This Sales Reset Quick Start is for people in a frontline B2B sales or business development role with a sales target, quota, or budget to hit.
You’re juggling prospecting, live opportunities, proposals, CRM updates and pressure from your manager. You don’t have spare time, and you’ve seen plenty of “sales improvement” ideas come and go.
Sales Reset Playbook is for you if you want two things at the same time:
To hit your quota more reliably
To feel confident that your customers actually achieve the outcomes they expected when they bought
The Playbook is not a course to complete. It’s a growing set of short, focused articles designed to change how you prospect, lead conversations, and build proposals – a few practical moves at a time.
What Sales Reset changes for you
In almost all B2B sales teams, sellers are judged on one thing: quota achievement.
If you close enough business, you’re doing your job. What happens to customers afterwards is somebody else’s responsibility.
Sales Reset doesn’t remove quota. It adds a second accountability: in every serious opportunity, you help customers define clear, valuable outcomes that your organisation can realistically deliver – and you treat those outcomes as the centre of the opportunity.
That shift is not a “nice extra”. It changes:
Prospecting: Who you prospect: people under pressure to achieve specific results, not “anyone who might buy”
Conversations: How you run conversations: more coaching-style questions, less pitching
Pipeline: Which deals you keep: you qualify out earlier when outcomes stay vague or low value
How you use AI: transcripts and summaries become raw material for working proposals, not just admin tidy-up
The result: you waste less time on weak situations and spend more of your week on business that can really move.
Your first reality check: look at your current proposals
Before you read any more theory, do one concrete exercise. It will tell you a lot about where you are today.
Step 1 – Pick a few live or recent proposals
Choose 2–3 proposals you’ve sent in the last few months.
Ideally, pick ones that still matter: open opportunities, recent wins, or deals you’d like more of.
Step 2 – Highlight the outcomes
For each proposal, go through and highlight:
Any sentence that describes what success would look like for this customer
Any reference to results for their customers or internal stakeholders
Any indication of how success will be measured or reported
Then ask yourself, honestly:
“If 10–20% of my bonus really depended on this customer achieving these outcomes in the next 6–12 months, would I feel confident this proposal is clear enough?”
If the answer is “not really”, ask:
“What would I need to add or change in this proposal to feel safer?”
“What questions didn’t I ask that would have given me the detail I now realise is missing?”
This isn’t about beating yourself up. It’s about making the gap visible between proposals built to win the order and proposals built to define deliverable outcomes you’d be happy to be measured against.
Keep those questions in mind. They’ll shape what you change next.
What to try in your next few days
You don’t need to learn the whole Sales Reset methodology before you act. You need a small number of deliberate moves.
In your prospecting
In your outbound messages and first calls, lead with outcomes, not product.
Instead of “We provide X platform”, try something closer to:
“I work with leaders who need to achieve [specific outcome] for their customers or internal teams. Is that on your list this quarter?”
Target people with something at stake:
Look for job titles and companies where that outcome would actually matter, not just someone who fits a generic profile
If, early in the conversation, it’s clear there’s no real outcome in play, treat that as a useful signal and move on
In live customer conversations
On your next few discovery or progression calls, frame the start of the conversation like this:
“Rather than start with a long explanation of what we do, can we use the first part of this conversation to get clear on what a good outcome would look like for you and your colleagues? Then we can see if there’s a fit.”
When they answer, pick the most important part of what they say and dig deeper:
Ask a second, third and fourth question on that one theme
Ask who else would feel the impact if this worked
Ask how success would be reported and to whom
Afterwards, look at your notes or transcript and ask three questions:
“Did we get to clear outcomes in their words?”
“Did we identify at least one other person who matters?”
“Is this strong enough to count as a real opportunity, or should I qualify out and move on?”
If the answer is “no” and “no”, parking or qualifying out isn’t failure. It’s you doing your job properly.
What’s in the Playbook for sellers right now
You’re seeing version one of the Sales Reset Playbook. It will grow over time.
New seller articles will land in your inbox as they’re published, and every one is added to the archive so you can come back when you need it.
Right now, there are already core articles for sellers on themes like:
Using coaching skills in every customer conversation
Using your expertise without talking too much
Why some common labels and habits keep you stuck in old patterns
You don’t need to read everything at once. For most sellers, the best next step is:
Start with the Quick Start experiments above
Then read whichever article feels closest to your current challenge
Try one or two moves from each piece in real conversations
How to shape what comes next
Sales Reset Playbook is a working resource, not a finished library.
If you try any of these ideas, we’d genuinely value hearing what happens:
Where focusing on outcomes helped you move a deal forward or qualify out
Where you got stuck or met resistance
Where you’d like more examples, prompts or tools
Use the comments at the bottom of each article to share your experience. Your feedback will directly shape which seller topics we build next and how practical they are.
Sales Reset is both a strategic shift and a daily discipline.
For you as a seller, it starts with a simple lens:
“Keep my focus on outcomes for customers – and let that improve where I prospect, how I sell, and which opportunities I choose to keep.”
