Last updated: September 10, 2026
In this section you will find guides and practical content on sales strategy, demand generation and sales growth for B2B companies. They are resources designed to help you better understand how to structure your sales process, attract more opportunities and improve conversion in your sales funnel.
Online tools and downloadable resources to help you make clear, well-informed decisions about your sales process.
Detect what is holding back your sales, identify your main areas of improvement and start prioritizing how to work on them.
Start the sales diagnosisWith this practical template you will be able to define your ideal customer and activate your sales strategy.
Discover the ICP templateResource to set up a simple CRM in Notion and prepare it to enhance it with AI in B2B sales.
Open resourceDiscover which formats, hooks and topics work best in your LinkedIn posts with this AI prompt.
Open toolThese contents are designed to help you improve customer acquisition and conversion and sales operations according to the growth phase of your company.
Sales system to generate opportunities constantly.
View sales strategy guideLearn how to document your sales goals, process and metrics.
View the sales playbook guideOrganize the pipeline and reduce repetitive team tasks.
View sales process guideImprove conversion at every stage of the sales funnel.
View sales funnel guideChannels and tactics to capture qualified leads.
View demand generation guideLearn how to apply AI to prospecting, CRM and demand generation.
Read the AI in sales guidePlan and scale experiments across acquisition, conversion and sales.
Read articleLearn what a Fractional CRO does and when the role can help your company grow revenue.
Read articleIf you want to apply these resources to your specific case, I can help you prioritize the actions with the most impact for your company and your moment of growth.
Get in touch for a no-obligation conversationA detailed description of the type of company your solution is best suited to serve. An ICP describes an organisation, not an individual: its sector, size, context, challenges and buying signals. Without a clear ICP, your team can waste time on opportunities that are unlikely to close.
A profile of the person involved in the buying decision at a target company: their role, priorities, concerns and how they evaluate solutions. Use it alongside your ICP to create more relevant prospecting messages and sequences.
A document that explains how your company sells: roles, the sales process, ICP-specific messaging, qualification criteria, performance metrics and best practices. A good playbook helps new salespeople work consistently from day one without relying on the founder's intuition.
The sequence of stages a prospect moves through, from first contact to closing the deal. Each stage has clear entry and exit criteria, defined actions and relevant metrics. Optimising the funnel means finding where the most opportunities are lost and addressing the specific friction at that stage.
The process of proactively identifying and contacting companies or people who fit your ICP before they find you. Outbound prospecting uses multichannel sequences—email, LinkedIn and calls—to start qualified conversations, not to close a sale in the first message.
The total cost of acquiring a new customer: sum of all sales and marketing expenses divided by the number of customers acquired in a period. It is a key metric to evaluate the profitability of the sales process and the viability of the business model.
Annualised recurring revenue. For subscription businesses and recurring contracts, ARR is a key indicator of business health and is often closely watched by investors.
The average time from first contact with a prospect to closing the deal. A common goal is to shorten the sales cycle without reducing the quality of customers won.
The set of active sales opportunities, organised by funnel stage. A well-managed pipeline helps you forecast revenue, spot bottlenecks and make resourcing decisions based on data rather than intuition.
The strategy that defines how a company brings its product or service to the market: who it targets, through what channels, with what message and with what sales model. A well-defined GTM strategy is the starting point of any scalable sales process.
Keep learning, book a call or get new resources delivered to your inbox. Here are three ways to stay in touch.