Insights from real GTM systems.
Not a theory blog. Everything we write here comes from systems we build and operate for clients, from customer acquisition to RevOps.
Customer Acquisition & Prospecting
B2B Cold Calling: How to Do Outbound Phone Prospecting Right in 2026
Legal basics, call structure, objection handling, and KPIs for effective B2B cold calling, with real benchmarks from practice.
What Is Sales Prospecting? Definition, Types, and Examples
Sales prospecting explained: definition, types (cold/warm, outbound/inbound), and real-world B2B examples.
B2B Customer Acquisition Strategies: 7 Tactics That Actually Work in 2026
7 concrete B2B customer acquisition tactics that actually work in 2026: ICP, multi channel, trigger events and more.
B2B Customer Acquisition: Strategies, Methods, and Real Results
Proven strategies, channels and real campaign data for a systematic acquisition engine instead of random outreach.
Lead Generation & Lead Management
B2B Lead Generation: The Complete Guide for 2026
How it differs from customer acquisition, the channels that matter, and the handoff to lead management.
Lead Nurturing & Lead Scoring: From Contact to Qualified Lead
How they work together, a simple scoring model to rebuild, and where both meet in the CRM.
Lead Management Software: The Best Systems Compared
Pipedrive, HubSpot, ActiveCampaign, and Salesforce Sales Cloud compared, and which system fits which team.
B2B Lead Qualification: How to Separate Good Leads from Bad
How BANT and MEDDIC work, when each framework fits, and who on the team should own qualification.
Sales Automation & RevOps
B2B Sales Automation: How Companies Digitize Their Sales Process
Which processes are worth automating first, how to roll it out step by step, and the mistakes that make it fail.
B2B CRM: How to Choose, Roll Out, and Maintain the Right System
B2B CRM in sales: how to choose the right system, roll it out without the usual pitfalls, and keep the data clean day to day.
Sales Process Optimization: From Manual to Automated
How to spot an inefficient sales process, which bottlenecks an audit surfaces, and how the move to automation actually works.
RevOps for B2B: What Revenue Operations Actually Means
How RevOps differs from classic sales ops, what a RevOps team actually does, and when the function starts to pay off.
Target Audience, ICP & Buyer Persona
B2B Target Audience Analysis: How to Find Your Ideal Customers
Methods for B2B target audience analysis, and how it sets up the transition to a clearly defined ICP.
Ideal Customer Profile (ICP) vs. Buyer Persona: What's the Difference?
The difference in one sentence, the key dividing line, and when you actually need which concept.
How to Define an Ideal Customer Profile (ICP) in B2B: The Ultimate Guide
What an ICP is, which criteria belong in one, and how to define yours systematically in 5 steps, including common mistakes.
B2B Buyer Persona: Template and Real World Examples
A ready to use template, the step by step process, and filled out B2B examples for your buyer persona.
Cold Outreach & AI in Sales
Cold Email in B2B: Structure, Examples, and Legal Limits
The anatomy of a message that gets answered, example structures, and how consent rules differ by market.
LinkedIn Outreach: How to Win B2B Customers on LinkedIn
Your profile as a landing page, connection requests that do not read as spam, and pairing it with email.
ChatGPT for Sales: Use Cases for B2B Sales Teams
Where the tool genuinely saves time, where it causes damage, and the limit no prompt will move.
Sales Strategy & Go-to-Market
B2B Go-to-Market Strategy: A Step-by-Step Guide
The four building blocks, six steps to build one, and the most common mistakes that make GTM strategies fail.
How to Build a Sales Team: A Guide for Founders and Scale-ups
The right timing, the first decisions, and the most expensive mistakes in early-stage sales building.
How to Develop a B2B Sales Strategy: From Concept to Execution
The difference from GTM strategy, the two building blocks organization and methodology, and the handoff into execution.
Product Launch Strategy: What a Successful B2B GTM Plan Looks Like
How it differs from GTM strategy, when it's worth building, the three phases of a launch, and the most expensive mistakes.
Sales Pipeline, Funnel & Performance
Pipeline Management Software: The Best Tools Compared
Five systems side by side, the three criteria that actually differ, and where the line to a CRM sits.
Sales KPIs That Actually Matter
Activity, pipeline and outcome metrics: which numbers change decisions and which only fill reports.
B2B Sales Reporting: How to Make Your Pipeline Visible
Which dashboard, which rhythm, which audience, and when a separate BI tool is actually worth it.
B2B Sales Funnel: How to Build and Optimize It Step by Step
The stages, two metrics per stage, and how to find the bottleneck that is actually costing you deals.
Podcast & Expert Insights
Engineering Your GTM Stack: Why Cold Outreach Won't Die and What GTM Engineers Become
Nicolas Schell on The GTM Engineer Podcast: what a GTM automation agency builds, a 3,000-lead conference campaign, and why cold outreach will not die.
Clay in B2B Sales: When It Pays Off and How to Avoid Expensive Mistakes
Nicolas Schell on the Sales Pepper podcast: when Clay pays off, how to avoid expensive mistakes, and what actually works in cold outreach today.
GTM Engineering: How a Mid-Sized Company Replaced Its 40-Person Sales Team with an AI System
Nicolas Schell on the Digitale Optimisten podcast on Clay, cold outreach, and AI in B2B sales.
B2B Sales Signals: Which Ones Actually Work, and Which Don't
Nicolas Schell on the B2B Sales Master podcast: which sales signals in cold outreach actually work, and which just waste your time.
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