B2B Sales Articles, Tips & Insights

Sales books, in my opinion, are one of the most undervalued sales resources of the modern day. But that does not mean you have to bore yourself by reading countless books specifically about sales. Some of the best lessons I’ve learnt about selling have come from people who have never written a sales book. A […]

I don’t think 2026 has been a particularly encouraging year for B2B sales, especially within the SaaS industry.

In this article, I share my observations on the state of B2B sales in 2026, what I believe is changing in buyer behaviour, and where I think we’re heading in 2027.

Limiting beliefs are the negative things we tell ourselves that stop us from trying things and ultimately limit our personal development.

In this article, I explain what limiting beliefs are, how they affect your behaviour, and how to identify and challenge the assumptions holding you back.

For years, SaaS companies have been created specifically to disrupt established industries.

Now some of those established companies have the opportunity to use the same technologies and commercial models to compete back.

Most sales and business leaders have heard of the most popular B2B sales methodologies, yet few understand the benefits of having one in place.

In this article, I’ll explain how sales methodologies work, share the most popular B2B sales methodologies available and help you decide which one is best for your sales organisation.

Ask any commercial leader what their biggest headaches are and sales forecasting will always get mentioned.

In this article, I’ll explain how sales forecasting works, why sales forecasts go wrong and how to improve sales forecasting through sales training, opportunity engineering and better sales leadership.

Knowing how to handle competition in business is a critical sales skill whether you’re trying to win new business, retain existing customers or displace them from the competition.

In this article, I’ll explain how to handle your competitors in sales, and how to position yourself as a trusted consultant rather than a defensive salesperson.

If you’re looking to invest in sales training for your team, one of the first decisions you’ll face is whether to work with an established sales training company or hire an independent sales trainer.

In this article, I’ll explain the practical differences between sales training companies and independent trainers, where each has advantages and what I believe you should investigate before making your decision.

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.