Insights
B2B sales guides — page 8
More practical, data-backed guides on growing B2B sales and distribution.
Appointment setting: keep closers closing
Your best closers shouldn't spend their days prospecting and dialling — they should spend them in meetings with qualified buyers. Appointment setting separates the two jobs, so specialists fill the calendar and closers do what they do best.
Read the guide →Cold CallingObjection handling: not now isn't no
Objections aren't rejections — they're the normal friction of a real conversation, and often a sign of engagement. The skill isn't pressuring past them but understanding and addressing them, so a hesitant prospect becomes a genuine opportunity rather than a hang-up.
Read the guide →Cold CallingCold calling vs cold email: use both, wisely
Cold calling and cold email are often pitted against each other, but they're complementary tools with different strengths. Calling is direct and interactive; email is scalable and low-friction. The best outbound uses them together, not one instead of the other.
Read the guide →Cold CallingWhen is the best time to cold call?
Timing won't rescue a bad list or a weak pitch, but it does move the needle: calling when decision-makers are more likely to be available and receptive lifts connect rates. Knowing the better windows — and testing for your own market — is a simple, free edge.
Read the guide →Cold CallingSales cadence: the follow-up most teams skip
The deals your competitors lose are usually the ones they stopped following up on. A sales cadence — a planned sequence of touches over time — turns persistence from a matter of memory and willpower into a reliable system, and persistence is where most outreach quietly succeeds or fails.
Read the guide →Cold CallingGetting to the people who actually decide
In B2B, the person who answers rarely makes the decision — and decisions are made by groups, not individuals. Reaching the real decision-makers, and understanding the whole buying group behind them, is one of the hardest and most important parts of outbound.
Read the guide →Cold CallingOutsourcing cold calling: when it makes sense
Cold calling is hard to do well in-house — it needs trained callers, good data, disciplined follow-up, and constant management. Outsourcing it gives you all of that as a service, letting you fill the pipeline without building and running a calling operation yourself.
Read the guide →AI & Sales StrategyAI in B2B sales: amplifier, not replacement
AI is genuinely changing B2B sales — scoring leads, cleaning data, personalising outreach, and automating admin. But it amplifies good selling rather than replacing it. The businesses that use AI to make good selling better gain an edge; those expecting it to sell for them don't.
Read the guide →AI & Sales StrategyThe modern B2B buying journey has changed
B2B buyers have changed how they buy, and sellers who haven't adapted are losing. Buyers now do most of their research alone, spend little time with any supplier, decide in groups, and increasingly prefer digital channels. Understanding this new journey is essential to selling into it.
Read the guide →AI & Sales StrategyBuilding a sales pipeline that doesn't run dry
A sales pipeline that runs dry is the recurring nightmare of every sales team — feast one quarter, famine the next. Building a reliable pipeline means generating opportunities consistently, not in bursts, so that there's always enough qualified pipeline to hit your targets predictably.
Read the guide →AI & Sales StrategySales and marketing alignment: end the blame game
In too many businesses, sales and marketing are at war — marketing blames sales for ignoring leads, sales blames marketing for sending bad ones. Aligning them around shared goals, definitions, and handoffs turns two functions pulling apart into one revenue engine pulling together.
Read the guide →AI & Sales StrategyAccount-based selling: fewer targets, deeper focus
Instead of casting a wide net and chasing many leads, account-based selling picks a focused set of high-value target accounts and pursues each deliberately, engaging the whole buying group. For the right businesses, going deep on the right accounts beats going wide on everyone.
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