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The big disconnect

March 27, 2026

Feeling disconnected? Sales and marketing, that is. Marketing hits MQL targets, sales rejects leads. Campaigns are ignored, deals unseen. Different priorities, pulling apart. The Big Disconnect. Name it to fix it.

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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.

Embracing change to drive sales engine growth

It's so easy to get stuck in our ways.We're only human, after all. And finding those comfortable grooves where things click is always a nice place to be.

The Messy Middle of sales

Does every part of your funnel have the proper attention? Very often, the focus in any pipeline is either at the bottom, where you're focused on closing deals because those opportunities are the closest to seeing the revenue. Or the focus is at the top of the funnel, where you're stressing about where the new conversations are coming from.

Pitching above and beyond

Winning a pitch starts with good qualifications, but that's not where it ends or where the win comes from. Good qualification only gets you in the room. It ensures you're teeing yourself up for success and derisking the effort, energy, and investment you're about to expend.

Sales is not an opt-in activity

In case you didn't know, sales isn't an opt-in, opt-out activity. You might be reading this, thinking, "Why is my pipeline so unpredictable?"

Accelerating sales success with AI

Ok, we're all a bit AI'd out right now. But the reality is that AI is changing the way we work – and if that’s news to you, then where have you been?The topics we keep coming back to always seem to centre around ChatGPT, how AI will put writers out of a job, and all sorts of other chatter and noise.

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