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Knowledge for predictable growth

Practical articles on sales, marketing and controlling, for small and medium-sized companies that want to sharpen their processes and grow measurably.

Building a sales organization with target customers, roles, a sales process, and KPIs

Sales & StrategyOctober 29, 2026

How to build a sales organization: A structure that holds up under real orders

How to set target customers, stages, roles, CRM rules, and KPIs so that sales no longer depends on individual people.

AI phone assistant answering a call and handing the request over to a person

AI & AutomationOctober 29, 2026

AI phone assistant for businesses: What it should do and where its limits are

Which calls an AI phone assistant can handle, where a person has to take over, and how to test quality and compliance.

Sales KPIs in a clear dashboard covering pipeline, closed deals and revenue

Controlling & DataOctober 26, 2026

Sales KPIs: 15 metrics that really steer your sales team

Fifteen sales KPIs with formulas, reading rules and typical mistakes, plus a template for your sales meeting.

CRM implementation as a shared workflow of data cleanup, pilot and sales work

CRM & SalesOctober 26, 2026

CRM implementation: how software becomes a reliable sales process

A phase plan for CRM implementation, from project brief to daily operation, with cost blocks, pilot design and a checklist.

Calculating B2B lead generation cost from budget through qualified leads to the closed deal

Marketing & LeadsOctober 26, 2026

What does B2B lead generation cost? A calculation instead of a flat price

What B2B lead generation really costs: add up budget, labor and systems, then divide by qualified contacts and customers won.

Building a sales pipeline with clear stages in B2B sales

Sales & StrategySeptember 22, 2026

Build a sales pipeline: from contact list to manageable opportunity

A pipeline is a shared decision model, not a contact list. How to build one with clear stages, criteria and owners.

Systematic B2B lead generation with target customers, channels, handoffs and KPIs

Marketing & LeadsSeptember 21, 2026

How to build a systematic B2B lead generation process

B2B lead generation becomes predictable when target customers, buying triggers, channels and follow-up run as one process.

Scalable B2B sales with clear roles, processes and KPIs

Scaling & GrowthSeptember 9, 2026

Scale B2B sales: how individual wins become a reliable system

Scaling sales takes more than new hires. How to make a working sales route repeatable before you grow the team.

Revenue operations connecting marketing, sales and controlling in small and mid-sized companies

Marketing & LeadsSeptember 1, 2026

Revenue operations in small and mid-sized companies: when marketing, sales and controlling grow together

Revenue operations runs marketing, sales and controlling as one revenue process, and you can start without a new department.

AI in sales supporting research, call preparation, and CRM documentation

AI & AutomationSeptember 1, 2026

AI in sales: Which tasks you can really automate

Where AI saves sales teams real time, which tasks stay with people, and how to start with a narrow, low-risk pilot.

Controlling & DataAugust 22, 2026

Create a sales forecast: how to make your revenue projection reliable

A sales forecast is neither a sum of quotes nor a wish. How to make yours reliable with clean data and clear scenarios.

Sales & StrategyAugust 22, 2026

Ideal customer profile in B2B: how to define your best target customers

Which companies are really worth your sales time? How to define an ICP from real data and put it to work in your CRM.

Marketing and sales working together through shared definitions, handoffs and KPIs

Marketing & LeadsAugust 22, 2026

Sales and marketing alignment: how marketing and sales really work together

How marketing and sales agree on definitions, handoffs and KPIs, with a 30-day plan to put it in place.

Following up on quotes in a clear B2B sales process

Sales & StrategyAugust 22, 2026

Follow up on quotes in B2B: how to turn waiting into a clear sales process

Silence after a quote means neither yes nor no. How to plan the next step before sending and keep decisions moving.

Optimizing sales processes to increase revenue and efficiency

Sales & StrategyAugust 5, 2026

Optimize sales processes: how to increase revenue and efficiency for the long term

Most sales problems start with the process. How to find the real bottlenecks and build structure that improves results.