Ideas & Writing

Lessons, observations and practical ideas from more than two decades working across B2B sales, SaaS, GTM and international markets.

LinkedIn for recruitment consultants: 15 insider tips from ex-Linkedin employee

LinkedIn is usually treated as a candidate database by recruiters. It's obviously more than that.…

Guillaume Larronde8 October 2026

Riyadh skyline and modern business towers

Scaling in the Middle East: the 7-level GCC revenue engine

Scaling in the Middle East means moving from heroics to systems. By year two or…

Guillaume Larronde22 September 2026

Sales manager discussing with sales rep about performance

Top 5 B2B Sales KPIs and Metrics by Role: From SDR to CRO

Most people in sales can tell you their own number without blinking. Ask them what…

Guillaume Larronde6 September 2026

Businesspeople meeting in contemporary Dubai office

Launching in the Middle East: your first 12 months of GCC sales

Your first 12 months in the Middle East aren't about scaling. They're about proving which…

Guillaume Larronde20 August 2026

Sales professional working on his computer

AI & Tech Sales

What a best-in-class AI-native sales organization looks like, and my prevision for 2027

Most companies having adopting AI in their sales orgarganizations have bought AI tools done some…

Guillaume Larronde4 August 2026