Ethan left the classroom last. His backpack hung heavy on one shoulder, a bright red “3/10” folded inside his exercise book. Maths had never been his thing. He didn’t have the talent for it, he told himself. Numbers came easily to others, not to him.

When revenue numbers dip, many B2B SMEs instinctively turn their gaze towards the sales team. It’s understandable. Sales is measurable. Sales is visible. And in most businesses, it carries both the prestige and the pressure of performance. But what if that reflex is misdirected?

Organisations invest heavily in training and follow-up coaching, yet many still struggle to translate that investment into long-term behavioural change. The essential question for leaders is whether they are equipping people to sustain progress independently—especially when motivation dips or operational demands intensify.

In this article, you’ll decode 5 hidden buying architectures that shape — and sometimes stall — B2B sales cycles. You’ll learn how to read internal signals early, adapt your rhythm, and guide each deal with sharper insight.

The Selling Style Game: What Do You Pick Up? A sales narrative — and a challenge in perception This piece is more than just a story. It’s...

When Coaching Encounters Autonomy: Navigating the Tensions of Growth, Resistance, and Safe Spaces Consider two coaching scenarios. In...

How Size, Structure, and Training Shape Call Centre Outcomes Inbound Call centres vary widely in size, structure, and culture—but they...

Hyper-Personalisation Begins with the Person In sales, the concept of personalising one’s approach is not new. We've long known that...

Self-Disclosure in Business: A Powerful Tool or a Hidden Risk?

Embracing "mindfulness," "global collaboration," "well-being," "teamwork," "corporate wellness," and "sustainability" in a Me-Centric World.

In today’s global marketplace, understanding cultural nuances can make a significant difference in customer service.

Conflict Revolutions It often begins quietly. A complaint comes in—sometimes justified, sometimes emotionally charged, often a mix of...

Enhancing Retail Performanc

For Freelance Coaches Ready to Regain Momentum You know how it feels: some weeks your diary is full, energy is high, and your clients are...

YES ATTITUDE

The Paradox of Choice

Master the Art of Customer Service

Reframing the B2B Outbound Call 9 Strategic Tips to Make Your Outreach Count