Ever sat through “training” where you click play, zone out, and hope there’s no quiz at the end? 😅

Yeah… we’ve all been there.

In our latest episode, we talk about why most training doesn’t work—and what actually does.

Turns out:

• It’s not about more content
• It’s not about clever hacks
• And it’s definitely not about ticking a box

It’s about changing behaviour.

We break down:
Why great teams obsess over the basics (yes… again)
Why managers need to be trained before their teams
And a simple framework (EDIP) that actually makes training stick

Also… a gentle reminder:
You can take your work seriously without taking yourself too seriously.

That might just be the secret ingredient.

Give it a listen if you want your team to stop “doing training”… and start actually improving.

#SalesLeadership #Training #TeamPerformance #B2B #Leadership

We wrapped up our sales channels series the only way we know how—by slightly going off-script.

This week, we dove into the tools behind partnerships, social selling, and referrals… but not before questioning whether following “the process” too perfectly might actually slow you down. Turns out, sometimes the best move is to politely ignore your own rules.

We explored CRMs as your system of record, why most reporting is… let’s say “aspirational,” and how tools like analytics platforms, social schedulers, and even good old-fashioned PDFs can make or break your channel strategy.

Big takeaway? Tools matter. Process matters. But common sense might matter just a little bit more.

(Also, our audio worked this time, which frankly deserves its own celebration.)

In this episode , we stumble through a slightly chaotic start (audio equipment: 1, us: 0) before diving into one of the most powerful — and most underused — sales channels in business: referrals.

We talk about why referrals are the cleanest path to growth, how trust transfers instantly when someone introduces you, and why simply doing good work isn’t always enough to generate them.

Along the way we explore:

• Why referrals don’t scale organically unless you’re intentional
• The difference between testimonials and real referrals
• How to ask for introductions without making it awkward
• Why sometimes your clients treat you like their secret weapon
• And how offering referrals first can unlock more opportunities than asking for them

We also kick things off with a story about walking into a situation wildly underqualified… and still coming out on top — proving that preparation and curiosity can sometimes beat credentials.

If you’re looking for practical ways to grow your business through trust, relationships, and a little strategic asking, this one’s for you.

This week we kick off a new theme: sales channels—and where your next stream of revenue might come from.

Naturally, we start with one of our favourite topics: partnerships.

We explore the difference between partnerships that look good on paper and the ones that genuinely generate business. From big-name ecosystem partnerships to informal alliances with trusted peers, we share what actually creates value—and what’s just logo-swapping.

Along the way we talk about:

• Why storytelling is one of the most powerful tools in sales

• The difference between brand partnerships vs. revenue partnerships

• Why mutual value matters more than equality in a partnership

• How strategic alliances can quietly expand your reach

• The importance of measuring partnerships instead of letting them run on autopilot

As usual, we also wander slightly off course (in a very British-Canadian way), but we eventually arrive at a simple truth:

A real partnership isn't about signing an agreement.
It's about creating value together that neither side could create alone.

Grab a cup of tea (and maybe a donut) and join us.

In this episode, we continue our March theme of sales channels and turn our attention to one that many businesses misunderstand: social media.

We share a story about collaborating with peers to launch a research initiative—an example of how networks can amplify reach far beyond what any one of us could do alone. It’s a reminder that in a world increasingly flooded with AI-generated content, authentic voices and real collaboration stand out more than ever.

From there, we dive into how social media fits into the sales ecosystem. We talk about why it’s not just a broadcasting platform, how it helps build credibility before the first meeting, and why showing up with a point of view matters more than posting constantly.

We also cover:

• Why LinkedIn isn’t the only platform that matters for business

• The difference between thought leadership and content noise

• How often you actually need to post (spoiler: less than you think)

• Why experimentation beats perfection

• The importance of knowing who your content is actually for

In short: social media shouldn’t feel like shouting into the void. Done well, it becomes a bridge between conversations, relationships, and real opportunities.

Greetings from Cambridge (where it’s damp but dignified) and Toronto (where winter is clinging on like an overenthusiastic house guest)

In this episode, we wrap up our February focus on the sales process by diving into the tools that actually support it — without falling into the classic trap of buying shiny software to fix a process you haven’t defined.

We kick things off with a story about presentation overload (yes, we’ve all been there). When you show all the work instead of clarifying the intention, you lose the room. So we talk about starting with the outcome, guiding the journey, and trimming the fluff — sometimes by half.

Then we explore the tools that support the three pillars we’ve been building all month:

• Building the sales process – Digital whiteboards like Miro and Figma to brainstorm and structure.

• Implementing the process – A properly configured CRM (emphasis on properly).

• Managing performance – Dashboards, reporting tools like Microsoft Power BI, and call intelligence tools such as Gong and Chorus.

• Prospecting smarter – Using LinkedIn Sales Navigator or ZoomInfo to feed the funnel with intention, not hope.

And somewhere in there, we quietly champion checklists, presentation templates, and the radical idea of defining your process before buying tech.

It’s practical. It’s slightly self-deprecating. And yes — we probably got mildly passionate about dashboards again.

Is your sales process helping your team win, or just giving off strong "compliance factory" vibes? 😅

In this episode, we get real about what happens after you’ve built your sales process. Managing it isn’t about beating people with a CRM stick—it’s about coaching, adapting, and focusing on outcomes over task completion.

We chat:> What to do with those rogue lone wolves (who keep winning)
> Why “yes” and “no” are the only good answers in sales
> How leaders accidentally kill their own process with micromanagement
> And Andy’s self-roast for falling into the “planning forever” trap with his book project. (Accountability is live, folks.)

Tune in for laughs, lessons, and the occasional uncomfortable truth!

One of us is podcasting from beside a backyard rink. The other? A hotel at Heathrow. Together, we're solving the world’s sales implementation problems—bad Wi-Fi and all.

In our latest episode, we unpack what it really takes to implement a sales process. Not “announce it and pray”... but actually make it stick.

Some takeaways we loved:
✅ Salespeople use processes that help them win—not ones they’re told to use
✅ You don’t roll out a sales process—you install a new standard
✅ Leadership isn’t just inspection; it’s asking the curious questions that unlock growth

We also debate:
➡️ Should tools be rolled out with the process or phased in?
➡️ Can you really change habits without changing hearts?

Tune in if you’ve ever faced blank stares during a sales kickoff. Or if you're leading one soon. Or if you just like awkward podcast silences and Heathrow ambience.

#SalesLeadership #SalesEnablement #TeaAndTimbits #SalesProcess #ImplementationNotImposition #B2Bsales #Podcast