45 posts
Most B2B sales playbooks are outdated within 60 days of being written and completely ignored within 90. When the rep who built the knowledge leaves, the playbook is all that remains — and it's rarely enough. Here's why and what actually fixes it.
I spent years building GTM teams that couldn't run without me. Every team I built needed me in the middle — briefing the SDR, reviewing the AE's pipeline, explaining to the marketing person what we were trying to say. Here's what I got wrong and what I built Ektie to fix.
Every early Ektie customer shared one characteristic: they had already tried to build outbound manually and failed — not because of capability, but because of consistency. Here's the pattern and what it reveals about who AI GTM teams actually fit.
SDR, BDR, and AE are three distinct sales roles that often get confused. They cover different parts of the pipeline, have different metrics, and require different skills. Here's exactly what each does and where each fits in a B2B sales org.
Email and LinkedIn are not interchangeable outbound channels. Each has a different friction profile, a different reply dynamic, and a different place in a B2B sequence. Here's the honest comparison — when each wins, and why most teams should run both.
Independent RIAs and wealth management firms do BD through personal relationships and referrals. Systematising it without a dedicated BD team — or without violating compliance rules — is the challenge. Here's the approach that works.
Commercial real estate brokers operate on relationship capital and market timing. Consistent deal flow requires keeping a large number of contacts warm simultaneously — exactly the kind of work that breaks down without a system.
Insurance brokerages face a specific outbound challenge: the buying cycle is long, trust matters more than speed, and compliance requirements shape what you can say. Here's how to build a consistent pipeline motion that works for commercial lines and P&C.
Five complete outbound sequence structures — one each for B2B SaaS, agencies, recruiting, professional services, and financial services. Each covers step count, cadence, angle per step, and the key personalisation hook per industry.
Subject lines determine whether your email gets opened. Short beats long. Specific beats generic. Question beats statement. Here are 30 subject line templates organised by angle and industry.
LinkedIn outreach that works in B2B follows different rules than email. Connection requests need to be under 300 characters and hyper-relevant. Follow-up messages should be short and warm. Here are templates for each stage.
Seven cold email templates that work in B2B — one for each common scenario: pain-led, outcome-led, case study, referral signal, job trigger, competitive displacement, and the break-up. With annotated examples.