Sales, follow-up and data, made simple
Practical guides for sales teams, sales managers and business owners: cold calling, follow-up, coaching with data, AI, and the rules in Belgium and the Netherlands.
AI in sales: what really helps a calling team today
AI in sales without the hype: where AI helps a B2B calling team today, where it fails, what the GDPR and EU AI Act ask, and a checklist to get started.
8 min readDataB2B lead lists and the GDPR: a practical guide for sales teams
B2B lead lists GDPR guide: where lists come from, legitimate interest and the balancing test, informing contacts, retention, opt-outs and a checklist.
9 min readResearchBest time to make cold calls: what the studies say and how to test it
The best time to cold call according to four studies, why they disagree, and a simple test to find your own best calling hours and days in B2B.
7 min readCold callingCall blocks: why focused calling sessions beat calling in between
Why cold calling works better in fixed call blocks: what research on task switching and interruptions says, and a simple routine for a focused calling session.
7 min readCold callingCold call opening lines: what the research actually shows
Which cold call opening lines work? What Gong's vendor data on openers shows, where it falls short, and a 20-second opener you can test on your own calls.
7 min readSales managementCold calling KPIs: what to track and how to calculate each one
Cold calling KPIs for sales managers: connect rate, conversation-to-meeting rate, show rate and closing rate, with formulas, an example and what to fix.
8 min readRulesCold calling rules in Belgium and the Netherlands (2026)
Cold calling rules Belgium Netherlands: who you may call in 2026, the Dutch consent rule, the Bel-me-niet-meer list, GDPR duties and a checklist.
9 min readCold callingCold calling script: a B2B template that books meetings
Write a cold calling script that books B2B meetings: a copyable template, discovery questions, persona tweaks and a modular layout callers can scan.
8 min readCold callingHandling rejection in cold calling: what research says helps
How to handle rejection in cold calling: what research on optimism in sales, self-compassion and self-talk says, and simple habits for callers and managers.
8 min readResearchHow B2B buyers buy today, and what it means for callers
B2B buyers decide in groups, research alone and talk to suppliers late. What Gartner and HBR research on the buying journey means for your cold calls.
8 min readDataHow many cold calls does it take to get one customer?
How many cold calls to get a customer? Use one funnel formula, a worked example and a rate table, then turn it into a weekly call target per caller.
7 min readSales managementHow much time do sales reps actually spend selling?
Salesforce surveys put selling at 28% to 40% of a rep's week. What the research says, why the numbers differ, and practical ways to cut sales admin.
7 min readCold callingHow to ask for the meeting on a cold call: what commitment research shows
How do you ask for the meeting on a cold call? What foot-in-the-door and commitment research show, their limits, and a small, specific ask with two time slots.
7 min readSales managementHow to build a sales playbook that your team actually uses
How to build a sales playbook for an outbound team: the eight sections it needs, how to keep it short, and why it belongs in the script, not in a forgotten PDF.
8 min readFollow-upHow to reduce meeting no-shows after a cold call
Cut no-shows on booked sales meetings: what reminder research shows, how to get a real commitment on the call, and a confirmation and reminder routine.
7 min readSales managementIdeal customer profile for outbound: how to define it and test it with campaigns
Define an ideal customer profile for outbound sales in five layers, then test it with one campaign per segment and compare meetings and reasons for no.
8 min readResearchIs cold calling dead? What research on B2B buyers actually says
Is cold calling dead? Buyer surveys and data from millions of calls say no, but buyers punish irrelevant outreach. What the research shows and what to change.
7 min readDataLeading vs lagging sales indicators: how to forecast from activity data
Leading vs lagging sales indicators explained: which activity numbers predict revenue, how to forecast meetings from call data, and how to check your forecast.
8 min readResearchLoss aversion in sales: what the research says and how to use it honestly
Do losses weigh twice as much as gains? What research shows about loss aversion, its limits, and how to frame the cost of doing nothing honestly.
8 min readSales managementOutbound sales process: 8 steps from list to booked meeting
How to set up an outbound sales process for a small B2B team: ideal customer, clean list, script, cadence, outcomes, booking, handoff and weekly review.
9 min readSales managementSales coaching with data: how to coach a calling team
Sales coaching with data, explained simply: find the funnel step that leaks per caller and campaign, read the patterns, and coach 30 minutes every week.
8 min readFollow-upSales follow-up: how many attempts, which channels, what cadence
Sales follow-up for outbound teams: how many times to call a lead, how to space attempts, and a 2-week cadence across phone, email, LinkedIn and WhatsApp.
8 min readSales managementSales goal setting: activity goals, outcome goals and learning goals
How to set sales goals that work: what goal-setting research says, when to use activity, outcome or learning goals, and how to work back from a customer target.
8 min readCold callingSales objection handling: how to answer cold call objections
Sales objection handling for B2B cold calls: a five-step framework, a table of common objections with example answers, and how to keep them at hand.
7 min readSales managementSales role-play: how callers can practise like it matters
How to run sales role-play that improves cold calls: what deliberate practice research and its critics say, plus a 20-minute routine with real objections.
8 min readFollow-upSpeed to lead: why fast follow-up wins more conversations
What the HBR and MIT lead response studies found, how old and solid that data is, and how to apply speed to call-backs and warm replies in B2B.
7 min readCold callingSPIN questions on a cold call: how to use them and turn them into a checklist
SPIN selling questions for cold calls: Situation, Problem, Implication, Need-payoff. Examples per type, the research behind SPIN and a script checklist.
8 min readResearchTalk-to-listen ratio in sales: what the research says about listening
What is a good talk-to-listen ratio in sales? What Gong's call data and listening research show, their limits, and five listening habits for cold calls.
7 min readCold callingThe Challenger Sale applied to cold calls: teach, tailor, take control
How to use the Challenger Sale on a short cold call: one insight, tailored to the role, and a firm next step. With the research behind it and its limits.
8 min readDataWin/loss analysis: how to learn from every no
Win/loss analysis for outbound teams: capture a reason for every 'not interested', interview lost deals, and turn the patterns into script and list changes.
8 min read