B2B Sales Blueprint

Firmable
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The B2B Sales Blueprint is a podcast hosted by Paul Perrett, Co-founder and Co-CEO of Firmable, created to address the lack of transparency within the sales and go-to-market community. The show was born out of Paul’s frustration that professionals in these fields aren’t sharing their real stories - particularly around what works, and more importantly, what doesn’t.

Episodes

  1. Episode 2: What got you to $10k deals won’t get you to $250k with Luke Williams

    MAR 18

    Episode 2: What got you to $10k deals won’t get you to $250k with Luke Williams

    What does it really take to build and lead high-performing sales teams across multiple markets? In this episode of B2B Sales Blueprint, Paul Perrett sits down with Luke Williams, Vice President, Americas & APAC at Evotix, for a practical conversation on modern B2B sales leadership. Drawing on experience across APAC and the US, Luke shares lessons on scaling sales teams, evolving sales methodologies, coaching reps more effectively, and adapting to a world where AI is changing how top performers work. Key themes explored in this episode: From SMB to enterprise Why the real shift is not just deal size, but sales motion, buying complexity, and how leaders manage deals. How sales methodologies evolve Where frameworks like Challenger, SPICED, and MEDDICC fit as teams move from high-velocity sales to more structured enterprise motions. Coaching and deal inspection How strong sales leaders create more rigour through qualification, coaching, peer review, and better deal visibility. Expanding into the US Practical lessons on narrowing your ICP, focusing on the right verticals, and avoiding the mistake of trying to tackle the whole market at once. AI and rep performance Why AI is not replacing great salespeople, but helping the best reps improve faster and raise the bar for the whole team. Hiring for curiosity Why adaptability, learning mindset, and what Luke calls “XQ” are becoming more important in modern sales teams.

    43 min
  2. Episode 1: From Aconex to Firmable: Why Leigh Jasper built again

    FEB 26

    Episode 1: From Aconex to Firmable: Why Leigh Jasper built again

    In this debut episode, Paul Perrett sits down with his long-time “partner in crime,” Leigh Jasper - Co-founder of Firmable and Aconex. Leigh shares his journey from being a self-described “naive” entrepreneur to leading one of Australia’s first successful B2B SaaS companies. Key themes explored in this episode: The Reality of Early-Stage Sales Leigh reflects on the “toughest six months” of his professional career, learning to sell out of necessity, cold calling, and building a sales organisation from the ground up. The Foundation of Sales Intelligence Why high-quality external data is the essential first step in any sales process, and why “if you get that wrong, pretty much the whole rest of your process is wrong.” The Role of AI in Sales A discussion on how AI and LLMs aren’t replacements for salespeople, but rather “co-pilots” or “sidekicks” that handle the grunt work and research, allowing humans to focus on connection, strategy, and closing. The Power of Signals How identifying meaningful events such as job changes or social activity creates “smarter data” that helps sales teams engage the right person at exactly the right time. Sales as a Profession Why the best sales leaders approach the craft with discipline, cadence, and continuous learning, just like any other established profession.

    34 min
  • 2 Episodes

About

The B2B Sales Blueprint is a podcast hosted by Paul Perrett, Co-founder and Co-CEO of Firmable, created to address the lack of transparency within the sales and go-to-market community. The show was born out of Paul’s frustration that professionals in these fields aren’t sharing their real stories - particularly around what works, and more importantly, what doesn’t.

Information

  • Creator
    Firmable
  • Years Active
    2K
  • Episodes
    2
  • Rating
    Clean
  • Copyright
    © All rights reserved.
  • Show Website
    B2B Sales Blueprint