Blog
Ideas, insights and real client work.
Practical sales and marketing thinking from the Blackjet crew, plus real case studies from businesses we've worked with.
Case Studies
From founder-led sales to a business that runs on its own system
How a founder-led New Zealand B2B financial services business moved from everyone having their own way of selling to a documented sales system it now owns, and a clear brief for the Sales Manager who will run it.
Blackjet Team · 20 October 2026
Sales Systems
What are you really selling?
Most professional services businesses answer this question with a list of services.
Blackjet Team · 6 October 2026
Sales Systems
“I just emailed the quote through”
A business can have a strong reputation, good enquiry flow and capable people, while small gaps in the sales process still affect how opportunities are handled.
Blackjet Team · 29 September 2026
Sales Systems
Where are your deals actually stalling?
Pipeline reports can create a sense that plenty is happening.
Blackjet Team · 22 September 2026
Sales Systems
Why some sales pipelines fill up on their own
Sometimes a pipeline starts looking healthier without anyone on the sales team obviously working harder.
Blackjet Team · 15 September 2026
Sales Systems
The gap between more leads and more revenue
A business can be generating more enquiries, increasing its visibility and building a stronger brand without seeing the same movement in revenue.
Blackjet Team · 8 September 2026
Case Studies
How we increased sales by 35%
A small team coming off a loss-making year moved to solidly profitable in one quarter, with revenue up 35.7% on a monthly run rate basis.
Blackjet Team · 1 September 2026
Sales Systems
A lot can change in 90 days
One thing I've been reminded of recently is just how much can change in a business in a relatively short period of time.
Mike Westbury · 25 August 2026
Sales Systems
Could you disappear for two weeks?
There's a conversation I keep having with business owners at the moment. It doesn't start as a sales conversation.
Mike Westbury · 18 August 2026
Sales Systems
Commission Structures – the good, bad and the ugly
One thing I've learned after working with sales teams for more than 20 years is that commission structures create as many problems as they solve.
Mike Westbury · 11 August 2026
Sales Systems
How to get your Sales Team to actually fill out the CRM
When I ran a recruitment sales team of 12 people, I often caught myself thinking the same thing most sales leaders think at some point: why can't they just update the CRM like they should?
Mike Westbury · 4 August 2026
Case Studies
How a Growing Business Shifted from Ad Hoc Selling to a Structured Sales Engine – Jolly Billboards
Our work with Jolly began with a series of conversations with the founder and sales representatives to understand how sales were currently happening across the business.
Blackjet Team · 28 July 2026
Sales Systems
What's your conversion rate?
Had a really interesting Discovery Call with a prospective client recently. Small team, plenty of pressure on them to keep bringing in new business.
Mike Westbury · 21 July 2026
Case Studies
From Ad Hoc to Authority: How Tudor Insurance Took Control of Their Market Positioning
Tudor Insurance Australia had an established social media presence, but it was not fully supporting their commercial objectives.
Blackjet Team · 14 July 2026
Case Studies
Known Before the Conversation: How Liverton Security Built Authority Across Local and International Audiences
Liverton Security knew they needed to show up consistently on social media in order to build visibility and credibility as they expanded into new markets.
Blackjet Team · 7 July 2026
Case Studies
Built From Scratch: How Caveo Established a Credible, Distinct Brand Presence in the NZ Insurance Market
Caveo wanted to launch as a standalone insurance brand in 2025, backed by the established Velocity Financial network.
Blackjet Team · 30 June 2026
Sales Systems
What we kept seeing in businesses just like yours
Everyone wants to close more deals and increase revenue. Sometimes we just need a little help doing that.
Christine Westbury, Founder · 23 June 2026
Case Studies
Building a Personal Brand – Scott McRobie
Our work with Scott started with a clear commercial objective. He was entering the Melbourne market and wanted to build brand awareness in a way that felt credible, consistent, and true to how he works.
Blackjet Team · 16 June 2026
Sales Systems
Why the numbers still feel personal
If you run a growing B2B business, this will feel familiar.
Mike Westbury · 9 June 2026
Social Media & Brand
The Mirror Theory: Why Authenticity is Key to Social Media Success for Your Business
Why do some people show fancy cars, expensive trips, and champagne drinking escapades on social media to promote their services and business?
Blackjet Team · 2 June 2026
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