Thinking on B2B sales

22 articles on B2B sales — originally written for practitioners, not for algorithms. What you'll find here is substantive thinking on the full commercial cycle: how deals are won and lost, what separates structured sellers from reactive ones, and where most B2B sales organisations leave money on the table.

The articles cover the six disciplines of the DECIDE Framework — from discovery and stakeholder mapping through to deal qualification, influencing decision criteria, leading the process, and growing accounts after the contract is signed. Some are strategic; some are tactical. All of them are written from experience, not from a content calendar.

Topics include pipeline discipline, forecast accuracy, pre-call preparation, multi-stakeholder selling, the cost of inertia, running effective QBRs, account planning, and the commercial conversations most sales teams avoid. A growing portion is available in both English and German.

No sign-up required. Read what's useful.