Byron

What's a common B2B "best practice" you've deliberately ignored with great results? I stopped doing follow-up calls after proposals. Switched to a short video walkthrough sent async. Response rate doubled because prospects watched on their schedule. Your rebellious move? 👇 #B2BMarketing #SalesAndMarketing

Post 20 (Shareable Framework): The 3 conversations every B2B deal requires: The problem conversation (discovery) "Do we understand their pain deeply enough?" The solution conversation (demo/proposal) "Does our approach match their specific situation?" The change conversation (negotiation/close) "Is the cost of switching less scary than the cost of staying?" Skip any one and the deal dies. Most teams skip #3. #SalesAndMarketing #GTM

"We need a bigger sales team" is the most expensive assumption in B2B. Before hiring, ask: are current reps at capacity? Is pipeline the bottleneck or is it conversion? Would better tools, training, or territories produce the same result at a fraction of the cost? Headcount is a last resort, not a first instinct. #StartupGrowth #GTM

What's the most underrated skill in B2B sales? Not closing. Not prospecting. Not negotiation. Mine: writing. The ability to write a clear, concise email that moves a deal forward. Most deals live and die in written communication between calls. Your pick? 👇 #SalesAndMarketing #B2BMarketing

The anatomy of a cold email that gets replies: Line 1: Something specific about them (not their company, them) Line 2: The problem you solve in their language Line 3: One sentence of proof (customer result, not your award) Line 4: Low-friction CTA ("Worth a 15-min chat?") Total length: under 80 words. Everything else is noise. #DemandGen #SalesAndMarketing

Sent a proposal to the wrong prospect. Not the wrong contact at the right company. The wrong company entirely. Different industry. Different product need. Wrong everything. They replied: "This looks interesting but we're not in healthcare." Had to explain that I also know we're not in healthcare. Attention to detail is free. Embarrassment is expensive. #SalesLife #GTM

If you could give one piece of advice to yourself when you started in B2B, what would it be? Mine: relationships outlast transactions. The deal you lost gracefully today becomes the referral that closes next year. Play the long game even when the quarter is short. Yours? 👇 #B2BMarketing #SalesAndMarketing

Why deals stall, ranked by frequency: Champion can't sell it internally (42%) No defined budget for this category (23%) Competing internal priorities (18%) Procurement/legal friction (11%) Competitor preference (6%) Notice: only 6% of stalls are about your competitor. The other 94% are about the buyer's internal world. Sell inward, not outward. #SalesAndMarketing #GTM

Unpopular opinion: most B2B podcasts exist because the founder wanted a podcast, not because the audience wanted to listen. Check your download numbers. If 90% of listeners are employees and their parents, it's a hobby, not a channel. #B2BMarketing #DemandGen

Unpopular opinion: most B2B podcasts exist because the founder wanted a podcast, not because the audience wanted to listen. Check your download numbers. If 90% of listeners are employees and their parents, it's a hobby, not a channel. #B2BMarketing #DemandGen

The hidden hierarchy of what prospects trust: A friend's recommendation (instant credibility) Online reviews from strangers (social proof) An analyst report (third-party validation) A customer case study (your curated proof) Your website copy (lowest trust, highest effort) Invest your time accordingly. Most companies spend 80% of effort on #5. #B2BMarketing #DemandGen

Finished a perfect sales quarter. Hit 127% of target. Celebrated for approximately 4 hours. Then the new quarter started. Pipeline: empty. Target: higher. Nobody tells you that the worst part of a great quarter is the morning after. Q1 hangover is real. #SalesLife #RevenueGrowth

What's one thing you'd change about how B2B SaaS is sold? I'd eliminate the "custom pricing" page that just means "we'll charge whatever we think you'll pay." Transparency builds trust. Opacity builds resentment. Your change? 👇 #SaaS #B2BMarketing

What your prospect is thinking at each stage: Awareness: "Do I even have this problem?" Interest: "Who else solves this?" Evaluation: "Can I trust these people?" Decision: "Can I justify this internally?" Purchase: "Am I going to regret this?" Your content should answer these in order. Most companies skip to stage 3 and wonder why nobody converts. #B2BMarketing #DemandGen

"Revenue is a vanity metric." Yeah, I said it. Revenue without margin, retention, and efficiency context means nothing. A company doing $10M with 90% gross margins and 95% NRR is healthier than one doing $20M with 60% margins and 80% NRR. Context is everything. #SaaS #RevenueGrowth

Sales team size: how many reps before you hire a dedicated manager? I've seen companies hire a manager at rep #2 (too early, the manager becomes a player-coach who does neither well). Others wait until rep #8 (too late, reps are unmanaged and building bad habits). Sweet spot? 👇 #SalesAndMarketing #StartupGrowth

What's the weirdest thing that's ever killed a deal? Mine: prospect's company changed their logo mid-evaluation. New CMO wanted "fresh vendor relationships to match the new brand identity." Lost a deal because of a font change. Your story? 👇 #SalesLife #B2BMarketing

Signals your prospect is ready to buy: ✅ Asking about implementation timelines ✅ Introducing you to procurement unprompted ✅ Requesting references in their industry ✅ Asking "what happens after we sign?" ✅ Discussing internal rollout logistics Signals they're not: ❌ Requesting a third demo for "the wider team" ❌ Asking you to present at their offsite (you're entertainment, not a vendor) #SalesAndMarketing #GTM

Got on a call with a prospect's "decision-maker." Spent 45 minutes presenting. Nailed it. Asked about next steps. They said: "This is great. I'll share it with the person who makes these decisions." The decision-maker wasn't the decision-maker. Happens more than anyone admits. #SalesLife #GTM

What's the one question you ask in every discovery call that consistently unlocks the deal? Mine: "What happens if you don't solve this problem in the next 6 months?" Forces the prospect to quantify inaction. Works every time. Share yours 👇 #SalesAndMarketing #B2BMarketing