Guides

Practical Guides for Better B2B Selling

Notes from actual sales teams — what tends to go wrong in prospecting, discovery, coaching and everything after the training day, and what usually helps. Written to be useful on a Monday, not to be impressive in a slide.

Prospecting

Reaching out first with something worth reading — across calls, email and LinkedIn. Training on this: Prospecting training

Cold Outreach

Most cold outreach doesn't fail because there isn't enough of it. Sellers are already calling, emailing and messaging plenty of people. It fails because most of what gets sent could have gone to anyone — and the person receiving it can tell.

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Discovery

Understanding what's actually wrong before anyone starts talking about a product. Training on this: Discovery training

Sales Discovery Questions

Most "best discovery questions" lists solve the wrong problem. Sellers rarely fail because they don't have enough questions. They fail because they stop one follow-up short of understanding what they've just been told.

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Training

Guides help people understand something. Changing how a team actually sells usually takes practice and coaching — B2B sales training is where that work happens.

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