News & Insight
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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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Indirect Sales Channel Management: A Practical Guide for B2B Leaders
Indirect sales channels can drive serious growth or quietly drain revenue. This guide helps B2B leaders see what’s really happening beneath the headline numbers, and fix it.
Channel strategy
August 4, 2026
Indirect Sales Channel Management: A Practical Guide for B2B Leaders
Indirect sales channels can drive serious growth or quietly drain revenue. This guide helps B2B leaders see what’s really happening beneath the headline numbers, and fix it.
Commercial execution
August 4, 2026
After the CDD report: building a commercial plan that holds
Commercial due diligence tells you what the business is. Turning that into a plan that holds is where most investment theses are won or lost.
Channel revenue
August 3, 2026
Why your channel partner enablement strategy isn't driving revenue
Most enablement strategies create well-informed partners who still can’t close deals. The problem isn’t product knowledge. It’s the commercial structure behind your strategy.
Bid strategy
August 3, 2026
Bid and tender support in B2B: a commercial discipline
Most B2B bids are lost before they’re written. Weak decisions, missing win plans, and misaligned propositions are the real culprits.
Sales effectiveness
July 22, 2026
Sales Effectiveness Assessment: What to Measure and How to Act on the Results
A genuine sales effectiveness assessment doesn’t grade your salespeople. It maps your commercial system and finds exactly where value is leaking out.
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Practical thinking on pipeline, conversion and commercial structure from the Sales Engine team.