Episode 02: 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.