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
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
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
B2B sales methodologies explained: MEDDPICC, SPICED, Challenger and more
There's no single best B2B sales methodology in 2026. MEDDPICC, SPICED, Challenger, SPIN, Sandler and…
Guillaume Larronde18 July 2026
From cold outreach to warm conversations: B2B prospecting in 2026
Cold outreach isn't dying. Generic outreach is. The reply-rate collapse everyone blames on the channel…
Guillaume Larronde30 May 2026
The Sales Tasks To Automate With AI, and the Ones I Would Never Automate
AI has changed the way B2B buyers research and make decisions and of course has…
Guillaume Larronde27 April 2026
Enterprise sales discovery: why understanding beats persuasion
Enterprise sales doesn't reward the rep who pitches hardest. It rewards the one who understands…
Guillaume Larronde25 March 2026
Why Your Best B2B Prospects Probably Won’t Reply to Your Cold Email
Your best prospects aren't ignoring your cold email because they're too senior or too busy.…
Guillaume Larronde3 February 2026
AI won’t replace salespeople. It will reshape the sales org chart
AI won't replace salespeople. It will reshape the organisation around them. The seats going first…
Guillaume Larronde2 January 2026