B2B Sales Blueprint

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 changed in modern go-to-market.Drawing on experience scaling Aconex and MessageMedia, Paul shares how different sales motions require different systems, why most teams misunderstand attribution, and how data changes how you prioritise and win.This is a practical look at what actually works in B2B sales today — and where most teams are going wrong.

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 methodologies, coaching reps more effectively, and adapting to a world where AI is changing how top performers work.Key themes explored in this episode:From SMB to enterpriseWhy the real shift is not just deal size, but sales motion, buying complexity, and how leaders manage deals.How sales methodologies evolveWhere frameworks like Challenger, SPICED, and MEDDICC fit as teams move from high-velocity sales to more structured enterprise motions.Coaching and deal inspectionHow strong sales leaders create more rigour through qualification, coaching, peer review, and better deal visibility.Expanding into the USPractical lessons on narrowing your ICP, focusing on the right verticals, and avoiding the mistake of trying to tackle the whole market at once.AI and rep performanceWhy AI is not replacing great salespeople, but helping the best reps improve faster and raise the bar for the whole team.Hiring for curiosityWhy adaptability, learning mindset, and what Luke calls “XQ” are becoming more important in modern sales teams.