Top 5 Things for Founders to Focus on

If you’re a founder heading into 2026 thinking “This is the year we really get B2B sales moving”, you’re not alone.

B2B sales doesn’t need to be complicated, overly automated, or built on expensive tools. What it does need is clarity, consistency, and the confidence to take action — even when things feel imperfect.

Feel like B2B sales is harder than it should be?

B2B sales are typically higher value, more complex, and require a thoughtful process. The good news: with a few smart, practical shifts, you can start seeing more progress, more confidence, and more wins.

Here are the top 3 mistakes founders make in B2B sales, and how to avoid them.

Before you can sell to anyone, you need to know who you are selling to. Only then can you build genuine connections with customers who need your help.  Selling to the wrong people wastes everyone’s time. When we start a business, we can get super enthusiastic and want to get out there and start selling as soon as possible. Spending time to be clear on who you are selling to will save you – and those you speak with – a heap of time and money.

Why I love the Social Enterprise Model

As a passionate supporter of the Fair Trade flavour of social enterprise, I’ve long admired this model of doing good through business. So, why do I love social enterprise so much, and what makes it different – or better – than charity? In this article I explore my thoughts on why the social enterprise model is so powerful.

As a consultant, you want to ensure your pre-sales efforts don’t slide into unpaid consulting work. So, how much should you do before the project officially starts, and what belongs inside a paid engagement?

To build a great business, you need a great sales engine. That is, a way to reliably bring in business. So how do we build that? What do we need?

We often hear about the importance of business relationships. But what do we mean by that, and why is it so important?

At its core, it comes down to this simple truth: People want to work with people they know and trust.

So what does that trust look like in practice?

We all want B2B sales cycles to be as fast as possible, right? But what does that mean when we are selling in solutions that have long sales cycles and require multiple meetings? How many meetings do we need?

Read this article to learn and more about B2B Sales and how they work.

Have you ever been working a sale when things have been going really well – and suddenly they won’t return your calls? Radio silence? Being ghosted in B2B sales can be devastating. So how does it happen and what can we do about it? Read this article to learn more.

If you’re stepping into the world of sales - or transitioning from selling to consumers to selling to businesses - understanding the difference between B2B sales and B2C sales is a great place to start. The shift requires a new approach, a new mindset, and some key strategies.

In this guide, we’ll break down what B2B sales actually means, how it differs from B2C, and why building genuine relationships through authenticity in sales is one of the most valuable skills you can develop.

Ever felt stuck in a sales call, watching a great opportunity slip away because the client doesn’t see what you see?

You don’t need to push harder - you need to ask smarter.

Simon Sinek re-released an interview he did with Molly Bloom on his podcast this week. Relistening to it – I was struck by how clearly Molly’s story about how she successfully ran high-stakes poker games for the rich and famous illustrates the power of authenticity in business.

Do networking events make you nervous? Don’t worry – you are not the only one. The good news is you are most definitely over thinking it. Let’s break it down so you can feel confident make the most of networking opportunities.

One of the big mistakes that founders make when they first start B2B sales, is that they focus on the sales number they need to achieve, not the activity they need to do to get there. So what should you be looking at and what do you need to keep track of, to ensure you hit your B2B sales goals?

There are many traps that founders can fall into when starting out with B2B sales. The good news is - once you understand the basics, they are easy to avoid. 

When we are presenting our solution, we can often get tied up in making a ‘great’ presentation. So what makes a good B2B sales presentation?

Growing your B2B Sales with collaborations and partnerships.

What do we mean when we talk about selling with partners? There are lots of different ways to work with other businesses to grow your business. Let’s break it down and see what might work best for you.

Ever have that feeling like you are the only one who doesn’t know how things work? I speak to so many founders who think they are the only ones who don’t know how to sell and are nervous to admit it. They blame themselves and think they just need to work harder or try harder – but actually, it is about learning how things work.

I thought I would share some of the common things I have heard from founders about how they feel when they are new to selling – as I’m sure there are others out there who feel the same way.

One of the myths about selling is that the best salespeople are extroverts. A lot of people believe that you need to be an extrovert to sell well. I’m here to tell you that that just isn’t true.