Sales Process
21 posts in this category.
What Is B2B Revenue Operations (and When to Hire)?
A plain-English guide to B2B revenue operations: what RevOps actually does, the alignment problem it fixes, and the signals that mean it's time to hire.
Read essayAI for Acquisition: What to Automate, What to Keep Human
AI can run lead research, personalisation and follow-up in B2B acquisition, but not the deal itself. Here is the exact split that doubled output without spammy outreach.
Fractional CMO for SaaS: What You Actually Get
A fractional CMO for SaaS builds pipeline, sharpens positioning, and aligns your marketing motion, without a €200K full-time hire. Here is how it works.
Fractional CMO for SaaS: When You Need One (and When You Don't)
A fractional CMO for SaaS gives you senior GTM leadership without a full-time hire. Here's when it works, what you get, and the metrics that prove it.
Fractional CMO for SaaS: Pipeline Over Vanity Metrics
What a fractional CMO for SaaS actually does: build pipeline, pick the right PLG or sales-led motion, and hit ARR targets without a full-time hire.
Consensus Selling: How to Close a Buying Committee
Consensus selling is how you get an entire buying committee to say yes. Here's the practical framework I use to build internal agreement and close B2B deals.
Digitising Your Sales Process: Where to Actually Start
Digitising your sales process without killing the human conversation: which tasks to automate first, how to pick a CRM, and the mistakes to skip.
Fractional SEO Director for B2B SaaS: When to Hire One
A fractional SEO director owns your B2B SaaS search strategy, technical fixes, and content roadmap without a full-time hire. Here is when it beats in-house.
Lead Generation Software: What Actually Matters
After running the stack daily, here's what to check before you buy lead generation software: data quality, deliverability, and whether it can spot real interest.
B2B SaaS Go-to-Market Strategy: A Practical Framework
The exact go-to-market framework I use to take B2B SaaS from stuck to selling: ICP, positioning, channels, and a first-90-days motion that actually books calls.
B2B Fractional CMO Services: Leadership Without the Full-Time Hire
When your B2B SaaS needs marketing direction, not just more execution. What a fractional CMO actually does, how the engagement works, and when to hire one.
LinkedIn Lead Generation: Why Cadence Beats Volume
LinkedIn lead generation stalls when you chase volume. Here is why the weekly invite ceiling, acceptance rates, and spacing between touches decide your results.
B2B Lead Generation in 2026: An Operator's Walkthrough
How B2B lead generation actually works in 2026, from ICP to measurement. Real reply rates, real sequencing, and why your raw numbers lie.
Outsourcing Lead Generation: Costs, Reality, Pitfalls
What outsourcing lead generation actually costs, what the first 90 days really look like, and why who you email beats what you write. Real numbers inside.
Outsourcing Cold Outreach: What It Actually Buys You
Outsourcing cold outreach works, but not always. The real reply numbers from 33,112 emails, why it is email and LinkedIn, and the two cases where it costs you money.
What Is a Fractional Marketing Team? (And When SaaS Needs One)
A fractional SEO director and marketing team gives B2B SaaS senior firepower without a full-time salary. Here is how the model works, what it costs, and when to use it.
European B2B SaaS Sales Benchmarks: What Good Looks Like
The real European SaaS sales benchmark numbers, win rates, cycle length, ACV, ramp and reply rates, pulled only from named public reports, with EU-vs-US context.
What Is a Revenue Operations Consultant (and When to Hire One)?
A revenue operations consultant fixes the systems behind your sales numbers. Here's what they actually do, typical projects, and the signals it's time to hire one.
How to Choose a Go-to-Market Consultant for B2B SaaS
A practical guide to hiring a go to market consultant: what they actually do, the engagement models, red flags, and exactly when it makes sense to bring one in.
What Is a Discovery Call? The B2B SaaS Founder's Guide
A discovery call is the first real sales conversation where you qualify a prospect and understand their pain. Here's how to run one that actually leads to deals.
47 Discovery Call Questions That Actually Qualify B2B Prospects
The best discovery call questions reveal budget, authority, need, and timeline without feeling like an interrogation. Here are 47 questions organized by framework.
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