B2B Sales Training for Teams
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.
