Insights
Practical writing on selling, sales management and building a sales system that holds up.
Featured article
Cold Calling Is Back, But Generic Outbound Is Not: A 2026 Pipeline Generation Playbook
A practical B2B outbound sales strategy for 2026: better account research, relevant triggers, phone-first follow-up, call coaching and quality standards.
Read the articleHiring Enterprise Sales Talent for India GCCs: The Competencies Global Revenue Teams Need in 2026
A practical blueprint for hiring enterprise sales talent in India GCCs, including competency design, work samples, stakeholder assessment and AI-enabled ramp plans.
Read moreRedesigning SDR, AE and Sales Manager Roles for an AI-Enabled Sales Team
A practical guide to AI sales role design: what SDRs, AEs and managers should automate, own and coach without adding AI work to already full roles.
Read moreB2B Buyers Use AI Before They Meet You: A Sales Playbook for Validation, Discovery and Proof
B2B buyers using AI arrive with assumptions, comparisons and shortlists. Learn how AEs validate research, run better discovery and build proof buyers can defend internally.
Read moreSkills-First Sales Hiring: The Interview Scorecard for AEs, SDRs and Sales Managers
Build a skills based sales hiring process with role-specific scorecards, structured interviews and practical assessments for AEs, SDRs and sales managers.
Read moreAI Sales Readiness Assessment: Skills, Workflows and Guardrails for B2B Teams in 2026
Use this practical AI sales readiness assessment to evaluate your team's skills, workflows, approvals, CRM discipline and data security before scaling AI.
Read moreHow to Implement AI Sales Agents Without Breaking Your CRM, Messaging or Manager Control
A practical rollout guide for sales leaders to pilot AI sales agents, protect CRM quality, set approval controls and prove pipeline impact before scaling.
Read moreStop Discounting. Start Building Value.
Discounts are usually a symptom of a value conversation that never happened. Here is how to fix it earlier in the deal.
Read moreHiring Salespeople Who Actually Sell
Interviews reward confidence. Quota rewards behaviour. Here is a scorecard approach that predicts performance.
Read moreWhy Sales Training Disappears After the Workshop
Two energising days, zero reinforcement, and old habits return by month end. Reinforcement is the product.
Read moreManagers Should Coach Behaviour, Not Numbers
Reviews inspect the forecast. Nobody inspects the actions that create it. A simple coaching rhythm changes that.
Read moreSkill-building for sellers: discovery, objection handling, demos and deal control.
ExploreSegmentation, positioning, pricing and the go-to-market decisions behind revenue.
ExploreManaging sellers, coaching cadence, forecasting and building a performance culture.
ExploreHow to grow from SDR to sales leadership — interviews, pay, positioning.
ExploreScorecards, assessments, interviews and onboarding that make hires stick.
ExplorePipeline generation: lists, sequences, cold calls, social and referrals.
ExploreProtecting price, trading concessions and closing on value.
ExploreMutual action plans, decision paths and getting deals over the line.
ExploreWhy buyers buy: risk, status quo bias, trust and decision-making.
ExploreSelling before you have a sales team, and handing it over well.
ExploreTime, tooling, CRM hygiene and the habits of high-output sellers.
ExploreWrite for us
If you sell, lead a sales team or build sales systems, we'd like to read your writing. Send us a short pitch or a draft. We publish practitioner pieces with your name, role and a link back to your profile.
First-hand playbooks, teardowns of real deals, hiring and coaching lessons.
Product pitches, recycled listicles and anything written for a keyword only.
We review, edit for clarity, then publish with your byline and profile link.
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