I write about what actually works when you're a founder who'd rather be shipping product than chasing a deal. No hype. No theory. Only the patterns I see repeatedly across 27+ founder engagements.
How to pick the best CRM for startups under €1M ARR without wasting budget on features you won't use for two years. Real criteria, real tools, no fluff.
Read essay →How I build a go-to-market strategy for SaaS from scratch — nail your ICP, pick 2 channels, match your sales motion to deal size. No fluff, real numbers.
Sales methodologies compared for early-stage SaaS: when BANT, MEDDIC, SPIN or GAP actually fit a founder-led team with no data and no reps yet.
The complete B2B SaaS sales process, stage by stage — from prospecting to close to expansion. Real frameworks, real numbers, and where deals actually leak.
Your first sales hire can save or sink your next 12 months. Here's how to choose between a rep and a leader, the exact profile to look for, and how to de-risk the bet.
A straight guide to choosing SaaS pricing models that fit your sales motion, not someone else's. Per-seat vs usage vs tiered vs hybrid, with real trade-offs.
Vague sales pipeline stages wreck your forecast. Learn to define each stage with clear, buyer-based exit criteria so your numbers finally mean something.
Build a sales pipeline that tells the truth: the exact stages, hard exit criteria, and weekly hygiene rules I use for early-stage SaaS teams.
A four-part SaaS demo call structure — agenda, tension, proof, next step — that turns your demo into a decision, not a feature tour. Real scripts inside.
Six b2b saas cold email templates that actually book meetings, with a line-by-line teardown of why each one works (and where most founders break it).
A founder-friendly LinkedIn outreach system that books real calls without the spammy pitch-slap. Real templates, real numbers, real workflow from €4M+ in B2B SaaS sales.
Fractional CMO pricing ranges from €3,000-8,000/month for B2B SaaS. Here's the full breakdown of costs, pricing models, and what affects the price.
ICP stands for Ideal Customer Profile. In B2B sales, it defines the exact type of company most likely to buy, stay, and expand. Here's how to build one.
A positioning framework helps B2B SaaS companies articulate what makes them different. Here's the exact framework I use with founders, based on April Dunford's work.
A complete SaaS marketing strategy covers positioning, content, outbound, and automation. Here's the exact playbook I use with B2B SaaS founders.
A fractional CMO is a part-time Chief Marketing Officer who works with your company on a contract basis. Here's everything B2B SaaS founders need to know.
An ideal client profile defines the exact customer that gets the most value from your B2B SaaS product. Here's a step-by-step framework to build one.
A discovery call is the first real sales conversation where you qualify a prospect and understand their pain. Here's how to run one that actually leads to deals.
The best discovery call questions reveal budget, authority, need, and timeline without feeling like an interrogation. Here are 47 questions organized by framework.
Most B2B SaaS marketing advice is written for companies with €10M+ budgets. Here's what actually works when you're bootstrapped or early-stage.
A messaging framework turns your positioning into words your sales team can actually use. Here's the exact framework I build with B2B SaaS founders.
Your sales team spends 60% of their time on manual prospecting. Here's how to build an AI system that finds, enriches, scores, and contacts ideal prospects — automatically.
The B2B SaaS outbound strategy that actually works across European markets — DACH, Benelux, and Nordics — after 5+ years and €4M+ in European revenue, and why copying a US playbook kills your pipeline.
A practical 90-minute QBR framework built for early-stage sales teams. What metrics to review, how to analyze wins and losses, and how to walk out with 3 actions that actually move the needle.
An opinionated, stage-by-stage guide to the only sales tools you actually need before hitting €1M ARR — with real tool names, real costs, and a clear anti-complexity stance.
Real compensation numbers for your first SaaS sales hire in Europe: base salary ranges by market, the right base-to-variable split, how to set quotas that don't guarantee failure, and a complete sample comp plan you can use today.
Most B2B sales teams use AI to write emails. That's 5% of what it can do. Here are the 5 manual tasks AI should handle for your sales team right now — and how to set it up.
The 6 specific signals that tell you it's time to stop selling and start hiring — including revenue thresholds, time allocation benchmarks, and the patterns most founders miss until it's too late.
73% of sales automation projects underdeliver. Not because the tools are bad — because teams automate broken processes. Here are the 5 mistakes that kill sales automation and how to avoid them.
Scaling from selling yourself to building a sales team requires externalizing your sales process into repeatable systems. This playbook walks you through the complete transition.
CAC, LTV, and payback period are the three metrics that determine whether your SaaS business is actually sustainable. Learn how to calculate them and use them to identify what needs to change.
A documented sales playbook is the foundation of scaling sales. This step-by-step guide shows you how to document your ICP, conversation flow, messaging, objection handling, and more into a playbook your team can follow.
Skip the enterprise CRM complexity. Here's exactly how to set up your CRM to support a lean, effective sales process at Pre-Seed to Series A stage.
Price too high? Need to think about it? Already using a competitor? Master the frameworks for handling the objections that kill B2B SaaS deals.
Most B2B SaaS companies underprice their product. Learn value-based pricing strategies that increase revenue while actually making it easier to close deals.
Learn when it's the right time to hire your first salesperson, what profile to look for, and how to set them up for success in your B2B SaaS startup.
Discovery calls are where deals are won or lost. Master the art of asking the right questions at the right time to dramatically increase your conversion rates.
Your product isn't the problem — your positioning is. Learn how to craft positioning that makes your B2B SaaS solution the obvious choice for your ideal customer.
Stop relying on luck and hustle. Learn how to build a structured, repeatable sales process that scales with your B2B SaaS startup from Pre-Seed to Series A.
Discover the most common mistakes B2B SaaS founders make in early-stage sales and the proven framework to close your first 10 deals faster.
A free, step-by-step B2B SaaS go-to-market checklist: 15 points covering your target buyer, positioning, pricing, sales channels, and a 90-day plan. From launches that generated 170+ leads.
If your demos feel like product tours that go nowhere, you're making one of these five critical mistakes. Here's how to transform your demo into a deal-closing machine.
The €500 Audit will tell you more about your pipeline than 50 blog posts ever could.
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