Blog
Market Entry
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
OpenAI Is Building a Business Team in Israel. That Tells You Everything.
OpenAI is building a business team in Israel, not a dev center. What that says about turning AI into revenue, and about hiring for results over location.
Antisemitic French Organizers Did Israeli Defense a Favor
France boarded up 30 Israeli defense booths at Eurosatory. It proves outbound beats inbound when your product is proven and your buyers are known.
Building a B2B Sales Machine in Western Europe
How I build a sales machine in Western Europe: research the market first, then a focused push on the UK and Eastern Europe, built and run hands-on.
Building a Sales Operation in the United States
How to build and run B2B sales in the US market: the buyer culture, the pitfalls, and the sales team, subsidiary and support operation I build and run there.
Building a Sales Operation in Germany
Selling B2B in Germany: how German buyers actually buy, the Mittelstand, and the sales team, subsidiary and support operation I build and run there.
Building a Sales Operation in the United Kingdom
Selling B2B in the UK: how British buyers actually buy, and the sales team, subsidiary and support operation I build and run there.
Building a Sales Operation in Japan
Selling B2B in Japan: how Japanese buyers actually buy, consensus and trust, and the sales team, subsidiary and support operation I build and run there.
Building a Sales Operation in France
Selling B2B in France: how French buyers actually buy, language and relationships, and the sales team, subsidiary and support operation I build and run there.
Building a Sales Operation in the Netherlands
Selling B2B in the Netherlands: how Dutch buyers actually buy, and the sales team, subsidiary and support operation I build and run there.
I got added to a BDS boycott list. Here is why it helps my business.
A website dedicated to boycotting Israeli companies officially added both me and KSW Solutions to their database. They even gave me my own profile page. After.
Building a Sales Operation in China
Selling B2B in China: how Chinese buyers actually buy, why relationships and local presence matter, and the sales operation I build and run there.
Nike lost $200B making the mistake I see B2B founders make every quarter.
Stock down 75%. They are laying off 1,400 people. The mistake that broke them is one I see B2B founders making every quarter. Smaller scale, different.
Building a Sales Operation in South Korea
Selling B2B in South Korea: how Korean buyers actually buy, why hierarchy and relationships matter, and the sales operation I build and run there.
Selling to Governments and Large Organizations (B2G): The Long Game Worth Playing
Selling to governments and large organizations is slow and bureaucratic, and one of the most stable assets a company can build. How to play the long game.
Selling B2B in Australia and New Zealand
How to build B2B sales in Australia and New Zealand: how ANZ buyers actually buy, and the sales team, subsidiary and support operation I build and run there.
Selling B2B in the Nordics: Sweden, Norway, Denmark, Finland and Iceland
How to build B2B sales in the Nordic markets: how Nordic buyers actually buy, and the sales team and support operation I build and run across Northern Europe.
Monday added popup ads. Iran closed a strait. The same mistake about leverage.
Popup ads. Inside a paid product. Then, this morning, Bloomberg reported the UAE is fast-tracking a second pipeline to Fujairah. Doubling oil export capacity..
Selling B2B in Central and Eastern Europe: Poland, Romania, Hungary and Beyond
How to build B2B sales across Central and Eastern Europe: the buyer culture, the opportunity, and the sales team and support operation I build and run there.
Building a Sales Operation in Brazil
Selling B2B in Brazil: how Brazilian buyers actually buy, relationships and local presence, and the sales team and support operation I build and run there.
Selling B2B in South America: Brazil, Argentina, Chile and Beyond
How to build B2B sales across South America: the buyer culture, distributors versus direct, and the sales operation I build and run across the region.