B2B Sales and Marketing Resources & Insights
Our Resources & Insights hub brings together expert thinking, practical guidance, and real-world experience to help B2B sales and marketing teams perform better. From Account-Based Marketing and pipeline development to appointment setting and social selling, our content is designed to support smarter decisions and stronger execution.
Whether you're exploring new strategies, refining your go-to-market approach, or looking for actionable advice you can apply immediately, you'll find insights here that are grounded in experience and focused on driving measurable growth.
B2B Case Studies — Growth Stories
Three real B2B case studies showing how intelligent outreach and early stakeholder engagement create high-value pipeline across industrial, manufacturing and service sectors.
Brooke Pinkney
Industrial Automation Growth Brochure
How industrial automation, equipment and machinery businesses identify buying opportunities earlier, engage senior decision makers and build predictable B2B pipelines.
Brooke Pinkney
Why Following Up After Events & Trade Shows Matters
Trade shows create opportunities — but only if you follow up. Learn why post-event contact is essential for turning conversations into pipeline.
Isabel Robson
Why Trust is Now the Real Online Currency
Online scepticism is rising. Learn why trust—not clicks—is the limiting factor in B2B marketing, and how sustained presence beats short-term campaign bursts.
Giuseppe Baggiani
B2B Telemarketing Is Yesterday’s Answer — Here’s What Works Now
B2B telemarketing still gets searched, but volume calling rarely wins complex deals. Discover how intelligent, omnichannel prospecting replaces it.
Darryl Chapman
Mike Lander Report — Procurement Psychology
Insights from Mike Lander on how procurement shapes buying decisions long before tenders—and what sales leaders must do differently.
Brooke Pinkney
Outsourcing B2B Lead Generation – Why More Businesses Are Choosing a Lower-Risk Route to Growth
Why are more businesses outsourcing B2B lead generation? Explore how it reduces risk, boosts pipeline growth and delivers consistent, qualified prospects.
Brooke Pinkney
Selling to Buying Groups: How to Win When 6 - 10 People Make the Decision
B2B buying groups now include 6–10 decision-makers. Learn how to engage multiple stakeholders, influence decisions and win more complex B2B deals.
Brooke Pinkney
Why Most B2B Sales Strategies Fail Before the First Conversation
Many B2B sales strategies fail before the first conversation. Discover the common mistakes and how to build a strategy that generates real opportunities.
Brooke Pinkney
The Sales Effectiveness Audit
A practical guide to sales communication, questioning and trust-building to improve effectiveness across calls, emails and meetings.
Brooke Pinkney
How To Shorten B2B Sales Cycles
Sales Directors often focus on traditional tactics like cold calls and in-person meetings, overlooking the substantial value that sales-led marketing can bring.
Brooke Pinkney
The Evolution of Account-Based Marketing
The evolution of Account-Based Marketing (ABM) from traditional marketing to a more strategic approach.
Brooke Pinkney
Accelerating buying decisions starts with smarter prospecting
Slow sales cycles? Discover how smarter B2B prospecting accelerates buying decisions, improves pipeline velocity and increases win rates.
Brooke Pinkney
5 Sales & Marketing Mistakes That Are Costing You New Business
Avoid 5 critical sales and marketing mistakes that cost you new business. Improve your strategy, generate better leads, and increase conversions.
Brooke Pinkney
What a Predictable Sales Pipeline Actually Looks Like
A predictable sales pipeline drives consistent revenue. Learn the key stages, metrics and strategies B2B businesses use to maintain steady pipeline growth.
Brooke Pinkney
B2B Under Pressure: 4 Strategies to Redefine Value Amid Rising Costs
Rising costs are putting B2B businesses under pressure. Discover four practical strategies to redefine value, protect margins and stay competitive.
Brooke Pinkney
An Interview with Brooke Pinkney
An interview with Brooke Pinkney on B2B sales, leadership and culture. Insights on how sales is evolving and what it takes to succeed today.
Brooke Pinkney
The ABM Advantage
Discover how account-based marketing helps you win high-value accounts earlier and build a more predictable B2B pipeline.
Brooke Pinkney
Culture Under Pressure
Learn how to build and sustain organisational culture under pressure, with practical leadership insights for navigating change and uncertainty.
Brooke Pinkney
