lack effective outbound strategies at the top of the funnel.

Quantifying qualification

Qualifying is an art. But it needs some science in there, too.As your experience grows, your 'gut' becomes a well-developed tool for spotting good and bad opportunities.

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