B2B Sales Blueprint

Most sales teams are still trying to scale pipeline the old way: hire more reps, add more tools, push for more activity, and hope the numbers move. But Rakesh Patni believes that playbook is being rewritten. The next era of go-to-market will be built around systems, signals, automation, and AI agents working alongside sales teams to help them move faster, make better decisions, and prioritise the...

Most founders think sales hiring is hard because the talent pool is thin. Scotty Freeman (Apprento) thinks the real problem runs deeper — we don't know what we're hiring for, we fall for the person who talks the most, and we rush through the parts that matter most. As co-founder of Apprento, New Zealand's leading sales acceleration platform, Scotty has spent 20 years building, breaking...

Most sales teams measure booked meetings, celebrate connect rates, and throw junior hires at their outbound motion – then wonder why pipeline is dry. Ricky Pearl from Pointer Strategy has been inside the sales teams of over 100 Australian startups, and his diagnosis is blunt: the barrier to outbound isn't the technology. It's the psychology. And most companies are making it worse by giving...

It’s never been easier to do outbound. And never harder to make it work. Most sales teams aren’t struggling with effort. They’re struggling with focus. Outbound is noisier than ever. Response rates are collapsing. And buyers are making decisions earlier, with or without you. In this episode of B2B Sales Blueprint, Tara Salmon steps in as guest host to interview Paul Perrett on what’s actually chan...

Most sales teams aren’t losing deals. They’re never even in them. Buyers now ask, get answers, and decide before your sales team even knows they exist. In this episode of The B2B Sales Blueprint, Paul Perrett sits down with Chris Perrine, who built G2’s APAC business from a home office into a regional revenue engine. This is a real look at what it takes to scale B2B sales in APAC, and why most glo...

What does it really take to build and lead high-performing sales teams across multiple markets? In this episode of B2B Sales Blueprint , Paul Perrett sits down with Luke Williams, Vice President, Americas & APAC at Evotix , for a practical conversation on modern B2B sales leadership. Drawing on experience across APAC and the US, Luke shares lessons on scaling sales teams, evolving sales method...

In this debut episode, Paul Perrett sits down with his long-time “partner in crime,” Leigh Jasper - Co-founder of Firmable and Aconex. Leigh shares his journey from being a self-described “naive” entrepreneur to leading one of Australia’s first successful B2B SaaS companies. Key themes explored in this episode: The Reality of Early-Stage Sales Leigh reflects on the “toughest six months” of his pro...