Insights

From Chaos to Rhythm

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

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

So-called mature markets can grow: what changed in the UK turnaround

Andy Ashton

Published on: 16/10/2026

When I took on the UK business, sales were under £10m and declining. Ten years later they were over £25m. Here's what changed.

B2B sales growthsales turnaroundmature market growthsector sales teamssales structureconsultative selling

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