Show don’t tell.

That’s why we ensure we’re sharing the most up-to-date insight and trends on what's working, and not, in getting your sales and marketing performing as they should.

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Nurturing that converts

Sales isn’t follow-up. It’s momentum.

December 16, 2025

“Following up” has become the default language of modern selling. It’s the phrase that sits at the centre of countless pipeline meetings, CRM workflows, coaching sessions, and sales playbooks. It’s also the phrase that quietly reveals the most common failure mode in B2B revenue.

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From pipeline to flywheel

Your pipeline still works, just not like it used to. Buyers arrive informed, opinionated, and halfway decided, while your CRM labels them “aware.” You’re running a playbook for a buyer who no longer exists. Linear is dead. Cyclical wins. The fastest teams are redesigning growth itself.

Focus on the next best action

Your meeting script isn’t broken, your approach is. You’ve polished the hook, practiced the close, and still hear “Let me think about it.” That’s because B2B buyers stopped listening to scripts years ago, they can smell the close coming. The problem isn’t your words, it’s what buyers actually sense. What follows challenges everything you’ve been taught about selling and shows the shift that separates trusted advisors from sellers who get ghosted.

Emotional intelligence beats closing techniques every time

If you need a magic closing line, you’ve already lost. Great salespeople don’t have better closes, they have better awareness. They know when to push, pause, or let silence work. That’s not a technique, it’s emotional intelligence and it’s the skill most sales training ignores.

Sales engine fundamentals

This isn’t a reset, it’s a reality check. Busy isn’t growth, activity isn’t an engine, and a pipeline isn’t proof your sales and marketing work. If you’re chasing leads and hoping CRM creates predictability, you’re not building a revenue system, you’re gambling. The fix is simple: control the fundamentals, or keep looking for revenue instead of generating it.

CRM discipline is your hidden superpower

CRM is one of the few systems in a business that tells the truth. Ignore it and data fragments, forecasts soften, and sales becomes a story told after the fact. Run it with discipline and patterns emerge, decisions sharpen, and growth steadies, because CRM isn’t admin hygiene, it’s how you build predictable, scalable revenue. Visibility always comes before control.

Don’t chase leads. Create moments.

Sales has been taught as a game of scale for years. More activity, more outreach, more pipeline. But if volume alone created growth, sales would be getting easier. Not harder. What if the problem isn’t effort, but how we think about influence? Sales isn’t a numbers game anymore. It’s a moment's game.

150 articles in 150 weeks

Is content an act of marketing or sales?Most will think it's an act of marketing, which is not untrue. But in reality, if you’re not treating content as a core component of your sales engine, what are you really doing?

Stop selling. Start solving.

There is a point in almost every business journey where sales stop feeling like progress and start feeling like drag.You're having conversations, sending decks, running demos, and telling yourself you're "in market," but beneath that activity there's an uncomfortable truth: you're chasing interest, not creating conviction.

Fix 2026

Is your sales engine ready for the maturity curve that will define sales and the ability for your business to either survive or grow in 2026?If you've been anywhere near a pipeline during the last two years, you've lived through one of the most emotionally unpredictable periods modern sales has ever experienced.

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