Who really makes B2B buying decisions? Find the right contact first
Who makes B2B buying decisions: the roles in the buying committee, who signs depending on company size, and how to pick the right contact before you write.
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B2B prospecting method
From the first signal to the meeting, step by step.
Before a company buys: the B2B buying journey and the dark funnel
The B2B buying journey and the dark funnel: the 5 stages before first contact, the public traces they leave and the right moment to write to a prospect.
B2B sales appointment setting: from buying signal to meeting in 4 steps
Sales appointment setting in 4 steps: go from a buying signal to a booked B2B meeting. Detect, qualify, engage, meet, with real examples throughout.
B2B sales prospecting in 2026: what works and what no longer does
B2B sales prospecting in 2026: what no longer works (volume, generic messages) and what still does (buying signals, a real opener, follow-up to a meeting).
AI sales prospecting: why use it, and the key benefits
AI sales prospecting: how AI prospecting spots the right people from buying signals, its benefits for a sales team, and how to choose the right tool.
How do you find a business problem to launch a startup?
Finding a business problem to launch a startup: set your hypotheses, check them in interviews, throw out bad data, then decide and execute. Step-by-step method.
Good and bad questions for a customer discovery interview
Customer discovery interview: the good and bad questions to ask, using the “Mom Test”. Talk about past facts, not opinions or promises about the future.
Hot prospects: how to spot them and find the right time to reach out
Hot prospects and hot leads: what they post, like and comment on LinkedIn shows when they are looking for a solution, and the right time to contact them.