B2B Catalyst

7 years of B2B consulting experience lead to B2B Catalyst. We build revenue engines that work.

CEO/Founder

SB Builders, LLC

Changed invoicing process to dramatically reduce AR and contributed in doubling revenue, passing 80k in monthly revenue

Implemented time tracking, invoicing, project management, basic CRM, contract creation, esigning system.

Developed SOP for all of the above & trained team in SOP.

Weekly checkins on project progress and invoices

Marketing and Operations

AutoVitals

-Analyzed current sales strategy, proposed changes, and implemented
-Developed and implemented channel strategies
-Managed and trained sales development team
-Developed hiring and training process
-Hired 5+ New SDRs
-Refined sales process
-Reimplemented CRM
-Managed CRM, users, and ensured CRM data quality
-Developed initiative tracking methodology to track result of sales and marketing initiatives
-Tracked sales and marketing KPIs & developed tracking tools for team use
-Set sales development team goals
-Refined team management process

Sales Strategist

Sales Development Representative

This Side Up Global

I helped develop and improve core operating processes and procedures in This Side Up Global using Scrum, JIRA, Confluence, Lastpass, and other industry standard processes and software.

I led and/or documented meetings in the company, including Sprint Planning & Review meetings, Process Retrospectives, Daily Stand-up's, and Client Meetings. I partnered with the CEO and other team members to improve operations, processes, and other business elements.

I administrated company SaaS products, adding, removing, and editing users, accounts, and other entries. I researched new software products, tested them, and if beneficial implemented them in the company. I explored existing software and found ways to use them more efficiently.

I developed, refined, and recorded company processes and procedures. I researched cutting edge business processes and concepts and worked with the CEO to implement them in the company.

I received training in content marketing, email marketing, and exposure to Facebook Ads, Google Ads, SEO, Social Marketing, and other kinds of digital marketing.

I initiated a content marketing campaign on a Facebook group, the first article of which got 25 likes, 11 comments, 1 share, and over 100 people added to a pixel.

Process Specialist

Founder | B2B GTM | Scale without headcount by mapping your playbooks into an AI revenue engine

Be honest - how many Linkedin posts have you seen this year saying that XYZ tech/playbook/widget is absolutely essential to your GTM this year?

Probably a lot

We now have thousands of sales and marketing technologies on the market

And all of them are pitching their solution as best in class

With playbooks, agencies, influencers to sell them

And yes, we have preferred tech vendors

Here's the difference

We don't throw you in canned playbook, we actually look at your Go to Market model before making recommendations

Let me tell you a funny story

I talked with an SDR team that was booking 80 meetings a month with parallel dialers and 10k emails per SDR per month

But 60% of their meetings got disqualified

Why?

They didn't qualify target accounts before doing outreach

Tech and playbooks don't save you deploy the wrong one at the wrong time

So what do we do different?

When you work with us, we start with an assessment

We look at your funnel metrics, your best customers, your messaging/copy, and get input from your team on detailed attributes that make up a great customer

That you CAN'T find in an off the shelf tool

After that we use our knowledge of best practices and tooling to identify the biggest opportunities to unlock more revenue per headcount in your team

This could look like

> Customer analysis
> Serviceable Addressable Market Mapping (because TAM is where you lose deals not win them)
> Target Account Lists
> Automated Contact Prospecting & Enrichment
> Pipeline Validation (we build out a script, test it to book meetings for you, help you take the meetings through completed discovery with next steps, then give you a completed call framework, email sequence, and discovery framework)
> Outbound Sales Team Coaching (Phone first)
> Sales Process Optimization
> Managed Cold Emails & Cold Calling
> Inbound Lead Flow Optimization
> AI Business Case Building (which we used to open a $300k+ opp at UPS)
> Implementation of Nooks, Clay, Evergrowth, and other sales tooling

Yes, we do that under one roof

Yes, it was very hard to find a team good enough to do all of this in one place

If you want to learn more, book a time here: https://calendly.com/b2bcatalyst/your-gtm-system-audit-linkedin
> Cold Email Infrastructure

Scott Martinis

So 6sense released a surprisingly great article embracing the move from intent to signals - but they missed one critical category of signal with serious consequences

Ironically, this effectively admits that their intent data didn’t actually show purchase intent... 

Buuut I won’t knock them for telling the truth even if it's late

Why this missing category matters:

Missing it...

Kills marketing / sales alignment

Makes actual intent modeling extremely hard to scale

Removes the most reliable and scalable form of signals

And is ultimately the reason why I think intent platforms failed in the first place

6sense talks about 2 paths to get signals

“Created/Received Signals come from your own digital properties and systems. Web traffic, product usage, email engagement, CRM data, and more.”

I call these first party signals because you own the data

“Acquired Signals come from outside providers. They give you visibility into activity you wouldn’t otherwise see: content syndication, review sites, publisher networks, etc.”

I call these second party signals because you can’t independently verify the data

The most important category?

Third party signals

Public signals you acquire through structured research

Job posts, news articles, new hires, social content engagement

This category is mostly driven by growth/demand teams reinventing ABM with Clay workflows

5 reasons it’s the best category

1. Anyone can verify the signals

Sales reps trust signals they can see with their own eyeballs more

2. It tends to predict behaviour better

Public content engagement shows greater commitment

News articles either force or show company action

Job posts and hiring demonstrate a willingness to spend money on a problem

3. You can personalize off public signals without being creepy

In fact, you look thoughtful when you do

4. Lack of data isn’t a problem, it’s a signal

No hire = smaller problem

5. It’s already an account-based sales best practice

Adem Manderovic was researching job posts in 2010 to identify in market companies

Christopher Curtis was helping SDR teams overattain when the rest of their company missed… 2-3 years ago

Jacob Karp uses third party signals to build account POVs that guide all of his outbound

Put simply - 3rd party signals make sales and marketing ABM alignment possible by aligning the team around visible signals you can easily act on

If I were 6sense (or Clay) I would find a way to structure 3rd party signal data to combine with 1st and 2nd party data for profile/readiness/interest signals (another great section of the article)

Build modeling against won/loss data

While also figuring out how to surface the data in a way sellers can action in prospecting and discovery calls

Get that right… you finally live up to the promise of being a GTM crystal ball

Founder | GTM Architect | We build revenue engines that work

Oliver Knowles

Scribeless

Handwritten letters stand out. Ensure your message is heard, and drive positive ROI through locally sent, personalized mailers.

Sales and Operations Manager. (Fractional)

OK-Digital

Remember, people buy from people, but trust is the key ingredient. :)

Have a look at the wonderful feedback I've received from clients during our collaborations.

Know someone, who might benefit from a conversation with me? Let's connect and explore how I can help.

Fractional Business Development Director

Bonanza Studios | Growth Consultancy

As the Growth and Opportunity Lead over at Bonanza, my role is all about spotting and chasing the best growth opportunities for the business.

Bonanza.studios - Works with SaaS startups to nail market fit, optimise cash flow, and drive customer acquisition—without the guesswork.

Growth and Opportunity Lead at Bonanza (Fractional Contract)

Leadable

Outbound sales in an ABM style needs to be relevant and personalized to every prospect. We handle all of this so that your sales team can break through the noise with Tier 1 accounts.

https://www.leadable.io

Head of Sales

Brightmile

Head of Sales Development

Backed by one of the world's largest insurers, Brightmile is the simplest and fastest way to improve your drivers’ safety and reduce your business risk. Brightmile harnesses new technology to deliver AI-powered real-time, contextual prevention whilst engaging drivers. I lead the demand generation side of our business.

Account Manager

Outbound sales to Enterprise needs to be uniquely personalized to every prospect. We handle all of this so that your sales team can focus on closing.

https://www.leadable.io

Client Growth Manager (Fractional)

GatherContent

GatherContent is a Content Operations Platform that helps teams produce effective content, at scale. Customers use our platform to manage the people, and process, for producing effective content that meets user needs and business goals.

We work with leading digital agencies, higher education institutions, governments, non-profits and membership organisations. Some of our customers include Digitas LBI, Harvard University, The Australian Government and Doctors without Borders.

We launched in 2012 and now help thousands of customers, all over the world. Our team is fully remote, working from all over the UK.

Senior Account Executive

TINT (tintup.com)

Head of Europe 

TINT (tintup.com) is a simple, yet powerful solution that lets you aggregate, curate, and display any social media feeds onto your websites, mobile apps, Facebook Pages, retail displays and event walls. It's social engagement, anywhere. Trusted by over 45,000+ brands worldwide.

European Sales & Marketing at TINT (tintup.com) 

Mubaloo Limited

As part of The Mubaloo Group TRW designs and builds enterprise grade websites that empower users and transform business.

TRW shape user experiences around giving more choice to customers, and powerful tools to staff. This helps our clients drive internal efficiencies, improve customer retention and acquisition

Business Development Manager

Kudan

Specialists in mobile Augmented Reality

Kudan is a market leading Augmented Reality specialist. We create award winning solutions through big ideas and technology.

Our services span strategy to core technology development with specialists in digital marketing strategy, 3D and graphic design and computer vision.

Through our AR solutions and strategic planning, we drive footfall, traceability and integrate on and off-line activity in your campaigns. With our AR, your offline activity is now as measurable as digital campaigns.

We have our own technology, an industry-leading track record – and we know how to make a difference.

Clients: ebay, MI (kraft), Diageo, BBC, Monster Energy Drink, Pieminister, Mothercare, Singtel, Universal Music...

Helping business owners build, own & master their outbound sales/GTM Playbook (OK-Digital)

Are you at the helm of an early-stage SaaS company and ready to set up your initial outbound sales function? 

Do you aim to devise a process that's both predictable and scalable, helping you unlock your next round of funding?

Or perhaps you're a founder or sales leader with a compact sales team, still figuring out the intricacies of outbound sales? 

Are you eager to cultivate these essential skills within your team instead of relying on external outsourcing?

Maybe I can help?

I'm a fractional Business Development Director (BDD) with a personalised approach to drive growth. 

Here's what I offer:

✅ ICP/Persona & Messaging Mapping
✅ List Building & Enrichment
✅ Cadence & Email Sequences
✅ Calling Script Writing
✅ Fractional SDR
✅ Playbook Documentation
✅ Tech Stack Implementation

Ready to Drive Predictable Growth? Build, Own & Master Your Outbound Sales / GTM Playbook 🚀
Connect with me at oliver@ok-digital.co.uk - +44 (0) 7990012125.

Yesterday I did something I've maybe done 2-3 times in my entire 20-year sales career.

I stopped a software demo early and walked out.

Here's what happened:

Last week I posted looking for a specific solution for one of my clients. 

Got some good DMs, followed up with everyone. 

One SDR and rep seemed friendly, asked me to join a meeting with their AE.

I made my requirements crystal clear. 

Pushed back twice to qualify properly.... asked directly if they could actually show me what I needed. Got confirmation they could.

Showed up to the demo.

They didn't know who I was. AE was unprepared and a bit aggressive. 

When I reminded them what I was looking for, they went ahead and tried to present something completely different. 

Pushed me towards what they wanted to show, not what I actually needed to see.

So I politely shut it down. "Look, let's not do this."

I get it being an SDR is tough, especially this time of year when you're scrambling to hit quota and you need meetings to show up. 

But here's the thing:If someone gives you information to prepare for a call, use it. Don't just tell the prospect what they want to hear to get them on the calendar. 

t's wasting your time, the AE's time, and everyone else's time. 

And it's never going to convert.

Anyone else had to walk out of a demo?

I blend modern outbound tech with old-school sales craft to build systems that actually convert.

The fractional market right now is the best it's been.

More senior people are going fractional than ever before. 

CMOs, CFOs, CROs, PMOs. 

People with 20+ years of experience who've built teams and scaled businesses.

Why? Layoffs. Burnout. And a lot of them realizing they're done with corporate politics.

For companies, this is brilliant timing.

You can hire someone who's already done the job for 40-60% less than full-time. No three-month onboarding. No wondering if they can actually do it. They come in, diagnose what's broken, fix it, and move fast.

They're accountable. They're in your leadership meetings. They deliver work that actually moves your revenue or saves you money.

If you need senior expertise but can't justify a full-time salary, there's never been more quality talent available. 

Across sales, finance, marketing, operations, project management. Pick your specialism.

The model works. The talent is there. And right now, you can actually afford them.

I've been doing this for nearly two and a half years now. It's been brilliant. 

Working with different businesses, solving actual problems, seeing results quickly. 

No endless internal meetings. No politics. Just get in, fix what needs fixing, and help the business grow.

If you're thinking about going fractional yourself, happy to chat. 

I'm no expert, but I've learned a few things along the way. 

Drop me a message.

P.S. Here's my new puppy Poppy we got yesterday........the algorithm loves a dog photo, so you're welcome. 🐶

I think this might be my favorite cold email I've ever received.

They've 100% cracked the code to book meetings with sales folks.

"A FREE PATAGONIA FLEECE.......!!!"

Where do I sign 😎

*𝘋𝘰𝘯'𝘵 𝘮𝘪𝘯𝘥 𝘵𝘩𝘦 𝘫𝘢𝘯𝘬𝘺 𝘧𝘰𝘳𝘮𝘢𝘵𝘵𝘪𝘯𝘨.

When I'm testing a new talk track in a new vertical, I do something simple that's made me a better seller.

If a conversation flows naturally, whether there's a meeting booked or not, I ask before hanging up:

"One last thing: How did that land with you? What resonated, what didn't?"

Sometimes they tell you that you nailed it (nice for the ego). 

But the real value is when they tell you exactly how to tighten your message or get closer to what actually matters to them.

I still do this on every new campaign (or when it feels right to do so). 

Each conversation makes the next one more valuable.

A lot of salespeople, especially early in their careers, feel like they're interrupting people or wasting their time.

But if you're reaching out because you genuinely believe you can help them, hand on heart, then you're not interrupting. 

You're trying to find the people you can actually serve.

That's your North Star. 

Every conversation should be aiming towards that.

Cold calling is an honourable job when done with the right intention. 

And that intention is simple...............find people you can genuinely help.

Whilst trying your best not to annoy too many people on the way. 

💖

I've got subscriptions to Claude, Gemini, and ChatGPT. 

I try to keep on top of what they're all doing because the arms race between them is pretty interesting to watch.

But when I look at my actual usage over the last few months, a pattern's emerged.

Claude handles most of my copywriting and deep thinking around messaging. 

Gemini I'm in constantly for two things: the Google Workspace integration for working directly in Sheets and Slides is slick, and when I need to pull research or insights from documents already sitting in my Drive or Gmail, that native access is genuinely useful for account research and technical digging.

ChatGPT though? I'm just not going back to it as much anymore. 

Not because I decided to stop using it, I just find myself naturally reaching for the other two.

All three have their limitations and strengths, but Claude and Gemini have become my day to day tools without me really planning for that to happen.

What are you noticing with your own usage? 

Are you gravitating towards one or two, or still jumping between all of them?

#HappyFridayLinkedIn

Happy Friday to all my fellow sales folk.

For all those who are hitting the phones today, I salute you and wish you all have meaningful conversations today.

To give you a better chance, we all know that your data and lists are probably the most important things for investment.

I've been recently using BetterEnrich which uses waterfall sourcing across 17 providers for both mobile and email.

I have been seeing great connection rates and quality across all the data that I've pulled for my clients' campaigns.

The pricing is also way better than the other household name waterfall provider that, in my opinion, charges far too much per credit. 😘

If there's one place that you look to invest your money in, it's data quality. 

Can't recommend this enough.

Reach out to Abu Rayhan and he'll get you set up.

*And to confirm, this is not a sponsored post in any way. I'm just always happy to share tools and services that I use myself.

Quick ask for the Salesforce crowd...

Looking for recommendations on sales engagement tools that work natively within Salesforce.

Need something for sequences, task management, and dialling that keeps reps working directly in the CRM - not switching between multiple platforms.

The goal: avoid the sync issues that come with external tools. Want everything happening in one place.

What are you using? What's actually working well for outbound teams?

Appreciate any recommendations 👍

Question for my fellow cold callers:

Has anyone actually managed to get past Android and iOS call screening?

😅  ❄️ ☎️

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Oliver Knowles

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The Battle

Scott Martinis

Oliver Knowles

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Engagements

Likes

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