Sales Process
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.
Category
Sales Process
16 posts in this category.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.
Sales Process
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.