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salespeople.co.uk publishes practitioner-grounded coverage of B2B sales: signals, snapshots, explainers, and analytical insights. Sourced. Dated. No vendor endorsement.

Latest

  • Signal

    AI is reshaping how sales methodologies are practised in 2025-2026

    AI tooling has begun to reshape how UK B2B sellers practise the methodologies they have been trained on. Specific patterns: AI-augmented MEDDPICC scoring against deal data, AI-driven discovery question suggestions, AI-summarised call analysis against methodology checkpoints, AI-generated business cases and value framing. The methodologies themselves are largely unchanged; the practice of them is being rebuilt around AI augmentation.

  • Explained

    How to choose a sales methodology for your UK B2B team

    There is no universally best sales methodology. The right choice depends on segment, deal size, cycle length, buyer sophistication, team experience, and existing infrastructure. A practitioner walkthrough of the choice criteria, with honest assessment of where each major methodology fits.

  • Explained

    GAP Selling: problem-centric methodology by Keenan

    GAP Selling (Keenan, 2018) is a problem-centric sales methodology that emphasises deep discovery of the gap between the buyer's current state and desired future state. The methodology pushes hard against feature-led pitching: the seller must understand the buyer's situation more thoroughly than competing methodologies typically demand. Adopted by a meaningful share of UK B2B SaaS sales teams since 2020.

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