Tea and Timbits

Most proposals explain the solution.

The best proposals prove the decision.

In our latest episode, we explore “proof architecture” — the combination of evidence, structure and story that helps a buyer feel confident saying yes.

A strong proposal should show:

• Why the problem matters
• Why acting now makes sense
• Why your approach is credible
• Why you can actually deliver
• What success looks like
• H...

Visibility without direction is just noise.

That was one of the slightly uncomfortable conclusions we reached in our latest bonus episode.

It is easy to assume that building an executive profile means posting more, speaking more and generally making sure our face appears everywhere short of the side of a bus.

But being seen is not the same as being useful.

A strong executive visibility plan needs:

• A clear audience
• Relevant conten...

We have discovered the fastest way to waste money in marketing:

Buy a shiny new tool before deciding what problem it is meant to solve.

In this episode of Tea and Timbits, we talk about the marketing tools we actually use—and, more importantly, the thinking that should come before them.

We cover:

• Turning recorded conversations into blogs, posts and short-form video
• Using StreamYard, Opus Pro, YouTube and AI in a practical ...

What happens when your marketing department is missing, disconnected or simply not giving sales what it needs? You build your own marketing engine.

In this episode, we explore how salespeople, business development professionals and commercial leaders can create the content, systems and momentum needed to move prospects from visibility to trust — and from trust to an actual commercial conversation.

We look at the difference betw...

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 somewhere in the...

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 understand wh...

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, coaching, playbooks, process diagrams, call...

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 into the im...

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 usefu...

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 works bes...

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 just another sal...

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 fal...

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 stairs with...

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 beats noi...

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 fig...

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 c...

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 powe...

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 for...

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 br...