Ideas, observations and lessons picked up along the way: what worked, what didn’t, and what might be useful to others.
On the Way Up.
B2B Sales, AI,
GTM, Leadership
& more…
Hi, I am Guillaume Larronde. I’ve spent 20+ years selling, building and leading. This is where I share what I’ve learned along the way.
Ideas that worked, mistakes that built experience, and questions I’m still figuring out.
About
My career has taken me across B2B sales, technology, SaaS and entrepreneurship — from helping build LinkedIn’s business in France and the Middle East to leading teams in Dubai.
Writing
I write about the questions I find interesting on B2B sales, GTM, AI, leadership, the changes worth paying attention to, and the lessons that might help others make better decisions.
In complex sales, technology scales insight and impact, but people create trust.
Enterprise buyers increasingly move between digital self-service, AI and human interaction. That makes the salesperson most valuable where the decision becomes difficult: understanding context, challenging assumptions, aligning stakeholders and translating technology into business outcomes.
Recent Articles
LinkedIn for recruitment consultants: 15 insider tips from ex-Linkedin employee
LinkedIn for recruitment consultants: 15 insider tips from ex-Linkedin employee
Scaling in the Middle East: the 7-level GCC revenue engine
Scaling in the Middle East: the 7-level GCC revenue engine
Top 5 B2B Sales KPIs and Metrics by Role: From SDR to CRO
Top 5 B2B Sales KPIs and Metrics by Role: From SDR to CRO
Launching in the Middle East: your first 12 months of GCC sales
Launching in the Middle East: your first 12 months of GCC sales
What a best-in-class AI-native sales organization looks like, and my prevision for 2027
What a best-in-class AI-native sales organization looks like, and my prevision for 2027
B2B sales methodologies explained: MEDDPICC, SPICED, Challenger and more
B2B sales methodologies explained: MEDDPICC, SPICED, Challenger and more
Middle East go-to-market strategy: preparing a GCC entry
Middle East go-to-market strategy: preparing a GCC entry
What I’ve Learned About Building High-Performing Sales Teams
What I’ve Learned About Building High-Performing Sales Teams
From cold outreach to warm conversations: B2B prospecting in 2026
From cold outreach to warm conversations: B2B prospecting in 2026
Middle East GTM playbook for B2B SaaS companies (2026)
Middle East GTM playbook for B2B SaaS companies (2026)
How I can help take your business to new heights
Experience in action
From LinkedIn to the stage, workshops and boardrooms.
BBCD & RAK
BBCD & RAK
Linkedin Middle East team
Linkedin Middle East team
Yalla Growth Podcast
Yalla Growth Podcast
Linkedin Workshop
Linkedin Workshop
Linkedin Workshop
Linkedin Workshop
At British Business Council HQ
At British Business Council HQ
My Story
My Journey
I’ve spent more than 20 years in B2B sales, technology and leadership, working across different companies, cultures and markets.
A defining chapter was LinkedIn, where I helped build the business in France before moving to Dubai to support its expansion in the Middle East. Since then, my journey has taken me through sales and marketing leadership, entrepreneurship, consulting and business operations.
Different roles, different markets, plenty of lessons. This site is where I share some of them.
2019 - Present
Extra Mile — Founder & B2B Sales Consultant
2016 - 2019
YourSocial (Merkle) — Sales & Marketing Leadership
2009 - 2015
Linkedin — Enterprise Sales & Market Expansion
2005 - 2008
Mintel - OneSource (D&B) — SMB sales
