B2B Sales · Outbound · ABM · Go-to-Market
Practical ideas on prospecting, B2B sales, ABM and commercial expansion.
Sales Outsourcing
Outsourcing B2B sales vs hiring an in-house salesperson: what really changes
What doesn’t show up when you compare a salary with an invoice: recruitment, months of learning, tools and management time.
Read article →When does it make sense to hire an external sales partner?
When the founder handles all the sales, a new market needs opening or prospecting happens in fits and starts: when a sales partner fits and what to agree before you start.
Read article →Outsourced SDR vs in-house SDR: differences in cost, execution and ramp-up
Counting calls and emails doesn’t tell you whether prospecting is working. How long each model takes to produce useful conversations, and who has to oversee it.
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B2B Outbound
How to build a B2B outbound system that generates pipeline without relying on volume
When outbound isn’t working, more activity often looks like the obvious answer. But volume can hide a system that was set up wrong.
Read article →B2B cold calling: how to research an account before calling a decision-maker
Which signals to look for in a company, when to stop researching and how to use what you know on the call without reciting everything you found.
Read article →Multichannel B2B prospecting: how to coordinate phone, LinkedIn and email
What each channel is for, and how to let what you hear on a call shape the next email instead of following the sequence blindly.
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ABM
ABM in B2B: how to prioritise target accounts without turning prospecting into a database
Why two accounts that fit your ICP equally well don’t deserve the same effort, and how to reorder the list using what the market is telling you.
Read article →B2B account research: what to look into before contacting a decision-maker
What you need to know about an account to choose who to speak to and what to say, and why mentioning three details from their LinkedIn isn’t personalisation.
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B2B Sales
B2B discovery calls: how to diagnose before you present a solution
Do you show the product before you understand the problem? What to find out in a discovery call to know whether there is a real priority and whether a demo makes sense.
Read article →From discovery to close: how to manage a full-cycle B2B sale
How to carry what you learn on the first call into the demo, the proposal and the negotiation, and what might sit behind a price objection.
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Go-to-Market
How an international B2B company can enter the Spanish market
The customer who buys from you at home may not be the same one in Spain. How to test that before scaling, without setting up a local structure yet.
Read article →Selling B2B SaaS in Spain: prospecting, decision-makers and the sales process
Who to look for in a Spanish company when the person using the software isn’t the one holding the budget, and the steps the sale goes through to signature.
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Where are your B2B sales getting stuck? Let’s look at it in 20 minutes
A diagnostic video call, with no obligation. If we’re not a fit, I’ll tell you on the call.
- 01 Product and market
- 02 Bottleneck
- 03 Diagnosis