Methodology.
How GoSeek researches: source and date on every claim, stated contradictions, stated absence instead of estimate and score calculated in code.
Read VocabularyLead, prospect and account.
Lead, prospect, account and opportunity are not synonyms. Understand the difference and why the account, and not the contact, is the unit of work in B2B.
Read ProcessAI in the sales process.
Where AI fits into each phase of the B2B sales process, what it should not decide, the mistakes that sink the project and how to measure the gain.
Read AlignmentMarketing and sales with AI.
Marketing delivers volume, sales complains about quality. How to write a shared definition of a qualified lead and what AI changes at that boundary.
Read ProspectingAI agents for prospecting.
AI agents for prospecting read the account in public sources and deliver the company dossier with a score, dated triggers and who to approach first.
Read Pre-salesAI SDR.
AI SDR has become the name of three different things. What each one does, what the advertised numbers hide and where account research comes in.
Read MeetingPrepare the sales meeting.
How to prepare a B2B sales meeting: what to study about the company, the meeting flow and the questions that only work after account research.
Read DataB2B data enrichment.
B2B data enrichment beyond industry code and size: what the company announced, who decides and what changed, with a source and date on every field.
Read SignalsB2B buying signals.
B2B buying signals are dated events that change the chance of closing now. See the catalog of sales triggers and how to prioritize accounts by timing.
Read Decision makersMap the decision makers.
Stakeholder mapping in B2B sales: how to identify a company's decision makers in public sources, separate power from interest and keep the map alive.
Read OutreachSales battlecard.
Sales battlecard: what goes into it, why most of them age inside a slide and how to build one per account, with competition, objections and dated evidence.
Read ComparisonB2B prospecting tools.
B2B prospecting tools solve different problems. See the 5 categories, who is in each one and how to choose based on the stage that is stuck.
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