Insights

Practical notes on outbound, research and selling to buyers abroad, written from 20+ years in B2B sales.

How Indian IT services companies win US clients without referrals
A practical outbound approach for Indian IT and software firms that want US clients beyond referrals and marketplaces: niche, triggers, messaging and follow-up.
Getting your first 10 US customers as an Indian software company
How Indian SaaS and software companies can win their first ten US customers: who to target, how founders should sell, and when to bring in help.
How to find international buyers for export products
A direct-outreach method for Indian manufacturers and exporters to find importers and distributors abroad, beyond trade fairs and export portals.
In-house SDR vs agency vs senior sales partner: what each really costs
Compare the cost, time to results and risk of hiring an in-house SDR, using a lead generation agency, or working with a senior outsourced sales partner.
How many sales meetings does your revenue target need?
Work backwards from a revenue target to the number of deals, qualified opportunities and first meetings you need each month, with a worked example.
How I research 15 target accounts before outreach
The account research process behind a Pipeline Partner research brief: fit, buying triggers, decision-makers and a first message for each account.

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