Perspective and provocation on the future of B2B sales, from the people selling in it. Ideas on the modern buyer, AI, leadership and where commercial advantage is heading next.
Three pieces that frame how we see modern B2B selling, from the changed buyer to the leaders who back them.
Why the sales profiles we hire for were built for a buyer who no longer exists.
Read article →
A plain-spoken case to the person who sets the commercial tone from the top.
Read article →
How “we do everything” quietly makes you invisible, and what to say instead.
Read article →Fresh perspective from our team, updated automatically as we publish.
The data on where lubricant buying is heading by 2030, and what it means for how you sell. Free to download.
Get the free reportPlan Grow Do is built by two founders who still work at the sharp end. Follow the thinking, or follow them.
Two decades helping organisations navigate digital change and evolving buyer behaviour. Today his work sits where AI, buyer behaviour and commercial performance meet.
A career at the sharp end of industrial sales, leading international sales programmes across the globe. Author of Funnel Vision.
The thinking on this page feeds one framework. Five pillars, assessed in two phases, built into a plan you can run.
Two ways in: start with the Sales Excellence Readiness Assessment, or go straight to the full Assessment, Analysis and Plan.
Explore the framework →Other routes from the thinking into the work.
Programmes that turn the thinking into practical sales skills for your team.
Explore training →Put AI to work across your commercial engine, without losing the human edge.
Discover AI →Not sure where to start? A straight conversation about your sales challenge, no pitch.
Get in touch →Five data sets. Five things buyers want you to know.
Explore the research →AI Authority Audit
AI now shapes how buyers find and judge suppliers, long before they ever contact you. See how visible and credible you are to AI, and exactly what to fix.
Run my AI Authority Audit
This book shows how to sell the modern way, validating what buyers already know, adding a useful insight, moving faster, and de-risking the decision.