News & Insight
What we're seeing
Practical thinking on pipeline, conversion, retention and commercial structure, written for leadership teams in B2B organisations operating in complex commercial environments, including PE-backed and enterprise businesses.
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Customer Success, Growth Strategy, Leadership, Marketing
The commercial system: why marketing, sales and customer success have to be built as one
Marketing, sales and customer success are one commercial system, whether your business is organised that way or not. This is the structural thinking behind how Sales Engine works.
SALES PERFORMANCE
May 17, 2026
Why value selling fails in practice, and what makes it actually work
Every CRO wants value selling. Most sales teams are trained on it. Almost no business does it well. The gap between the theory and the practice is structural, and in 2026 it is becoming the most expensive gap in B2B commercial performance.
START HERE
May 17, 2026
The commercial system: why marketing, sales and customer success have to be built as one
Marketing, sales and customer success are one commercial system, whether your business is organised that way or not. This is the structural thinking behind how Sales Engine works.
GROWTH STRATEGY
May 17, 2026
The structural reason marketing, sales and customer success keep failing each other
Most B2B businesses run marketing, sales and customer success as three separate functions. The businesses pulling ahead run them as one commercial system, and in 2026 the structural difference is becoming the most important commercial capability a business can build.
PRIVATE EQUITY
May 17, 2026
How post-acquisition commercial integration affects growth
Most post-acquisition integration plans cover finance, technology and operations in detail. Commercial integration is often the part that determines whether the deal hits its thesis, and it is the part most plans cover the least.
SALES PERFORMANCE
May 17, 2026
Are you hiring for the sales team you have now, or the business you're trying to become?
When growth gets harder than it should, the instinct is to hire more sellers. Sometimes that is right. More often, the business is hiring for the sales model it has rather than the one it needs to become.
PRIVATE EQUITY
May 17, 2026
Improving the odds: why PE firms are shifting to portfolio-level commercial methodology
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Practical thinking on pipeline, conversion and commercial structure from the Sales Engine team.