Insights
B2B sales guides — page 3
More practical, data-backed guides on growing B2B sales and distribution.
Training reps to handle objections well
Objections are where deals are most often lost — not because the objection was fatal, but because the rep handled it badly. Training reps to handle objections with skill rather than pressure keeps promising deals alive, and it's one of the highest-impact skills you can develop.
Read the guide →Sales TrainingSales methodology: a shared way of selling
When every rep sells their own way, results are inconsistent and impossible to improve systematically. A sales methodology gives your team a shared, structured approach to selling — so selling becomes a repeatable process you can train, measure, and improve, not a collection of individual styles.
Read the guide →Sales TrainingTraining partners to sell your product well
Your channel partners can only sell your product as well as you train them to — and they're selling it alongside many others competing for their attention. Partner training is what makes your product one they can sell confidently and choose to prioritise, rather than one they avoid because it's hard.
Read the guide →Sales TrainingCoaching vs training: teaching vs developing
Sales training teaches skills; sales coaching develops them over time through ongoing, individual feedback. They're not the same, and they're not interchangeable — training without coaching fades, and coaching without training has nothing to build on. The best sales development uses both.
Read the guide →Sales TrainingA sales playbook: your selling, written down
A sales playbook captures how your business sells — the process, messaging, objection responses, and best practices — in one place. It turns selling knowledge that usually lives in your best reps' heads into a shared asset that makes the whole team better and onboards new hires faster.
Read the guide →Sales TrainingDoes your sales training actually work?
Sales training is easy to spend money on and hard to judge — which is why so much of it produces a motivational bump and no lasting change. Measuring training on real behaviour change and performance, not attendance and satisfaction, is what separates training that pays off from training that just feels good.
Read the guide →Market ResearchMarket research: selling smarter, not just harder
Selling without understanding your market is expensive guesswork. Market research — knowing your buyers, competitors, and opportunities before you commit — turns sales effort from spray-and-pray into targeted action, and it's the difference between entering a market wisely and blowing budget on the wrong one.
Read the guide →Market ResearchMarket entry strategy: plan before you leap
Entering a new market without a strategy is how expansion budgets disappear. A market entry strategy — grounded in research and a clear plan for how you'll win — turns a risky leap into a deliberate, staged move, and dramatically improves the odds of the market actually paying off.
Read the guide →Market ResearchCompetitive analysis: knowing who you're up against
In B2B sales, you're almost never the only option — buyers compare. Competitive analysis is understanding who you're up against and how you genuinely differ, so your sales team can position, differentiate, and win deals rather than being reduced to competing on price.
Read the guide →Market ResearchYour ICP: knowing exactly who to sell to
Trying to sell to everyone means selling effectively to no one. An ideal customer profile — a clear definition of the companies you're genuinely best for — focuses your entire sales effort on the prospects most likely to buy, stay, and be worth having. It's the foundation targeting is built on.
Read the guide →Market ResearchMarket sizing: knowing what you're aiming at
Before committing serious effort to a market, you should know how big it actually is. Market sizing estimates the real opportunity — so you can decide whether it's worth pursuing, how much to invest, and what's realistic to expect, rather than chasing a market that's smaller than you assumed.
Read the guide →Market ResearchPersonas and ICP: two tools, two jobs
Ideal customer profiles and buyer personas are often confused, but they answer different questions. Your ICP tells you which companies to target; your personas tell you which people inside them to reach and what they care about. You need both — and using them together is what makes targeting truly precise.
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