Category Sales

Written by Benjamin Wenner Most PPC accounts stall because teams focus on the wrong work. Learn how to identify the bottleneck limiting growth. We’ve all been there. A client wants to scale their Google Ads account from €10,000 per month to €100,000. So, you do what any good PPC manager would do: Refine your bidding strategy. Test new ad copy variations. Expand your keyword portfolio. Optimize landing pages. Improve Quality Scores. Launch Performance Max campaigns. Three months later, you’ve increased ad spend by 15%. The client is… fine with it. But you know you should be doing better. Here’s the uncomfortable…

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by Ayaz Nanji Most marketers and salespeople say B2B buyers are less trusting of prospecting today compared with in the past, according to recent research from Sopro. The report was based on data from a survey conducted in October 2025 among 442 B2B sales and marketing decision-makers in the United Kingdom and the United States. Some 61% of respondents believe B2B buyers are less trusting of prospecting than before, 33% say buyers now expect more information and personalization, and 31% say buyers tend to be further through the research process before engaging with salespeople. Some 34% of sales respondents say deals now involve more decision-makers…

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by Marc Fanelli The line between B2B and B2C has never been blurrier. B2B buyers expect the same level of relevance, responsiveness, and personalization in a B2B setting as they do when shopping for a new pair of headphones online. The shift to hybrid work, proliferation of digital channels, and rise of cross-functional buying committees have made traditional firmographic targeting increasingly obsolete. Enter the business-to-person (B2P) model. B2P isn't just a new acronym; it's a new strategic mindset. To stay competitive, B2B marketers must embrace the complexity of reaching real individuals across channels, devices, and roles. Done right, this shift unlocks…

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You can now preorder my book on Amazon - HEYO! Here’s the link! And here’s this week’s podcast, our last podcast of the year. We talk about this post (and my fight to keep the part about raccoon breeders in the book).https://open.spotify.com/embed/episode/5nm0nxRxZDJPwj05xgZkf9 If you read any sales book, you’ll see that the first part of a sales call - or even the whole first call - is supposed to be this very important thing called “discovery.” In this “discovery” thing, we are supposed to ask questions. The prospect should respond with words. Their words should inform our pitch and demo. At a high level, this…

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BY GEORGE BRONTÉN One of my pet peeves is salespeople sending out proposals too soon. You’ve heard me talk about it before. In complex sales, proposals should never be the first thing you send, unless it’s with an existing customer who already knows you and knows they’re ready for something specific from you. Aproposal that is sent too early makes you cannon fodder. Your sales team discovers a lead, whether through an RFP, marketing lead, or outbound prospecting activities. The prospective customer thinks they know what they want, and they ask for a price. The salesperson gets excited, asks a few questions,…

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When customers aren’t ripping your product out of your hands, it’s very hard to know why. Is it your messaging? Positioning? Pricing? Product? Are you targeting the wrong ICP? Do you say something at minute 27 in every sales call that causes the perfect-fit customer to turn and run away? There are infinite reasons it might not be working and infinite things you could change. This might be the hardest part of the early stage, before the business’s physics are obvious. With ~infinite directions, it would be weird if you “fixed” the problem without knowing what the problem actually is. Worse: If you’re…

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