Sales News & Insights
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The Silent Cost of Sales Ambiguity: Why Vague Roles Kill Accountability
When a sales team underperforms, most leaders look to coaching, training, or tech as the fix. But often the real issue isn’t a lack of skill or effort—it’s that no one knows precisely what they’re supposed to be doing. Vague role definitions between BDMs, SDRs,...
How Sales Teams Mirror the Founder’s Psychology (For Better or Worse)
In founder-led businesses, especially those growing through B2B sales, the sales team doesn’t just follow instructions — it reflects the founder. Whether it’s the appetite for risk, the tendency to micromanage, or a contagious sense of optimism, these traits shape...
Why Sales Training Alone Doesn’t Get You the Traction You Desire
You can train every salesperson in the world, but if they return to the same environment, with the same habits and the same leadership focus, don’t be surprised when things go back to the way they were. Sales capability is only part of the equation. To see real traction, capability must be matched with consistency […]
Who Owns the First 30% of the Sales Process? Fixing the Disconnect Between Marketing and Sales in Complex B2B Environments
In complex B2B sales, few things are more misunderstood — and mishandled — than the early stage of the buyer’s journey. The first 30% of the sales process often resides in a grey zone between marketing and sales, with no one quite sure who owns it, what it entails, or...
Red Teaming Your Sales Strategy: Borrowing Military Tactics to Expose Weaknesses Before Your Competitors Do
When was the last time you seriously challenged your sales plan? Not revised it. Not workshopped it. But deliberately tried to break it? Red teaming—borrowed from military planning—is a structured way to pressure-test your sales strategy before the market (or a rival)...
Selling in Slow Markets: How to Win When Demand Drops Off a Cliff
When the market slows down, panic sets in. Selling in slow markets can feel daunting. Pipelines get longer. Close rates drop. Forecasts lose meaning. If you’re running a sales team in an Australian SME right now, chances are your challenge isn’t generating leads —...
The Danger of ‘Set and Forget’ Sales Training
If your business has invested heavily in sales training but seen little return, you’re not alone. The problem isn’t always the content or the trainer — it’s the model. So what exactly is the danger of "set and forget" sales training? One-off workshops and...
Plenty of Leads, No Closed Leads: What to Do When Your Funnel Is Full but Nothing’s Closing
Your CRM is overflowing. Your marketing team is generating more leads than ever. On paper, the pipeline looks promising, but deals aren’t closing, targets are being missed, and your sales team feels like they’re treading water. There are no closed leads. If this...
Accountability Framework: Holding Salespeople to High Standards
When B2B sales teams lack accountability, even the best strategies fail to gain traction. Deadlines slip, deals stagnate, and leaders are left chasing shadows. But with the right framework, sales teams don’t just meet expectations — they own them. A proven...