Blog · Page 7
How your marketing can win deals beyond referrals.
Articles and guides for founder-led B2B companies.
-
How to Market an ERP Consulting Firm Without an In-House Team
A three-channel marketing system an ERP consulting founder can run in about three hours a week with one contractor, a 90-day ramp plan, and what to measure.
11 min read -
The Proof Gap: Why Industrial B2B Companies Lose Deals They Should Win
The proof gap: why industrial B2B buyers delay when interest is high, the objections that signal missing proof, and the case study structure that closes it.
11 min read -
Cold Email for Industrial B2B: Deliverability and Multi-Threading That Works
Why cold email still works in industrial B2B, how to reach the inbox consistently, lists that produce replies, and multi-threading across the buying committee.
9 min read -
The LinkedIn Playbook for B2B Companies Selling to Manufacturers
A LinkedIn strategy for B2B companies selling to manufacturers: three content pillars, a 90-day calendar for lean teams, and how engagement turns into pipeline.
10 min read -
ERP Consulting Firm Growth: Why Firms Stall at $2M
Why ERP consulting firms stall around $2M when referrals stop expanding, the math behind the plateau, and a 90-day plan to build pipeline beyond referrals.
8 min read -
How to Build a Predictable B2B Pipeline (Without Depending on Referrals)
How founder-led companies build a predictable B2B pipeline when sales cycles run 130 days or more and buying committees are large, without the founder selling.
14 min read -
Why MQLs Are Dead for B2B Companies with Long Sales Cycles
Why the MQL fails B2B companies with six-month sales cycles, what account engagement scoring replaces it with, and how account progression reshapes planning.
9 min read -
How B2B Buying Committees Actually Make Decisions (And Why Your Marketing Ignores Them)
Inside the six to ten stakeholder B2B buying committee: how it reaches consensus, the buying group map your strategy needs, and why most marketing ignores it.
8 min read -
What Is Pipeline Velocity? The Formula, the Levers and Why It Matters
The pipeline velocity formula explained with real numbers, its four levers, a framework for diagnosing velocity problems, and how it compares with coverage.
11 min read