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INSIGHTS

Put performance into practice.

Practical perspectives on ambition, self-leadership, skills, mindset and structure in B2B sales. For people working towards their next level and leaders supporting their development.

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What does your next goal require of you?

Connect ambition to personal development, daily behaviours and a rhythm of review.

Read the article.· 4 min

Knowing what to do. Making it a habit.

Explore the gap between intention and consistent action.

Read the article.· 4 min

When important deals keep coming back to you

Understand where someone needs development and where leadership support is appropriate.

Read the article.· 3 min

Explore the latest insights

Goals & self-leadership · Mindset & pressure · Structure & habits · Leadership & environment

Use the numbers to understand the development need

Use pipeline coverage, conversion and deal size as signals to examine qualification, buyer decisions and sales execution.

Read· 3 min

What does the next stage ask of your people?

Translate growth ambitions into specific development needs for salespeople, managers and the organisation.

Read· 1 min

What should change after performance coaching?

Agree observable development goals and relevant commercial measures before evaluating a coaching investment.

Read· 1 min

Make your development goal specific enough to practise

Turn an ambition such as confidence or self-leadership into a behaviour you can practise and follow over time.

Read· 1 min

When the demands stop feeling manageable

Review workload, expectations and support when commercial responsibility becomes difficult to sustain.

Read· 1 min

What elite sport brings to performance coaching in sales

How goals, preparation, purposeful practice and feedback inform Philip’s work with B2B sales professionals.

Read· 1 min

Build a rhythm you can keep using

Design a practical routine for preparation, action and review that can survive a demanding sales week.

Read· 1 min

Which decisions still need to come to you?

Examine recurring escalations to clarify authority, development needs and appropriate leadership involvement.

Read· 1 min

What does your working week demand from you?

Review the pattern of work, preparation and recovery to make demanding responsibilities more manageable.

Read· 1 min

Practise the conversation before the pressure arrives

Rehearse a demanding customer moment and use feedback to build confidence and improve your response.

Read· 1 min

Five situations where individual development deserves attention

Recognise situations worth exploring before deciding whether coaching is the appropriate support.

Read· 1 min

What performance coaching looks like in B2B sales

A practical introduction to coaching connected to personal goals, real sales situations and consistent follow-up.

Read· 1 min

Keep exploring.

The New Rules of Sales Performance is a free five-day email series for B2B sales leaders, covering changing buyer expectations, AI and developing the people who need to meet those demands.

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30 minutes · No cost · No obligation

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