Tea and Timbits

This week, we’re talking about what happens when sales and marketing either work beautifully together… or stare at each other across the office wondering who dropped the lead-shaped ball. We dig into the classic sales-versus-marketing tension: marketing says sales ignores the resources and leads, sales says marketing sends things that look suspiciously like “busy work with a logo on it,” and somew...

We kick off our July marketing theme by tackling personal branding — which, despite sounding like something you’d find printed on a suspiciously expensive notebook, is actually quite useful. We talk about why personal branding isn’t really about vanity, self-promotion, or becoming a LinkedIn superstar — thankfully, because that sounds exhausting. It’s about being deliberate with how people underst...

This week, we wrap up our month on sales methodologies by getting practical: what tools actually help teams turn clever frameworks into real commercial outcomes? We start, naturally, with a highly professional sports briefing involving Blue Jays baseball, Canadian hockey confusion, and cricket formats that may or may not require a week off work. Then we get into the useful stuff: training, coachin...

This week, we continue our sales methodology mini-series with Sandler, the one that politely asks: “Is this actually a real opportunity, or are we just getting excited because someone said the word ‘proposal’?” We look at how Sandler fits alongside Challenger and SPIN, especially in complex B2B sales where enthusiasm, budget, authority, and commitment are definitely not the same thing. We also get...

We’ve all had that moment when a prospect says, “We need you to build X.” And the tempting response is: “Brilliant. Where do we send the invoice?” But this week’s episode reminded us that the better response is probably: “Interesting — how did you get to X?” That’s where SPIN Selling comes in. Situation. Problem. Implication. Need-Payoff. It’s a simple framework, but a useful one. Not because it m...

Sales methodologies month has begun, and we’re starting with the Challenger Sale. This one is all about helping customers think differently — which sounds noble until you realize it also means saying, “Are we sure that’s actually the problem?” without getting escorted out of the room. In this episode, we talk about: How Challenger is built around teaching, tailoring, and taking control Why it work...

Complex selling sounds like it should require a giant tech stack, seven dashboards, and at least one acronym nobody fully understands. But in this episode, we discovered something slightly annoying: the best tools are often the simplest ones. We talked about: – borrowing ideas from completely different industries – using design thinking to untangle messy business problems – reading broadly, not ju...

Complex selling is never just about “the buyer” and “the seller.” We wish it were. It would make life much easier, and we could probably all spend less time in meetings pretending the spreadsheet is “basically under control.” In this episode, we talk about stakeholder engagement — the people inside and outside the deal who can quietly make everything work… or loudly make everything fall apart. Tha...

This week, we’re recording together in London for a rare in-person episode, which naturally means things go slightly off the rails before we even get to the topic. We kick things off with a story about hiring event security, where we learned the hard way that ticking qualification boxes doesn’t always mean someone can actually do the job. Turns out “having the badge” and “being able to climb stair...

This week, we dive headfirst into the world of complex deals and team selling — and discover that the secret to winning big opportunities isn’t bringing eleven people and a 300-slide deck into a meeting. In fact… it’s usually the opposite. We explore why complex deals are more often lost to internal chaos than to competitors, how healthy businesses create healthier sales processes, and why clarity...

In this bonus episode, we doubled down on what actually drives healthy teams and results—and spoiler alert: it’s not luck, and it’s definitely not another fancy spreadsheet. We kicked things off with a simple but powerful reminder: just showing up (literally, in person) can unlock opportunities you didn’t even know existed. Turns out, a casual “while you’re here…” can be worth six figures. Not bad...

This week, we wrap up our “Healthy Team, Healthy Results” series with a tools episode—but not the kind you’d expect. We kick things off with a story that perfectly proves why getting out from behind the screen still matters. What started as a routine 15-minute client meeting turned into a game-changing discovery… all because we were physically in the room. Turns out, you can’t replicate hallway ch...

We used to think “healthy body” in business conversations meant… well… eating a salad and pretending we enjoy it. Turns out, it’s a bit more important than that. In our latest episode, we got into something that doesn’t get talked about enough: > Leaders set the tone — not just with strategy, but with how they live and work If you’re constantly stressed, skipping breaks, and powering through ho...

In our latest episode, we got into a conversation that started with a global meeting powered by live AI translation (very cool, slightly sci-fi), and quickly turned into something deeper: Why do some teams just work … while others feel like chaos in slow motion? We’ve both seen businesses where: The values are beautifully written… but completely ignored Everyone is “busy”… but nothing moves forwar...

Ever sat through “training” where you click play, zone out, and hope there’s no quiz at the end? 😅 Yeah… we’ve all been there. In our latest episode, we talk about why most training doesn’t work—and what actually does. Turns out: It’s not about more content It’s not about clever hacks And it’s definitely not about ticking a box It’s about changing behaviour . We break down: Why great teams obsess...

We wrapped up our sales channels series the only way we know how—by slightly going off-script. This week, we dove into the tools behind partnerships, social selling, and referrals… but not before questioning whether following “the process” too perfectly might actually slow you down. Turns out, sometimes the best move is to politely ignore your own rules . We explored CRMs as your system of record,...

In this episode , we stumble through a slightly chaotic start (audio equipment: 1, us: 0) before diving into one of the most powerful — and most underused — sales channels in business: referrals . We talk about why referrals are the cleanest path to growth , how trust transfers instantly when someone introduces you, and why simply doing good work isn’t always enough to generate them. Along the way...

This week we kick off a new theme: sales channels —and where your next stream of revenue might come from. Naturally, we start with one of our favourite topics: partnerships . We explore the difference between partnerships that look good on paper and the ones that genuinely generate business. From big-name ecosystem partnerships to informal alliances with trusted peers, we share what actually creat...

In this episode, we continue our March theme of sales channels and turn our attention to one that many businesses misunderstand: social media . We share a story about collaborating with peers to launch a research initiative—an example of how networks can amplify reach far beyond what any one of us could do alone. It’s a reminder that in a world increasingly flooded with AI-generated content, authe...

Greetings from Cambridge (where it’s damp but dignified) and Toronto (where winter is clinging on like an overenthusiastic house guest) In this episode, we wrap up our February focus on the sales process by diving into the tools that actually support it — without falling into the classic trap of buying shiny software to fix a process you haven’t defined. We kick things off with a story about prese...

Is your sales process helping your team win , or just giving off strong "compliance factory" vibes? 😅 In this episode, we get real about what happens after you’ve built your sales process. Managing it isn’t about beating people with a CRM stick—it’s about coaching, adapting, and focusing on outcomes over task completion. We chat:> What to do with those rogue lone wolves (who keep win...

One of us is podcasting from beside a backyard rink. The other? A hotel at Heathrow. Together, we're solving the world’s sales implementation problems—bad Wi-Fi and all. In our latest episode, we unpack what it really takes to implement a sales process. Not “announce it and pray”... but actually make it stick . Some takeaways we loved: ✅ Salespeople use processes that help them win—not ones t...

We just kicked off a brand-new theme for February: SALES PROCESS! (We know, hold your excitement... or don’t.) In this episode, we: > Share how one company went from chaos to $37M in revenue gains by implementing the right rhythm > Talk about why skipping the basics is like building IKEA furniture without the screws > Break down how to qualify leads, align internal teams, and not let your...

We're closing out January with a bang—and a whiteboard marker—as we round up our favourite tools for strategy and planning. From digital whiteboards to the unavoidable CRM groan, we're getting real about the tech we love, the tools we tolerate, and the dashboards that make us feel like data wizards. There's talk of Notion (if you can stay disciplined), the mighty Power BI, and a nod to...

In this episode, we take a brisk stroll through sales team design—yes, really. After Andy kicks things off with a heroic tale of impeccable event planning marred only by the tragic absence of, well, everything he needed, we dive headfirst into the serious business of sales strategy. We unpack why structure and clarity matter more than ever when it comes to setting your sales team up for success. F...