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Sales coaching isn’t about giving you all the answers! I could hand you some answers - it would be quicker. But it would be worthless. Why? Because every B2B customer is different, with nuanced pain points and buying processes. Generic advice will not cut it. So what is the answer?

We wouldn't give our new engineers a toolkit, a stack of manuals, and then expect them to fix every electrical or mechanical fault on their own, would we? So why do we apply this costly double standard to our sales teams? We spend hard-earned money on those generic two-day sales courses that don't directly address the needs of our business.

Why must we do something different, and how truly different does that advantage need to be? Competitive advantage is the single key to...

Every great career has to come to an end! A valued salesperson will one day want to hang up their hat, but are you prepared for the gap...