The Niles blog
Sales coaching, one question at a time
Practical answers for B2B salespeople, from first meeting to close, built on the seven principles of The Pharaoh's Pitch by Ivan Yong.
Prospecting and first meetings
Chapter 5: Leadership
How to prepare for a first sales meeting with a new B2B prospect
How to prepare for a first sales meeting with a new B2B prospect: what to research, the one objective to set, an agenda email, and what to rehearse.
28 October 2026 · 8 min read
Chapter 4: Kindness
How to sell to Malaysian and Singapore B2B buyers
How to sell to Malaysian and Singapore B2B buyers, relationship first: giving face, winning the whole buying group and keeping deals moving. With scripts.
28 October 2026 · 7 min read
Chapter 6: Trust
What to say when they say "we're happy with our current provider"
What to say when a prospect says "we're happy with our current provider": word-for-word replies, questions that open the door, and a follow-up plan.
28 October 2026 · 7 min read
Proposals, pricing and objections
Chapter 6: Trust
How to follow up on a proposal when the prospect goes quiet
How to follow up on a proposal when the prospect goes quiet: when to send each message, four templates, and how to close the file without burning it.
28 October 2026 · 8 min read
Chapter 3: Knowledge & Wisdom
What to say when a client says "your price is too high"
What to say when a client says "your price is too high": four word-for-word replies, how to hold your price, and why a quick discount backfires.
28 October 2026 · 8 min read
Chapter 3: Knowledge & Wisdom
What to say when a prospect says "just send me a proposal"
What to say when a prospect says "just send me a proposal": three word-for-word replies, what to send instead, and how to get it reviewed live.
28 October 2026 · 7 min read
Closing and follow-up
Chapter 6: Trust
How to follow up after a sales meeting, with 3 email templates
How to follow up after a sales meeting: when to send it, what to put in it, and three B2B email templates you can adapt in five minutes.
28 October 2026 · 8 min read
Chapter 5: Leadership
What to say when a prospect says "let me think about it"
What to say when a prospect says "let me think about it": the one question to ask, scripts you can use, and how to agree a dated next step.
28 October 2026 · 6 min read
Practice and AI coaching
Chapter 5: Leadership
AI sales coach vs human coach: which does a solo rep need?
AI sales coach vs human coach: a fair comparison of what each does well, what each can't do, and when a solo B2B rep needs which, with a table.
28 October 2026 · 7 min read
Chapter 5: Leadership
How to practise sales calls with AI: prompts and a scoring rubric
How to practise sales calls with AI: a copy-paste brief for an AI buyer, a scoring rubric built on The Pharaoh's Pitch, and where chatbots fall short.
28 October 2026 · 8 min read
The seven principles
Chapter 7: Emotional Intelligence
Emotional intelligence in sales: 7 things high-EQ reps do
Emotional intelligence in sales, made practical: seven things high-EQ reps do on a call, the words they use, and how to build each habit.
28 October 2026 · 8 min read
Chapter 6: Trust
How to build trust with a prospect in the first sales meeting
How to build trust with a B2B prospect in the first sales meeting: the three behaviours that make you trustworthy, what to say, and what to avoid.
28 October 2026 · 7 min read