“I am not sure who to target”
Get to a target list your team can act on before spending anything on outbound.
Insights
Answers to the GTM questions technology companies ask most.
Practical, hands-on articles on targeting, positioning, outbound, qualification and founder-led sales in B2B technology. No hype and no invented statistics. Each article ends with questions you can check against your own pipeline.
Start With Your Situation
Pick the problem you have. Read what helps first.
“Outbound is not getting replies”
Fix the research, message and qualification that sit behind your reply rate.
“Our sales process lives in people's heads”
Turn stages, qualification and the CRM into something the team can run and review.
“The founder is still doing all the selling”
Spot when founder-led sales stops scaling, and what to hand over first.
All Articles
Read by theme.
- GTM
How to define an ICP your sales team can actually use
A usable ICP lets someone decide in minutes whether an account belongs on the target list. Here is how to build one for a B2B technology company.
Read article - GTM
Positioning for technology companies: lead with the problem, not the product
Technology companies often describe what they built instead of what it changes for the buyer. How to rewrite positioning so buyers recognise themselves in it.
Read article - Market Entry
Choosing which international market to enter first
For technology companies selling beyond their home market, the first market should be chosen on signal and access, not size alone.
Read article - Outbound
Outbound that earns replies: research first, volume second
When outbound is not working, the usual response is to send more. In B2B technology sales, better targeting and research usually matter more than volume.
Read article - B2B Sales
What counts as a qualified sales conversation?
Booked meetings are not the same as pipeline. A clear, shared definition of qualification keeps outbound and sales working on the right accounts.
Read article - AI in Sales
Where AI helps in B2B sales, and where it hurts
AI tools can make research and preparation faster. Used to replace judgement or to send more generic messages, they usually make outbound worse.
Read article - Founder-led Sales
When founder-led sales stops scaling
Founder-led sales is often the right way to win early customers. The signs it has reached its limit, and what to put in place before handing it over.
Read article - Revenue Operations
A CRM setup that supports decisions, not just records
Many teams have a CRM that nobody trusts. How to structure stages, fields and reporting so the CRM answers real commercial questions.
Read article
Let’s Talk
Have a question about your own situation? Ask it directly.
Tell me what you sell, who you sell to and what is getting in the way of growth. I will tell you honestly whether and how I can help.