News & Insights

Sales teams often progress opportunities before the real selling work has been done. Discover why this happens, how it impacts proposal conversion, CRM adoption and forecasting, and why a well-defined sales process helps teams make better decisions throughout the buyer journey.

There’s a lot of noise around sales performance right now. More activity, more tools, more conversations around AI. But most of the issues we see in B2B sales teams don’t come back to any of that. They come back to the fundamentals. A pipeline the team actually works from. Stages that mean something. Opportunities that are clearly defined. And capability built through real opportunities, not just theory. When those things are in place, performance becomes far more consistent. When they’re not, even experienced teams can struggle to get a clear read on what’s actually happening inside the pipeline.

Sales teams have been asked to do more with less for years. But as headcount tightens, the real pressure isn’t just on capacity, it’s on how capability is delivered. This is where cracks start to show, and where leaders are starting to look differently at how their teams are supported.

Most B2B sales teams don’t have a CRM problem. They have a process problem. When stages are unclear, opportunities are loosely defined and timelines are guessed, the system quickly loses credibility. Here’s what’s actually driving poor CRM adoption, and what needs to change.

A high-performing B2B sales training approach goes beyond workshops and frameworks. This article explores why traditional training often falls short and what actually drives consistent sales performance across pipeline, conversations and behaviour.

B2B sales training is designed to improve how sales teams sell, but many organisations still struggle to see lasting results. This article explores what actually drives consistent sales performance and why aligning training to real opportunities, pipeline structure and everyday conversations makes the difference.

AI in sales is moving quickly, but many organisations are still struggling with the fundamentals. When CRM data is incomplete and pipeline visibility is low, AI can’t deliver the impact leaders expect.

As targets rise and markets tighten, many sales leaders in 2026 are searching for the next growth lever. Yet sustainable revenue performance rarely comes from new tools or initiatives. More often, it comes from recalibrating around the fundamentals: consistent opportunity progression, disciplined pipeline management, and strong sales capability across the team.

Most sales leaders can feel when something is off in their pipeline. Forecasts move week to week, deals sit longer than they should, and pipeline meetings turn into stories instead of inspection. More often than not, the root cause is unclear stage definitions.

If your team is sending proposals but winning fewer than 70 percent of them, the issue is rarely price or competition. It is a sign that deals are moving forward before the real selling work is done. In this article, we break down what the data shows, why most teams fall short, and how high-performing sales teams consistently achieve stronger proposal win rates by tightening conversations, stage discipline and delivery.

Two days on the expo floor gave us a front-row seat to how different teams show up, engage and sell. Here are the small, practical observations that stood out to us at The Business Show Australia.

AI can be powerful, but it can’t fix a shaky sales foundation. If your team is already struggling to convert, adding AI will not solve the problem. It will just make you lose faster. Before you invest in new tools, get clear on the problem you are trying to solve and strengthen the fundamentals: conversations, clarity and trust.

If your CRM feels like a black box instead of a growth engine, the problem isn’t the tool. It’s the system behind it. This article explores why so many sales teams struggle with forecasting accuracy and performance, and how fixing your sales process, not your software, creates the clarity and confidence needed for scalable growth.

Do you really know if your sales pipeline is strong enough to deliver your growth targets? Many leaders only find out they’re short when it’s too late. This article breaks down why pipeline certainty is the critical growth lever most teams miss, the five warning signs of a weak pipeline, and how clarity across sales and marketing creates confidence—and results.

Sales training isn’t just a skill builder—it’s a revenue engine. In this article, we unpack the 5 reasons high-growth companies prioritise training, and how your business can gain a competitive edge by doing the same.

If your B2B win rates are slipping—even with strong inbound leads and well-crafted proposals—it’s time to rethink your sales process. Today’s buyers don’t make decisions the way they used to, and relying on outdated sales methods could be costing you deals. In this article, we explore what’s changed, where most processes break down, and how to fix it to improve close rates and drive better results.

Low close rates aren’t just a sales metric—they're a sign of deeper issues in your sales process. From poor qualification to ineffective objection handling, we break down the key reasons your team isn’t closing deals—and how sales training can turn it around fast.

As buyer behaviour evolves, the B2B sales landscape is undergoing a profound transformation. With 45% of buyers conducting independent research and 55% relying on content for decision-making, traditional sales tactics are no longer enough. Discover how leveraging content, personal branding, and curiosity can position your sales team for success in 2025.

Are your sales and marketing teams in sync, or are they working in silos? Misalignment between these critical functions doesn’t just create frustration—it costs businesses revenue and opportunities. Aligned teams, on the other hand, achieve extraordinary results: 67% higher deal closure rates and a 209% boost in marketing-driven revenue. This blog dives into why sales and marketing alignment is essential and provides actionable strategies to bridge the gap. If your teams aren't working in harmony, it's time to take action and unlock your organisation’s full potential.

It’s 2024, and you’re noticing a shift in the market. Buyers are more informed, taking longer to close deals and engaging in extensive research. With access to a wealth of information, today’s B2B buyers are more independent, content-savvy, and value-driven. They increasingly rely on online content to guide their purchasing decisions. So how do you create an online presence and ensure your brand stands out in a crowded marketplace?

Data-driven leadership has become essential to optimise performance, forecast accurately, and build strategies that yield consistent, sustainable results. The key lies in tracking the right metrics, understanding how to interpret them, and knowing how to turn data into action. Understand how sales leaders can harness the power of data to unlock their sales team's potential.

In the selling environment, staying ahead of the curve requires more than just traditional prospecting methods. As businesses increasingly operate in digital spaces and as buyer behaviour continues to evolve, the tools available to sales professionals have expanded, yet many teams still underutilise one of the most powerful platforms available

Providing exceptional service is undeniably vital for any organization. Yet, despite our best efforts to deliver prompt and high-quality service, many organizations find themselves hitting a growth plateau. The truth is, offering outstanding customer service alone doesn't guarantee new business growth. Discover the secret to sustainable growth by shifting focus from exceptional service to proactive client engagement and strategic partnerships.

Sellabilities® stands out as a beacon of expertise, commitment, and innovation. Our distinctive approach reshapes the narrative of sales training. So, what sets us apart? What makes us the best sales training partner for your sales team? Allow us to illuminate the Sellabilities® experience.

Struggling to meet budget and facing the daunting task of making up for the shortfall without adversely impacting the following quarter? Here's how to ensure you finish the year strong, year after year.

As sales leaders, managing a limited budget can be a daunting task, especially when it comes to sales training. Typically, when the budget is tight, training (or professional development) is one of the first things to be stripped. However, what if we told you that investing in sales training could actually boost your revenue rather than being a financial burden?

When you think of a great salesperson, you possibly think of someone who is clear and confident, someone who nails persuasive communication. Someone who has spent hours learning their product or solution inside out and can talk about it all day. But if this is all true, why do they often fail to progress buyers or close the sale?