Show don’t tell.

That’s why we ensure we’re sharing the most up-to-date insight and trends on what's working, and not, in getting your sales and marketing performing as they should.

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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 right skills for your sales person

Let's be honest, hiring a salesperson for your business is really tricky, and it often doesn't end very well.Why is that? Well, it often comes back to the wrong expectations set by the hiring business and, even more often, the wrong job spec.

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.

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