Insights
Notes on human-led growth.
Thinking on sensible AI, honest commercial practice and leading with both heart and strategy.
Why the Best Salespeople Don’t “Sell”
There are two versions of selling. They use a lot of the same language, they occupy the same roles and they sit in the same pipeline reviews. But the thinking driving them is completely different. The first version is built around persuasion. The salesperson’s job is…
Industry Bodies Bringing Buyers and Sellers Together: Helpful or Not?
Industry bodies play an important role in connecting buyers and sellers — but their value depends on intent. At their best, they create shared understanding and accelerate trust. At their worst, they become passive networking exercises with little commercial impact. This was highlighted in The Value of Professional Networks in B2B Marketing published by the […]
What Does “Technology Partner” Really Mean to Customers?
Many vendors claim to be technology partners. Customers are far more selective. A true partner understands the customer’s business, challenges assumptions constructively, and shares accountability for outcomes. Partnership is defined by behaviour, not branding. This perspective is supported by Customer-Obsessed Growth Requires Partner Alignment published by Forrester Research in March 2021. While written before recent […]
Why RFI and RFP Processes No Longer Suit Rapid Innovation
RFI and RFP processes were designed for stable, predictable markets. Innovation-led sectors rarely fit that model. Rigid procurement frameworks often lock buyers into outdated assumptions, prioritising compliance over creativity. Sellers are constrained from differentiating, and buyers risk selecting solutions that feel safe rather than effective. This challenge was highlighted in Agile Procurement for the Digital […]
SaaS Buying Behaviour vs Traditional Technology Engagements
SaaS has fundamentally changed buyer behaviour, yet many sales models remain rooted in traditional technology selling. Historically, technology buying involved long cycles, formal evaluations, and extensive seller involvement. SaaS disrupted this by lowering barriers to entry, enabling trials, and shifting control toward the buyer. This shift was documented in The New B2B Buying Journey published […]
Cold vs Warm Outreach: The Real Pros and Cons for Modern Sales Leaders
Few topics divide sales leaders more than cold versus warm outreach. Both approaches can work but neither is universally “right.” The real question for business owners and C-suite leaders is when, why, and how each approach should be deployed. Cold outreach is often criticised for being intrusive or ineffective. In most cases, that criticism is […]
Gen Z vs Gen X: Different Views on Relationship-Based Selling
Relationship-based selling is not disappearing, I believe that it is evolving. One of the clearest shifts is generational. Gen X leaders built relationships through time, consistency, and personal interaction. Trust was earned gradually and loyalty mattered. Gen Z, by contrast, operates in a digital-first, transparency-driven environment. They value authenticity, speed, and clarity over traditional sales […]
Unlocking Your Sales Potential: 5 Proven Strategies for Success
Introduction In the competitive world of business, having a winning sales strategy can make all the difference. At Apex Sales Performance Ltd, we understand the challenges that business owners and managers face in optimizing their commercial sales. Here, we’ll explore five proven strategies that can elevate your sales performance and align your go-to-market initiatives. 1. […]
