B2B sales guides
Step-by-step answers to the questions B2B sellers ask most: where to find leads, how to reach the right person, and how to move a deal forward.
Short answer
These guides answer practical B2B sales questions with steps you can follow today: how to find leads and decision makers, build a prospect list, find a business email address, write and time a cold email, qualify a lead, run discovery and close a deal. Each guide ends in a worked example and a checklist.
How to get clients for a B2B service business: start with trust, then scale
How to get clients for a B2B service business: past clients, referrals, partners and targeted outreach, with four templates, client math and a worked example.
GuideB2B lead generation: how many leads you need, where to get them and what to pay
B2B lead generation step by step: define the buyer, size the market with Census data, pick channels by deal size, do the funnel math and follow CAN-SPAM.
GuideLinkedIn lead generation: how to find leads on LinkedIn and turn them into conversations
LinkedIn lead generation step by step: search filters, LinkedIn's invitation and InMail limits, connection notes under 200 characters and a worked weekly plan.
GuideHow to close a sale: eight steps, the right close for the moment and a worked B2B example
How to close a sale in B2B: eight steps, which closing technique fits which moment, a close plan template, the discount arithmetic and a worked example.
GuideCompany leads: where to find companies that fit, free and paid
Where to find company leads: free public records, B2B databases, lead vendors and AI tools compared, plus timing signals and how to test any source first.
GuideThe 7 stages of the sales process, from prospect to expansion, with exit criteria for each
The 7 stages of the sales process, from prospecting to closing and expansion, with an exit criterion for each, a worked deal and how to find leaking stages.
GuideAccount-based marketing strategy: how to build an ABM program in 90 days
Account-based marketing strategy step by step: score and tier accounts, map buying groups, plan plays by tier, launch in 90 days and prove lift with a holdout.
GuideHow to generate leads in sales: 10 sources ranked, a weekly routine and the numbers to track
How to generate leads in sales: 10 lead sources ranked by speed and effort, a weekly routine, three email templates and a worked example of hours per lead.
GuideSales forecasting methods compared: one company's numbers through eight methods
Sales forecasting methods compared on one data set: run rate, moving average, seasonal, smoothing, weighted pipeline, categories and cycle length, with errors.
GuideHow to sell to small businesses: who decides, what wins and the numbers that make it pay
How to sell to small businesses: Census counts by size, who decides at each size, how owners buy, two scripts and the cost-of-sale math that makes it pay.
GuideInbound vs outbound sales: the differences, what each really costs and how to choose
Inbound vs outbound sales compared: speed, control, lead quality and cost per meeting and per customer, with the math, a two-year example and a decision table.
GuideHow to write a cold email that gets a reply, line by line
How to write a cold email step by step: the first line, the problem, proof and the ask, a before-and-after rewrite, a scoring checklist and the sender rules.
GuideHow to get quality leads: define them, find them and check them before you send
How to get quality leads: the four tests a good lead passes, where quality leads come from, a grading scorecard and a worked example with the cost per customer.
GuideSales prospecting techniques: 12 that work, when to use each, and a weekly plan
Sales prospecting techniques that work in B2B: 12 methods, which to use in your situation, a weekly prospecting plan and a worked example of meetings per hour.
GuideFounder-led sales: how to win the first customers yourself and when to hire help
Founder-led sales explained: how founders win the first customers, a weekly selling routine, a deal log to hand over, and the numbers for the first sales hire.
GuideLead generation for small business: how to win business customers with limited time and budget
Lead generation for small businesses that sell to other businesses: count your market, plan the owner's hours, use free public data and judge agencies.
GuideThe best time to send a cold email, and how many follow-ups to plan
The best time to send cold email: weekday mornings and early afternoons in their time zone, what the data shows, how many follow-ups to send and how to test it.
GuideLead generation for marketing agencies: find clients whose need you can already see
Lead generation for marketing agencies: pick a niche, find prospects with a visible marketing need in public ad and site data, and lead with a one-page audit.
GuideHow to find a business email address: domain, format and verification
How to find a business email address: confirm the company's email domain, work out its format, build and verify the address, and handle accept-all results.
GuideOutbound lead generation: how to build a program that books meetings and keeps your domain healthy
Outbound lead generation step by step: targets, lists, cadences, Gmail and Yahoo sender rules, SDR capacity math and a worked example of cost per meeting.
GuideDiscovery call questions: 40 to choose from, what to listen for and how to run the call
Discovery call questions by stage, what each answer tells you and the follow-up to ask, a 30-minute agenda, questions by buyer role and a worked example call.
GuideHow to sell B2B: ten steps from the first list to a signed contract
How to sell B2B, step by step: pick a sales motion that fits your deal size, choose accounts, map the buying group, qualify, build the business case and close.
GuideHow to find decision makers at a company, and confirm you have the right one
How to find decision makers at a company: who owns, signs and influences a purchase by company size, where to look, a worked example and how to confirm it.
GuideHow to build a prospect list: from a market count to a verified, prioritized list
How to build a prospect list step by step: count your market with Census data, choose sources, add and verify contacts, score accounts and keep the list fresh.
GuideHow many follow-up emails to send: what the reply data shows, by situation
How many follow up emails to send: two or three after a cold email, fewer after a meeting. The reply data by step, when to stop, and how to measure your own.
GuideHow to book more sales meetings: find the stage that's leaking, then fix it
How to book more sales meetings: measure each stage of your funnel, fix the weakest one, make a specific ask, follow up across channels and cut no-shows.
GuideThe outbound sales process: seven stages, who owns each and what to measure
The outbound sales process in seven stages, from target accounts to a signed deal: who owns each, the test to move on, the metric, a cadence and an example.
GuideHow to work cold leads: sort them by why they're cold, then give each a new reason to talk
How to work cold leads: sort them by why they went cold, clean the list, find a new reason to reach out, run a short cadence, then revive, nurture or close.
GuideHow to find companies that use a technology, and check the signal before you trust it
How to find companies that use a technology or software: page source, DNS records, job posts and lookup tools, how accurate each one is and how to check it.
GuideHow to get warm introductions to prospects: who to ask, what to send and how to follow up
How to get warm introductions to B2B prospects: map who knows whom, ask with a forwardable email, use double opt-in, follow up fast and thank the connector.