B2B Sales Articles, Tips & Insights

Most salespeople make objection handling harder than it needs to be.

In this article, I’ll walk you through some of the most common sales objections I’ve encountered during my career, and share the framework I developed to handle them.

Greg’s Story of Burnout and Balance This is a story about Greg, one of my sales manager coaching clients. Greg was a newly promoted sales manager in a fast-paced tech company, trying to manage a growing team while still carrying his own quota. Over the course of 12 months, we worked together to help him […]

Learning how to handle rejection in sales is crucial. If you don’t have a strategy for handling rejection, you are destined to suffer.

In this article, I explain how to deal with rejection in sales, why detaching yourself from outcomes matters, and how to use rejection as information without allowing it to affect the way you sell.

B2B sales roles are often confusing, constantly evolving and rarely as clear-cut as the job titles make them sound.

In this article, I’ll break down the most common B2B sales roles, explain what each one typically involves, show how they differ between traditional and SaaS sales organisations, and explain where they usually fit within the wider sales process.

Knowing how to get past the gatekeeper is crucial if you work in B2B sales and your job involves cold calling.

In this article, I’ll teach you the sales techniques I used in over 100,000 outbound sales calls to get past the gatekeeper and reach more decision-makers.

Companies spend billions on sales training every year, but sadly most of that money does not deliver a return on investment.

In this article, I’ll explain why I stopped offering one-off sales training projects, what needs to happen before and after training, and how you can get more from your investment.

Target account selling helps businesses close larger deals and build long-lasting relationships.

In this article, I’ll explain what target account selling is, how it works and give you a practical guide on how you can get started with it for your business.

The Pros & Cons of a Career in Sales Every year, millions of students take on debt, work jobs they hate and spend years studying for a career that might not even want them at the end of it. Meanwhile, plenty of people with no degree at all walk into sales jobs, get paid from […]

Most of us have experienced lying in bed replaying something that happened earlier that day, thinking about tomorrow or worrying about something we cannot actually do anything about at that moment.

When this comes up during a coaching session, there is a simple story I often share.

There is no single personality type that makes somebody good at B2B sales.

In this article, I’ll explain what makes a good B2B salesperson, the characteristics that separate strong performers from average ones, and why they matter for long-term sales performance.

A B2B sales process is the structured series of stages a salesperson follows to turn a potential customer into a paying customer.

In this guide, I’ll explain the four core stages of the B2B sales process, show you how they fit together and share some of the best practices I’ve learned from more than two decades working in B2B sales.

B2B sales can be one of the most rewarding career paths you can choose.

In this article, I’ll walk you through the fundamentals of how B2B sales works, the different roles you’ll find within a typical sales organisation, the career paths available and the characteristics I believe you need if you want to succeed.

Not all salespeople are alike, and figuring out which one you are is crucial to your success and the longevity of your sales career.

In this article, I’ll walk you through the 4 types of salespeople, help you figure out which one you are, and help you start selling in a way that suits you.

Hiring a commission-only sales rep can seem like a low-risk solution for many start-ups and small businesses looking to grow on a budget.

In this article, I share my opinion on the subject and uncover the true risks involved along with when it can be a success.

Motivating a team is one of the most common sales leadership challenges, and one of the most misunderstood.

In this guide, I explain how to motivate sales teams, without cliche incentives, and why motivating teams always starts with the individual.

Most organisations now expect their sales managers to coach their teams, but very few have ever taught them how.

In this article, I explain what the manager as a coach concept actually means in practice, why internal solutions so often fall short, and what genuinely effective support for managers looks like inside high-growth, high-pressure environments.