Sales Blog

Long-form sales articles for B2B AEs, SDRs and managers. Discovery, prospecting, negotiation, CRM reviews, AI tool comparisons and step-by-step playbooks.

In-depth playbooks for B2B AEs, SDRs and revenue leaders. Every post is written by operators, backed by data, and updated for 2026.

Latest articles

• Is Cold Calling Dead in 2025? The Data Says Otherwise — Despite predictions, cold calling remains one of the most effective outbound channels — when done right. Here's what the latest research reveals.
• 23 Discovery Call Questions That Closed $4M+ in 2026 — Most discovery calls fail because reps ask the wrong questions. Here are 23 battle-tested questions — used on real deals worth over $4M — organised by stage with scripts and examples.
• 7 AI Sales Tools Actually Worth Using in 2025 — Forget the hype. After testing 40+ AI sales tools, these are the 7 that genuinely save time and improve outcomes for B2B sales teams.
• How to Build a Sales Playbook Your Team Will Actually Use — Most sales playbooks gather dust. Here's a practical guide to building one that reps open daily — with templates, examples, and a proven structure.
• How Top Reps Handle the 'We Don't Have Budget' Objection — Budget objections are rarely about money. Learn the psychology behind this common stall and 5 proven techniques to reframe and advance the deal.
• The First 90 Days as a New Sales Manager: A Survival Guide — Promoted to sales manager? Congratulations — and good luck. Here's a week-by-week playbook for your first 90 days that sets you up for long-term success.
• 9 Negotiation Tactics That Win Without Discounting — Stop giving away margin. These 9 negotiation techniques help you protect price, create value, and close deals both sides feel great about.
• Pipeline Management: The System That Separates Top Reps from Average Ones — Your pipeline isn't a to-do list — it's your revenue engine. Here's the systematic approach to pipeline management that consistently hits quota.
• The Only 8 Sales Metrics That Actually Matter — Your dashboard has 47 metrics and none of them are helping you sell more. Here are the 8 numbers that drive real revenue performance.
• Multi-Threading: How to Stop Losing Deals to Single-Threaded Risk — Single-threaded deals fail 2.5x more often. Learn how to build relationships across the buying committee without annoying your champion.
• 5 Outbound Email Sequences That Actually Get Replies — The average cold email gets a 1% reply rate. These 5 proven sequences consistently achieve 8-15% by breaking every 'best practice' you've been taught.
• Best CRM for Small Business in 2025: Honest Comparison (HubSpot vs Pipedrive vs Zoho) — We tested the top three CRMs for small B2B sales teams. Here's which one wins for ease of use, pricing, and pipeline visibility — with no fluff.
• Best B2B SaaS Sales Training 2026: 16 Programmes Ranked — SaaS sales is its own beast — multi-stakeholder deals, PLG motions, usage-based pricing. We ranked the 16 best B2B SaaS sales training programmes and bootcamps for AEs, SDRs and CSMs, with 2026 pricing, certification status, pros and cons.
• Best AI Prospecting Tools 2026: Apollo vs Clay vs Lavender — AI is transforming outbound prospecting. We compare the top tools for lead enrichment, email writing, and signal-based outreach — with real pricing and use cases.
• SPIN Selling: The Complete Guide to Winning Complex B2B Sales — SPIN Selling is the most extensively researched sales methodology ever created. Full question guide, worked examples, common mistakes, and how to implement it in your team.
• Best CRM for SaaS Sales Teams 2026: Honest Comparison — HubSpot vs Salesforce vs Pipedrive vs Monday vs Zoho, judged on what SaaS revenue teams actually need in 2026: MRR and renewal tracking, PLG signals, product-usage data and rep adoption.
• Sales Edge AI Review 2026: 90-Day Test, Real ROI Data — We ran Sales Edge AI on 120+ live B2B opportunities for 90 days. Honest breakdown of reply rates, deal-risk accuracy, pricing, and who should (and shouldn't) buy it.
• AI SDRs in 2026: What Actually Works (and What's Still Hype) — Autonomous AI SDRs promised to replace human prospecting. After 18 months in production at hundreds of teams, here's what the 2026 data really shows — and where humans still win.
• Sales Prospecting in 2026: The Complete Playbook (Frameworks, Tools & Templates) — A step-by-step prospecting playbook for B2B reps in 2026 — the channels that still convert, the tools worth paying for, and the templates that book meetings.
• Sandler Pain Funnel: 8 Questions That Uncover Real Pain — A step-by-step guide to the 8 Sandler Pain Funnel questions — what to ask, the order to ask them in, and how to reach the emotional 'need-payoff' that closes deals.
• SaaS Sales Certification in 2026: Which Ones Are Actually Worth It — Not all sales certifications carry weight. We ranked the SaaS sales certifications hiring managers recognise, what each costs, how long they take, and which ones get ignored on a CV.
• Best SDR Training Programmes in 2026: Ranked for Ramp Speed — SDR training is judged on one thing: how fast a new hire hits meeting quota. We ranked the programmes that actually shorten ramp, with pricing, format and where each one fails.
• Best SaaS Sales Training Courses UK 2026: Prices & Levy — UK-specific SaaS sales training: providers delivering in GBP and UK time zones, apprenticeship-levy eligible programmes, and what a realistic per-head budget looks like.