Tea and Timbits

In this episode, we leap headfirst into fall — aka the “Business New Year” — and trade show season. We spill the beans on prepping for events, navigating awkward booth chats, and following up without sounding like a desperate ex. Andy shares a cautionary tale about a supplier who nose-dived from hero to horror story, reminding us all how fragile reputation can be. Meanwhile, we debate whether booking a follow-up at a cocktail party is charming or just weird. If you’re gearing up for conference chaos, this one’s for you.

It’s the Business New Year and we’re kicking things off with a globe-trotting topic—international expansion! This week, one of us is podcasting from a Polish hotel (with surprisingly good Wi-Fi), and we’re diving into the joys of taking your business beyond borders.We unpack everything from AI-enhanced productivity to why blindly opening a foreign office is the corporate equivalent of ordering sushi at a gas station. You'll learn why your ideal buyer matters more than red tape, the pitfalls of hybrid models, and how to tell if a country is ready for what you're selling—or if they’d rather you just sell them newspapers.If you’ve ever thought, “Let’s just go to Europe!”—stow your passport for a moment and listen up.

This week we kick off a new theme: sales channels—and where your next stream of revenue might come from.Naturally, we start with one of our favourite topics: partnerships.We explore the difference between partnerships that look good on paper and the ones that genuinely generate business. From big-name ecosystem partnerships to informal alliances with trusted peers, we share what actually creates value—and what’s just logo-swapping.Along the way we talk about:Why storytelling is one of the most powerful tools in salesThe difference between brand partnerships vs. revenue partnershipsWhy mutual value matters more than equality in a partnershipHow strategic alliances can quietly expand your reachThe importance of measuring partnerships instead of letting them run on autopilotAs usual, we also wander slightly off course (in a very British-Canadian way), but we eventually arrive at a simple truth:A real partnership isn't about signing an agreement.It's about creating value together that neither side could create alone.Grab a cup of tea (and maybe a donut) and join us.

In this episode, we continue our March theme of sales channels and turn our attention to one that many businesses misunderstand: social media.We share a story about collaborating with peers to launch a research initiative—an example of how networks can amplify reach far beyond what any one of us could do alone. It’s a reminder that in a world increasingly flooded with AI-generated content, authentic voices and real collaboration stand out more than ever.From there, we dive into how social media fits into the sales ecosystem. We talk about why it’s not just a broadcasting platform, how it helps build credibility before the first meeting, and why showing up with a point of view matters more than posting constantly.We also cover:Why LinkedIn isn’t the only platform that matters for businessThe difference between thought leadership and content noiseHow often you actually need to post (spoiler: less than you think)Why experimentation beats perfectionThe importance of knowing who your content is actually forIn short: social media shouldn’t feel like shouting into the void. Done well, it becomes a bridge between conversations, relationships, and real opportunities.

Greetings from Cambridge (where it’s damp but dignified) and Toronto (where winter is clinging on like an overenthusiastic house guest) In this episode, we wrap up our February focus on the sales process by diving into the tools that actually support it — without falling into the classic trap of buying shiny software to fix a process you haven’t defined.We kick things off with a story about presentation overload (yes, we’ve all been there). When you show all the work instead of clarifying the intention, you lose the room. So we talk about starting with the outcome, guiding the journey, and trimming the fluff — sometimes by half.Then we explore the tools that support the three pillars we’ve been building all month:Building the sales process – Digital whiteboards like Miro and Figma to brainstorm and structure.Implementing the process – A properly configured CRM (emphasis on properly).Managing performance – Dashboards, reporting tools like Microsoft Power BI, and call intelligence tools such as Gong and Chorus.Prospecting smarter – Using LinkedIn Sales Navigator or ZoomInfo to feed the funnel with intention, not hope.And somewhere in there, we quietly champion checklists, presentation templates, and the radical idea of defining your process before buying tech.It’s practical. It’s slightly self-deprecating. And yes — we probably got mildly passionate about dashboards again.

Is your sales process helping your team win, or just giving off strong "compliance factory" vibes? 😅In this episode, we get real about what happens after you’ve built your sales process. Managing it isn’t about beating people with a CRM stick—it’s about coaching, adapting, and focusing on outcomes over task completion.We chat:> What to do with those rogue lone wolves (who keep winning)> Why “yes” and “no” are the only good answers in sales> How leaders accidentally kill their own process with micromanagement> And Andy’s self-roast for falling into the “planning forever” trap with his book project. (Accountability is live, folks.)Tune in for laughs, lessons, and the occasional uncomfortable truth!

One of us is podcasting from beside a backyard rink. The other? A hotel at Heathrow. Together, we're solving the world’s sales implementation problems—bad Wi-Fi and all.In our latest episode, we unpack what it really takes to implement a sales process. Not “announce it and pray”... but actually make it stick.Some takeaways we loved:✅ Salespeople use processes that help them win—not ones they’re told to use✅ You don’t roll out a sales process—you install a new standard✅ Leadership isn’t just inspection; it’s asking the curious questions that unlock growthWe also debate:➡️ Should tools be rolled out with the process or phased in?➡️ Can you really change habits without changing hearts?Tune in if you’ve ever faced blank stares during a sales kickoff. Or if you're leading one soon. Or if you just like awkward podcast silences and Heathrow ambience.#SalesLeadership #SalesEnablement #TeaAndTimbits #SalesProcess #ImplementationNotImposition #B2Bsales #Podcast

We just kicked off a brand-new theme for February: SALES PROCESS! (We know, hold your excitement... or don’t.)In this episode, we:> Share how one company went from chaos to $37M in revenue gains by implementing the right rhythm> Talk about why skipping the basics is like building IKEA furniture without the screws> Break down how to qualify leads, align internal teams, and not let your CRM boss you aroundPlus, we discuss the one thing almost everyone forgets to include: how to coach your sales team using the actual process. 🤯Whether you're sales-adjacent or living in the pipeline daily, you'll walk away with ideas you can implement right now. Or at the very least, you'll hear us confuse "tactical" with "tactile" at some point.#sales #B2B #salesprocess #leadgeneration #foundationsmatter #businessgrowth #TandTimbits #podcastlife

We're closing out January with a bang—and a whiteboard marker—as we round up our favourite tools for strategy and planning. From digital whiteboards to the unavoidable CRM groan, we're getting real about the tech we love, the tools we tolerate, and the dashboards that make us feel like data wizards. There's talk of Notion (if you can stay disciplined), the mighty Power BI, and a nod to Trello and Asana. We also get a bit deep on risk matrices, reclaiming downtime, and whether the weather is just gaslighting us. If your strategy plan includes "panic and wing it," this one’s for you.

In this episode, we take a brisk stroll through sales team design—yes, really. After Andy kicks things off with a heroic tale of impeccable event planning marred only by the tragic absence of, well, everything he needed, we dive headfirst into the serious business of sales strategy.We unpack why structure and clarity matter more than ever when it comes to setting your sales team up for success. From aligning roles with business goals, to building for collaboration over competition, to the underrated power of subject matter experts—you'll get insight, humour, and just enough vulnerability to remind you we're all just trying not to leave our laptop on a plane.If you're leading a sales org, building a team, or wondering why your best people keep burning out, this one’s for you.

Let’s be honest—forecasting and budgeting rarely top anyone’s list of thrilling business topics. But in this episode, we do our level best to prove they can be surprisingly engaging... or at least slightly less soul-crushing.We dig into what forecasting actually means, why budgets matter even when they feel like guesswork in a spreadsheet, and how misaligned expectations between finance and sales can turn your well-laid plans into a finger-pointing circus. With tales of procurement purgatory and hot takes on top-down forecasting vs. zero-based planning, we reflect on how to make your strategy stick, and your forecast work with your team, not against them.If you're feeling behind on planning for the year, or just want a little therapy session on how to survive Q1 with your sanity intact—this one’s for you.

Our Grand Plan to Help You Make a Grand PlanNew year, new goals... new excuses? Not this time! We kick off 2026 by diving headfirst into the warm, welcoming waters of strategy and planning. In this episode, we dust off the whiteboards, dodge post-holiday flu bugs, and talk through how to build a practical, personal, and professional plan that doesn't fall apart by February.We talk about goal-setting without the guilt, building accountability structures that work, and why writing things down (on actual paper!) still rules. Whether you're aiming to crush sales targets, finally run that 10K, or just avoid total burnout—this episode’s for you.You'll hear us reflect on the chaos of the holiday season, the wisdom that comes from injury-induced downtime, and why Scott’s knee and Andy’s lungs both staged rebellions over the break. Cheers to planning smarter, not harder!

It’s New Year’s Eve, and as usual - one of us is in London, one of us is in Toronto, and—purely coincidentally :) —both of us are holding a glass of something barrel-aged. In this slightly longer, slightly looser year-end episode, we look back on what actually worked in the past year and look ahead to what might work next year—assuming we show up and do the work.We talk personal branding without the buzzwords, why LinkedIn hygiene is a real thing (sorry), and how discipline quietly beats optimism every single time. We also reflect on why doing this podcast week after week has been as useful for us as it (hopefully) has been for you.Think of this one as part reflection, part gentle nudge, and part clinking-glasses-across-the-Atlantic moment before the fireworks start. Cheers to the year ahead.

It’s Christmas Eve, one of us is in Toronto, the other is knee-deep in European holiday food… and somehow we still end up talking about sales teams fudging numbers and why your calendar might be the most important tool you own.In this episode, we get a little festive before diving into a very real leadership issue: people cutting corners, chasing short-term wins, and quietly torching long-term trust. From dodgy CRM data to “camera-off but definitely-on-the-sofa” meetings, we’ve seen it all — and yes, we’ve learned a few lessons the hard way.From there, we pivot into personal productivity. Spoiler: it’s not about shiny apps or magic systems. It’s about operating discipline, clarity, and actually putting the work in your calendar (including thinking time, reflection time, and yes… rest).We also talk about the tools we do rely on — calendars, accountability partners, and project management — and why none of them work unless you do.Festive, practical, slightly ranty, and very honest. Merry Christmas. 🎄

This week we embrace the chaos of teamwork and tech tools — and somehow make sense of it all. From "vibe coding" with Replit (yes, it’s a thing) to CRM philosophies, sales toolboxes, and the mysterious magic of CDPs, we reflect on the tools that actually help teams get stuff done.We dive into:Why English is the new coding language The magic of cloud collaboration (and the rage when it goes wrong)What a “Sales Toolbox” is and why it should still existHow to avoid death-by-governance when using email or CMS toolsThe rise of Customer Data Platforms (CDPs) — and how they’re different from CRMsAlso: we pretend we didn’t nearly forget what this episode was supposed to be about. Classic us.

In this episode we bravely wade into the world of CRMs — not the most glamorous topic, but definitely one that can make or break your business sanity. We kick things off with a cautionary tale about mysterious contract clauses (spoiler: they weren’t included, but were somehow still binding?), before diving into the myth that picking the "right" CRM tool is the secret to sales success. Spoiler #2: it’s not.We explore why your CRM should enable your team — not just generate pretty reports for the execs — and why bad implementation often starts with a tool and not your actual business needs. From Salesforce to Dynamics to HubSpot (and even a shoutout to Atomic Habits), we dish out practical, painfully-learned advice on how to make your CRM actually work for you.Come for the tips, stay for the rants about unread contracts and self-built CRM nightmares.

In this episode, we kick off our new series on technology and tools by diving headfirst into the buzz (and occasional chaos) surrounding AI. From echoey mics to echo chambers of bad RFPs, we talk about the real-world applications, risks, and etiquette of using AI in business. Scott shares hard-won wisdom from the trenches of proposal hell, while Andy questions whether AI wrote that overly nice email you just got. We break down how to use AI responsibly, why business accounts matter, and the importance of keeping your human voice in a machine-assisted world. Come for the tech talk, stay for the rants.

In this episode, we go from nostalgic concerts to cold, hard conversions as we break down pipeline stages that actually move the needle. Spoiler: ticking boxes and wishful thinking won’t cut it. We riff on why your pipeline should be guided by buyer behavior (not your internal task list), how to avoid zombie deals haunting your CRM, and the magic of knowing when to walk away. Plus, Andy has a mini identity crisis after realizing our podcast is basically a touring rock band without the groupies.Join us for laughs, practical insights, and a dash of midlife musical reflection as we help you tighten up your sales process without turning into a robot.

This week we go deep (well, as deep as we ever go) on target market analysis—or as we like to call it, “the thing that stops you from chasing every shiny object on the internet.” We unpack the difference between total addressable market (a.k.a. the fantasy) and actual target market (a.k.a. the people who might pay you this year).Scott shares a cautionary tale from a Chicago business trip turned unexpected road trip to Toronto, and we both make the case for being in the room—yes, despite our love for comfy sweatpants and virtual calls. There's also some accidental relationship counseling along the way.It’s messy, occasionally insightful, and exactly the level of seriousness you’ve come to expect.

We’re back and celebrating two whole years of Tea & Timbits! 🎉 And what better way to mark the occasion than by talking about one of the driest-yet-most-vital topics in business development: forecasting and pipeline management?In this episode, we kick things off with a tale of boardroom betrayal and the ever-predictable rise of internal politics (spoiler alert: it doesn’t end with a contract). Then, we dive headfirst into the murky waters of sales forecasting. Is it useful? Is it theatre? Turns out... it's both.We unpack:Why most forecasts are a polite fictionWhat actually makes a forecast useful (spoiler: it's not wishful thinking)The critical link between past data, client insights, and reality-based projectionsWhy a well-weighted pipeline is your best friendThe danger of promoting deals just because someone said “let’s talk again”Plus, we argue about percentages, reminisce about bad decisions, and resist the urge to turn this into a three-part forecasting saga (for now).Whether you're a sales vet or just trying to get a handle on your numbers, this one’s got something for everyone—especially if you enjoy a bit of schadenfreude.