Writing on B2B sales, stakeholder engagement, sales leadership, and the disciplines that separate high-performing teams from the rest.
Quota attainment is a lagging indicator. It tells you what happened. It tells you nothing about why — or what will happen next. The best sales leaders manage the causes, not just the symptoms.
AI is not removing the need for salespeople. It is removing the excuses. As transactional work disappears, the value of a salesperson comes down to one thing: their ability to influence people.
There was a time when product knowledge was a competitive advantage. Those days are over. Customers don't need another product expert. They need someone who understands their world.
The biggest mistake in B2B sales is confusing a champion with a strategy. One relationship is not enough. The best salespeople don't ask "Who is my champion?" — they ask "Who else needs to care?"
A simple but powerful structure for running high-quality sales conversations. Move from surface-level discussions to genuine insight — and position yourself as a trusted advisor, not just a seller.
Every stakeholder you speak to is living a completely different version of the same problem. There's a word for this: Sonder. And in sales and leadership, this is where the edge is.
The thinking across these articles connects back to one central methodology: multi-threading. Building relationships across the whole organisation — deliberately, systematically, and with your whole team. Explore how it works in practice.