Employee Advocacy in B2B Sales: Why Prospects Meet People They Already Know
Cold outreach is saturated. Why prospects meet people they already recognise, why so few salespeople post on LinkedIn, and how to remove the barriers.
Blog
Practical writing on B2B sales: how buyers decide, and how to build a sales function that is there when they do.
Revenue Generation Framework™ series
Seven layers, one post each, built from the bottom up. Start with the introduction.
- IntroductionB2B Sales Strategy Before Tools: Why New Software Won’t Fix Your Revenue Problem
- 1 ValueCustomer Value in B2B Sales: Where Every Sales Strategy Should Start
- 2 Buying processThe B2B Buying Process: Why It Matters More Than Your Sales Process
- 3 InformationB2B Customer Information: Let Buyers Tell You What They Need
- 4 TouchpointsB2B Buyer Touchpoints: Be Where Your Customers Research
- 5 SignalsBuying Signals in B2B: Know Who Is Engaging With You
- 6 NurturingB2B Lead Nurturing: How to Make Prospects Expect Your Call
- 7 ContentB2B Content Strategy for Every Stage of the Buying Journey
More posts
Sales or Marketing Budget Cuts? Where to Save in a Downturn
Cutting marketing or sales in a downturn often costs more than it saves. Where to save instead, how to fix weak leads, and quick wins for both teams.
Content Marketing for Key Account Sales: Why Marketing Is Sales’ Best Friend
Key account managers often say content doesn’t work in their business. Why it does, and how to use content phase by phase when the customer won’t meet you.
RevOps Explained: Aligning Sales, Marketing and Customer Success
Revenue Operations brings sales, marketing and customer success together around one revenue goal. Five steps from a sales-led model to RevOps that works.
A B2B Website That Sells: Turning Your Site Into a Sales Tool
Your website is a salesperson who never sleeps. What a selling B2B website does for you, how to recognise one, and why a business card site is a missed chance.
Want to know where your sales engine breaks?
I audit all seven layers. You get a gap report showing exactly where the pyramid breaks, and a prioritised 90-day plan.