Guides
Training & Behaviour Change Guides
Turning what a team knows into what it consistently does. Guides on why training fails, what reinforcement looks like and how behaviour actually changes.
Why Sales Training Fails
Most sales training doesn't fail in week three. It fails at the point it was bought, when nobody could say what should look different afterwards.
Read the guideWhat Is a Sales Methodology?
A sales methodology is a shared way of describing and running a deal. Most teams don't lack one. They have three, half-remembered, and none of them describe what actually happens on a call.
Read the guideHow to Facilitate a Sales Training Session
If you're the one talking for most of the session, you're presenting. Facilitating means the sellers do the work while you keep it on the rails.
Read the guideHow to Choose a Sales Training Provider
Most sales training providers look similar on a website. The difference shows up in what happens after the session, not what's promised before it.
Read the guideHow to Plan a Sales Kickoff
Most SKO planning starts with the agenda template. The better starting point is deciding what should be different in a call three months later, then building backwards from that.
Read the guideSales Kickoff Mistakes to Avoid
Most sales kickoffs don't fail because of a bad venue or a flat speaker. They fail in ways that only show up three weeks later, in the calls nobody's watching.
Read the guideSales Kickoff Agenda
A kick off agenda has three different jobs to do at once. Most get built by simply listing everything that needs covering, which is exactly why the practice time is the first thing to get squeezed.
Read the guideSales Kickoff Checklist
Most of what makes a kick off worthwhile gets decided well before anyone books flights, and most of what determines whether it stuck gets decided weeks after everyone's gone home.
Read the guideAfter the Sales Kickoff: Making It Stick
Almost nothing about whether a sales kickoff worked can be judged on the day itself. The gap between how the room felt and what actually changed is where most kick offs quietly lose their value.
Read the guideWhat Is Sales Enablement?
Sales enablement is the work of making it easier for sellers to sell: content, tools, onboarding, process and training. The boundaries are blurry, and in smaller teams the job usually belongs to nobody in particular.
Read the guideHow to Build a B2B Sales Process
Building a sales process from how your deals actually run: buyer evidence over seller activity, fewer stages, and the exit criteria that make it usable.
Read the guideHow to Measure Sales Training Effectiveness
Satisfaction scores measure whether people enjoyed the day. They don't measure whether anything changed afterwards, and those two things aren't reliably related.
Read the guideTraining
Reading about it helps. Changing how a team does it usually takes practice and coaching, B2B sales training is where that work happens.
Something here sound familiar?
Tell me where your team is getting stuck. We'll work backwards from the behaviour you need to change.