Insights

From Chaos to Rhythm

Practical thinking on building predictable sales in technical B2B businesses, from Andy Ashton. New every two weeks.

What does your pipeline actually tell you? Six questions for technical B2B businesses

Andy Ashton

Published on: 04/11/2026

Most sales pipelines mix dead quotes with live deals. Six questions to test whether yours supports real decisions, from a former Watson-Marlow UK GM.

Lots of effort, not much traction: six signs your sales activity isn't connected

Andy Ashton

Published on: 21/10/2026

Most privately owned engineering businesses don't lack sales effort. Here's why it doesn't add up, and six signs to check your own business against.

sales growth engineering businesspredictable sales pipelineprivately owned business sales

Selling a trust decision: building a £1.46m pipeline from a standing start

Andy Ashton

Published on: 16/10/2026

A supplier of refurbished dairy processing equipment had built its business on a dozen loyal customers. We built the commercial front end to reach new buyers, and a pipeline worth £1,462,500.

sales pipelinerefurbished process equipmentdairy processing equipmentcustomer case studiesB2B sales growth

Pick the door opener: how one product line more than doubled monthly revenue

Andy Ashton

Published on: 16/10/2026

A process equipment supplier with a wide range of equipment. A decision was made to lead with one product line, and monthly revenue from it went from around £40k to more than £100k.

process equipment salespump saleslead product strategysales conversion rateB2B sales growth

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