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6 articles

• Sales

  16 June 2026

  The Phased Outbound Growth Model: Why Brand Equity Comes Before the Cold Call

  Growth Framework The Phased Outbound Growth Model: Why Brand Equity Comes Before the Cold Call Why high-performing teams build brand equity and capture intent before they cold call, and the three-phase model that turns a small team into a pipeline engine. The instinct, when pipeline is thin, is to do more outbound immediately. More […]

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• Marketing · Sales

  16 October 2024

  How to Identify your Ideal Customer Profile (ICP) and make a Buyer Persona

  Define your ICP The goal of this assignment is to define a detailed and actionable Ideal Customer Profile (ICP). A well-defined ICP helps generate more targeted leads, optimize marketing and sales efforts, and ultimately increase revenue predictability. An Ideal Customer Profile is a detailed description of the type of company that benefits most from your […]

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• Sales

  16 October 2024

  Blue Ocean Strategy for Sales-Led B2B Companies

  Create New Markets and Leave the Competition Behind with a Blue Ocean Shift for Sales-Led B2B Companies In competitive B2B markets, growth often feels like a zero-sum game. More competitors. Higher customer acquisition costs. Longer sales cycles. More pressure on already expensive sales teams. But what if growth didn’t depend on outperforming competitors at all? […]

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• Sales

  16 October 2024

  Revenue Forecast: Why It Matters and How to Do It

  Why Create a Revenue Forecast? A revenue forecast allows you to anticipate your future revenue, allocate resources efficiently, and make informed hiring, production, and investment decisions. By understanding and projecting your revenue streams, you gain earlier visibility into what revenue is likely to come in and when. This helps you plan resources more effectively, spot potential […]

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• Sales

  23 November 2022

  Six Preconditions for Consistent and Effective Lead Follow-Up

  Achieving a steady and predictable flow of new sales requires sales leads. However, this is often easier said than done. Leads are sometimes forgotten, the customer drops out early, or there are internal discussions about the actual value that you offer. You have probably experienced this before. For successful lead follow-up, we offer the following six preconditions:

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• Sales

  11 November 2022

  Five Ingredients to Optimize Your Sales in Today’s Market

  Anyone who wants to boost sales will benefit from a constant flow of new leads. However, this is quite a challenge. Reasons may include: fewer customer visits in recent months or years; not being able to find knowledgeable sales people (sometimes due to labor shortage); and, unfortunately, an increase in bankruptcies. These factors mean that more work needs to be done to yield the same number of leads, especially when you are looking for high-quality leads. Do you need help with sales optimization? Let’s be honest: sales is difficult. Finding the right strategy and focusing on the right areas are challenging. In addition to these two elements, sales optimization requires a constant dialogue, a valuable network and uniformity in the communication towards your customers. Which can be rather difficult. Our team of specialists has helped many other B2B organizations with their challenges. Feel free to contact us to find an answer to yours.

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