Resources

If your sales velocity score is lower than it should be, or if it is declining, the instinct most sales managers reach for first is to push harder. More activity, more pipeline, faster closes. That instinct is usually wrong, and in complex B2B sales it can actively make things worse. Improving sales velocity is not about doing more. It is about identifying which of the four variables in the formula is creating the drag, and applying the right intervention to that specific var

Sales velocity is one of the most useful metrics a B2B sales leader can track. It combines four variables into a single number that tells you how quickly your pipeline is converting into revenue. Yet most sales teams either do not measure it at all, or measure it in a way that produces a number they cannot act on. This guide explains what sales velocity is, how the formula works, how to calculate it for your own team, and, critically, how to interpret the result in a way that

Fractional sales leadership is a model that gives B2B organisations access to senior commercial expertise on a part-time or project basis, without the cost or commitment of a full-time hire. The concept is straightforward. The execution varies significantly depending on who you engage and what you actually need them to do. This guide explains what fractional sales leadership involves, how it differs from other commercial support models, when it makes sense for a B2B team, and

Salesperson accountability is one of the hardest balances for managers to get right. Push too hard and you create micromanagement, disengagement and defensive behaviour. Step back too far and performance drifts, forecasts become unreliable and standards slip. Strong sales leaders build accountability through standards and trust, not constant check-ins on every task. It’s about creating clarity, ownership and consistent follow-through. When done well, accountability increases

Acquisitions are designed to create value. On paper, the logic is compelling. New markets, expanded capability, cost synergies and accelerated growth all promise upside. Yet once the deal completes, attention turns quickly to one function above all others. Sales. Revenue assumptions built into the transaction model must now become operational reality. Forecasts are examined more closely. Growth expectations are clarified. Board scrutiny increases. It’s in this environment tha

Modern sales environments are fast-paced and competitive to say the least. So, simply closing deals is no longer enough. Sales leaders need to focus on the quality and strategy behind each deal to drive sustainable growth. This is where deal coaching comes into play. Deal coaching is a structured, targeted approach to guiding sales professionals through the complexities of closing high-value deals. Beyond just reviewing the numbers, the goal is to understanding the dynamics o