Discover Insight

Scaling’s not about speed—it’s rhythm. Nail the cadence, and growth becomes repeatable, not chaotic.

Founder-led sales never ends. It evolves. Step away completely and the pipeline quietly starts dying behind you.

Symbols and artefacts aren’t just office décor, they’re silent storytellers of your culture. Make them count.

Great sales reps don’t wait for leads. They generate them. Outsource that skill and your pipeline dries up fast.

“Jackie Weaver, no authority at all!”—the Handforth Parish Council is a prime example of team dysfunction.

Don’t hire a head of sales to fix chaos. Prove it works first, then scale it properly.

Most strategic planning meetings are a waste of oxygen—here’s how to make yours actually lead to something useful.

Commission-heavy sales compensation drives the wrong behaviour, attracts the wrong reps, and breeds resentment across the company.

Founders often hire impressive big-company reps who can run a machine, but can’t build one from scratch.

Seven clear signals show when you’re genuinely ready to hire a salesperson.

The nine-box talent grid is a flawed, growth-stifling model—I'd take annual appraisals over it any day.

Buyers don’t buy your deck or your vision. They buy a shortcut so they don’t have to build it themselves.