Ayaan Zubair
Founder & CEO, Koachly
Ayaan Zubair started Koachly after watching good reps lose deals their managers couldn't help with in time. He writes many of the guides on the blog.
LinkedIn profile69 posts
Posts by Ayaan Zubair
- Sales
Sales Call Script: A Simple Template You Can Make Your Own
A sales call script that sounds like you: a simple six-part template, three examples for cold, discovery and demo calls, and what to cut. Start free.
- Management
How to Coach Sales Reps: A Weekly Routine That Works
How to coach sales reps without hours of call review: pick one skill, coach from real call moments, practice it, then check the next call. Start free.
- Sales
Talk-to-Listen Ratio: What Good Looks Like on Sales Calls
What the talk-to-listen ratio is, what a healthy range looks like on discovery and demo calls, and five simple ways to talk less on calls. Start free.
- Management
Sales Roleplay Scenarios: 12 Ideas to Practice This Week
Twelve sales roleplay scenarios for cold calls, discovery, demos, pricing and renewals, with the buyer's lines and what good looks like. Start free.
- Sales
Sales Follow-Up Email: 6 Templates to Send After a Call
Write a sales follow-up email the buyer will read: what to include, when to send it and six short templates for after discovery and demos. Start free.
- Management
How to Review a Sales Call in 15 Minutes: A Checklist
How to review a sales call in 15 minutes: what to listen for, a simple checklist and how to turn what you hear into 3 fixes for next time. Start free.
- Management
Sales Coaching Questions: 30 to Ask Your Reps in a 1:1
Thirty sales coaching questions managers can ask in a 1:1, grouped by deal, skill and growth, plus how to use the answers. Start free with Koachly.
- Sales
How to End a Sales Call With a Clear Next Step
How to end a sales call so the deal keeps moving: sum up, ask for a real next step, book it before you hang up and confirm it by email. Start free.
- Sales
How to Get Past the Gatekeeper Without Tricks
How to get past the gatekeeper on cold calls without tricks: be clear, ask for help, use what they tell you and know when to call back. Start free.
- Sales
The Upfront Contract: Set the Agenda in the First Minute
What an upfront contract is, a word-for-word example and how to use it to open any sales call so both sides know the plan and the next step. Start free.
- Sales
How to Handle Price Objections Without Caving on Price
"Too expensive" is rarely about price. How to handle price objections by anchoring to outcomes and finding the real concern before a discount. Start free.
- Sales
The Real Reason Your Sales Calls Stall at Discovery
Most sales calls stall in discovery, not at the close, when reps accept the first answer. What great discovery looks like and how to go deeper. Start free.
- Recruiting
What Makes a Great Recruiting Interview? Three Habits That Work.
What makes a great recruiting interview? Three habits that set strong interviewers apart, from 200 conversations. None are about the questions. Start free.
- Product
Private AI Coaching vs Post-Call Analysis: Why Timing Matters
Post-call tools say what happened. Private AI coaching helps while the moment is open: the insight-action gap, privacy and when each fits. Start free.
- Sales
5 Active Listening Techniques That Close More Deals
Five active listening techniques for sales calls: pause, reflect back, ask a follow-up, take notes and summarize, so buyers feel heard. Start free.
- Management
The Manager's Playbook for Evidence-Based Coaching
Evidence-based coaching for sales managers: coach from real call moments, not memory, with a simple weekly routine and a 1:1 built on evidence. Start free.
- Recruiting
How to Run a Phone Screen That Actually Predicts Success
How to run a phone screen in 30 minutes that tests thinking, drive and fit, with three revealing questions and a clean way to close the call. Start free.
- Sales
Cold Calling Tips: What Still Works and What to Drop
Cold calling tips that still work in 2026: what to drop, what to say in the first 15 seconds, quick research and early objections. Start free with Koachly.
- Product
How Financial Advisors Are Using AI Coaching to Improve Client Conversations
How AI coaching for financial advisors helps them stay compliant, ask better discovery questions and stay calm on hard client calls. Start free today.
- Recruiting
How to Reduce Unconscious Bias in Recruiting Interviews
Unconscious bias in recruiting is a process problem. The structural fixes that work, why the debrief matters most and how live support helps. Start free.
- Management
The Sales Manager's Coaching Time Problem (And How AI Solves It)
Sales manager coaching time always runs short. Why that happens, what managers need to coach well, and how AI coaching changes the job. Start free today.
- Sales
What the Top 1% of Sales Reps Do Differently on Every Call
What top sales reps do differently on every call: they talk less, ask a second question, use the buyer's words and set a clear next step. Start free.
- Product
AI Coaching for Customer Success Teams: Beyond Sales
How AI coaching for customer success helps CSMs on churn risk calls, expansion talks and QBRs, so they keep and grow more accounts. Start free today.
- Sales
50 Discovery Questions That Uncover Real Buying Intent
Fifty discovery questions grouped by stage: situation, problem, implication and payoff. Use them to find real pain, urgency and intent to buy. Start free.
- Sales
How to Win Back Lost Deals: The Re-Engagement Playbook
A lost deal isn't always gone. Win back lost deals with trigger-based outreach, answer "we went with someone else" and play the long game. Start free.
- Product
How AI Call Center Coaching Improves Agent Performance
How AI call center coaching helps agents on high-volume calls: live agent assist, script adherence, compliance and the metrics that move. Start free.
- Sales
Objection Handling: The Complete Playbook for Modern Sales Teams
A complete guide to objection handling: the four types of pushback, the LAER framework, scripts that work and how live tips help mid-call. Start free.
- Management
Conversation Intelligence: The Complete Guide for Sales Leaders
What conversation intelligence is, how it differs from call recording, the metrics worth tracking and how to roll it out to a sales team. Start free.
- Sales
20 Sales Call Best Practices That Top Performers Use Every Day
Twenty sales call best practices top reps use every day, from prep before the call to openers, discovery, objections and the follow-up after. Start free.
- Management
Coaching New Sales Reps in Their First 90 Days: A Manager's Guide
A week-by-week plan for coaching new sales reps through their first 90 days: foundations, skill building, then patterns and ownership. Start free.
- Recruiting
How AI Is Changing Recruiting Interviews
How to use AI in recruiting interviews: screen candidates, run structured interviews at scale, reduce bias and measure interview quality. Start free.
- Sales
The 7 Most Common Sales Objections and How to Handle Them
The 7 common sales objections every rep hears, from price and timing to competitors and trust, with what to say to each one on your next call. Start free.
- Recruiting
Hiring Remote Sales Teams: What Great Interviewers Do Differently
Hiring remote sales teams takes a different interview. The signals to look for, how to test async communication and the red flags to avoid. Start free.
- Product
Why Real-Time Coaching Beats Post-Call Reviews Every Time
Real-time coaching vs post-call reviews: feedback days later is easy to forget. Why help during the call sticks, and when reviews still help. Start free.
- Management
How to Calculate ROI on AI Sales Tools Before You Buy
Work out AI sales tools ROI yourself: three simple models for close rate, ramp time and manager time, plus how to build the business case. Start free.
- Sales
The Complete Guide to AI Sales Coaching Software
Our AI sales coaching software guide: what these tools do, how they work, which features matter and how to judge the return before you buy. Start free.
- Sales
Enterprise Sales Coaching: How to Coach AEs Who Think They Don't Need It
Enterprise sales coaching for senior AEs who think they don't need it: earn trust, coach on what not how, and use deal reviews and data. Start free.
- Sales
How to Handle Procurement Objections Without Losing the Deal
Procurement plays by different rules. How to answer the four most common procurement objections and keep your champion engaged until signature. Start free.
- Recruiting
Structured vs Unstructured Interviews: What the Research Says
Structured vs unstructured interviews: what the research says about predicting job success, why unstructured ones persist and how to switch. Start free.
- Management
Sales Coaching vs Sales Training: Why the Distinction Matters
Sales coaching vs sales training: training teaches a skill once, coaching builds it over time. When each works, and the most common mistake. Start free.
- Sales
MEDDIC vs SPIN vs BANT: Which Sales Framework Actually Works?
MEDDIC vs SPIN vs BANT, compared in plain words: what each sales framework is good at, where it falls short and when to use each one on deals. Start free.
- Management
How to Build a Sales Coaching Culture That Sticks
Most programs fade in months. Build a sales coaching culture that lasts: four elements, the manager's role, AI's role and how to measure it. Start free.
- Recruiting
The Hidden Costs of a Poor Interview Process (And How to Fix Them)
A poor interview process costs more than one bad hire: candidate drop-off, interviewer hours and biased picks. Where it hides, how to fix it. Start free.
- Sales
The B2B Discovery Call Framework That Shortens Sales Cycles
A B2B discovery call framework in five steps: pre-call research, the opening, four levels of questions, the exit and the summary that follows. Start free.
- Sales
What Is AI Sales Coaching? A Plain-English Guide for Sales Leaders
What is AI sales coaching? A plain guide for sales leaders: the two types, what it can and can't do, what to look for and how to judge ROI. Start free.
- Sales
Discovery Call Best Practices: 15 Questions That Win More Deals
15 discovery call questions top AEs use to qualify prospects, build trust, and book next steps. Plus how AI coaching helps you nail every discovery call.
- Product
Real-Time Sales Coaching: What It Is and Why Your Team Needs It
Real-time sales coaching gives reps instant guidance during live calls — no more waiting for a weekly review. Here's how it works and why it matters.
- Sales
How to Handle Sales Objections on Cold Calls: A Rep's Playbook
The most common cold call objections and how to handle each one — with word-for-word responses you can use. Includes a framework for thinking on your feet.
- Management
Sales Coaching for Remote and Hybrid Teams: The Manager's Playbook
How to coach remote and hybrid sales reps consistently — without listening to every call. A practical guide for modern sales managers and team leads.
- Management
The Sales Manager's Complete Guide to Call Scoring
How to set up a call scoring system for your team, choose the right dimensions to score, calibrate across managers, and use scores to run better 1:1s.
- Sales
Cold Calling Scripts That Actually Work in 2026 (+ Word-for-Word Examples)
7 cold calling scripts with word-for-word openers, objection handles, and voicemail lines. Based on what works in 2026 — not templates from five years ago.
- Management
Sales Manager 1:1s: How to Run Them So Reps Actually Improve
A practical guide to running weekly sales 1:1s that actually improve rep performance — what to cover, what to avoid, and how to prepare with call data.
- Sales
Sales Demo Best Practices: How to Run a Product Demo That Wins
A step-by-step guide to running product demos that move deals forward — from agenda to close, with the most common mistakes to avoid.
- Management
Win/Loss Analysis: The Complete Guide for Sales Teams
How to run a win/loss analysis programme — what data to collect, how to turn patterns into coaching, and why most teams do it wrong.
- Management
How to Run a Pipeline Review That Actually Improves Deals
A framework for running pipeline reviews that coach reps, surface at-risk deals, and actually change outcomes — not just report on numbers.
- Sales
Sales Closing Techniques: 12 Methods That Actually Work in 2026
The 12 most effective sales closing techniques — from the summary close to the trial close — with examples for each and when to use them.
- Sales
Sales Voicemail Scripts That Get a Callback (With Examples)
Proven voicemail scripts for cold outreach, follow-ups, and re-engagement — with the psychology behind why they work and mistakes to avoid.
- Sales
Cold Email Sequences: How to Write Outbound Emails That Get Replies
A practical guide to building cold email sequences that open conversations — subject lines, body structure, follow-up timing, and examples that work.
- Sales
How to Build a Champion in B2B Sales (And Why It Wins Enterprise Deals)
How to identify, develop, and mobilise an internal champion in complex B2B deals — the single biggest lever for winning enterprise sales.
- Sales
Multi-Threading in Sales: How to Navigate Buying Committees and Win
How to engage multiple stakeholders in complex B2B deals — from the first discovery call to the final sign-off — without losing momentum.
- Management
How AI and Conversation Data Improve Sales Forecast Accuracy
How leading sales teams use conversation intelligence and AI to build more accurate forecasts — and the call signals that predict which deals will close.
- Management
Founder-Led Sales to Sales Team: The Transition Playbook
How to move from founder-led selling to a scalable sales team — what to document, how to hire, and how to coach without losing what worked.
- Sales
How to Research a Prospect Before a Sales Call (The 10-Minute Checklist)
The exact 10-minute pre-call research process top reps use — what to look up, where to find it, and how to turn it into questions that open conversations.
- Sales
Account-Based Selling: The Complete Guide for B2B Teams
How account-based selling works, how it differs from ABM, and how to run an ABS motion that aligns sales and marketing to win strategic accounts.
- Sales
Sales Negotiation Tactics: 15 Techniques That Close More Deals
15 proven sales negotiation tactics — from anchoring to the walkaway — with real examples and a framework for staying in control of the conversation.
- Management
The 10 Sales Pipeline Metrics Every Manager Must Track
The 10 sales pipeline metrics that actually predict revenue — what each one means, how to calculate it, and what to do when the numbers move.
- Management
How to Manage an Underperforming Sales Rep (Without Destroying Morale)
A practical guide for sales managers — how to diagnose why a rep is underperforming, what to do first, and when a PIP is the right call.
- Sales
NEAT Selling: The Sales Methodology That Cuts Through Noise
NEAT selling explained — how Needs, Economic Impact, Access to Authority, and Timeline help reps qualify faster and close more deals.
- Sales
How to Run a Renewal Call That Retains Customers and Expands Revenue
A step-by-step renewal call playbook — how to set the right agenda, handle "we're looking at alternatives", and turn renewals into expansion opportunities.