Case Studies
Brought in to build the engine, not just advise on it.
Real companies, real problems, real ownership. Here is what I have built and fixed, across startups, IoT, manufacturing, medical devices, retail and SaaS, on four continents.
HeadCounter
A US firm helping eligible businesses claim the federal Employee Retention Credit, money many of them were genuinely owed and had no idea they qualified for. The offer was real and the addressable market was enormous, but there was no go-to-market motion to reach it at scale and no sales team to run it. On top of that it was a high-velocity, high-volume sale against the clock: a closing filing window and a buyer who had already been cold-called by a dozen ERC shops and trusted none of them. Trust had to be earned fast, at scale.
- Built the entire go-to-market plan and sales strategy from scratch
- Defined the ICP, the qualification criteria and the outbound messaging that cut through the ERC noise
- Designed the full sales process and playbook, from first touch to signed engagement
- Recruited, hired and onboarded the team of SDRs and AEs
- Managed the SDRs and AEs day to day: targets, scripts, coaching, pipeline and performance
KanduAI
An early-stage AI startup with a product and no way to sell it. No pipeline, no process, no team, and nobody who had ever built a sales motion from zero. They did not need advice, they needed someone to take the revenue side off the founders' plate and build the engine, then keep it alive when the product pivoted out from under it. Twice.
- Owned go-to-market end to end as Fractional VP of Sales from day one
- Defined and validated the ICP, positioning and messaging before a single rep dialed
- Built the outbound playbook and the entire motion from zero
- Hired, trained and managed the SDR team
- Relaunched the whole go-to-market through the pivot, twice, without losing momentum
LoneStar Tracking
Marketing was doing its job and generating real interest. The problem was everything that happened after the lead came in. Deals stalled and died because there was no sales engine to convert them and founders who had never sold for a living. They were paying to create demand and watching it leak straight out the bottom.
- Built the entire sales strategy and motion from scratch
- Selected and implemented the CRM and the full sales stack
- Built the process, the playbook and the pipeline
- Recruited, hired and trained the sales team
- Ran the team and the motion day to day as outsourced sales leadership
Bacsoft
An Israeli industrial IoT company, backed by Japan's SUN Corp, that made existing equipment smart and connected for water and wastewater utilities, manufacturers and smart cities. The technology was real and the global demand was there, with projects from Peru to Holland to Australia. What was missing was the engine to actually sell complex industrial IoT across borders: a strategy, a distributor network across continents, and the patience to win public-sector deals with long RFI and RFQ cycles.
- Owned the global sales strategy end to end
- Recruited and managed distributors across continents, from Europe to South America to APAC
- Ran direct B2B sales of SaaS, hardware and services into utilities, manufacturers and municipalities
- Led B2G: RFIs, RFQs and complex government and utility projects across the globe
- Represented the company at international industry shows and managed marketing and marcom
Palram
A global manufacturer had looked at Eastern Europe and decided there was no money in it, so they stayed out and left the territory blank on the map. The assumption had never actually been tested against the real channel or the real buyers on the ground. It was a story the company told itself, not a fact.
- Built the market-entry strategy and the milestone plan
- Mapped the channel and the real decision-makers on the ground
- Led every negotiation personally
- Signed multiple distributors and retail chains across the region
Limat
Limat wanted to grow in Western Europe but did not want to bet on it blind. They needed someone to find where the real opportunity was, then actually go build the sales motion to chase it, not hand over a strategy deck and walk away. The brief was simple: research the market, pick the fights worth picking, and build the machine.
- Ran the market research to find where the genuine demand and the right entry points were
- Focused the push on the UK and Eastern Europe, the markets that justified the investment
- Built the sales machine to go after those markets, not just a plan on paper
BT9
BT9 built Xsense, a real-time cold chain monitoring system that tracks the temperature and humidity of perishables from inside the carton, through every link of the supply chain, so food companies can act before a shipment spoils. Great product, and almost no international sales operation to put it in front of the world. Three very different regions, the FSU, the EU and APAC, each with its own buyers, channels and rules, and the whole machine had to be built from the ground up.
- Built an international sales operation from zero across the FSU, the EU and APAC
- Ran direct sales of the Xsense SaaS, hardware and services to food and perishables companies
- Recruited and managed the distributor network market by market
- Represented the product at international trade shows like Fruit Logistica in Berlin
- Hired, trained and ran the team day to day: SDRs, post-sales and tech support
TAG Medical
TAG Medical (TAG Dental) made dental implants and digital guided-surgery systems, CAD/CAM kits that hand the surgeon everything needed for a procedure and cut both error and chair time. Pushing that into the EU meant selling into a cautious, heavily regulated, high-trust market where the buyer does not gamble. They needed more than a salesperson. They needed a full commercial function, sales and marketing both.
- Ran international sales across the EU
- Drove direct B2B sales of dental implants and guided-surgery systems
- Recruited and managed distributors across European markets
- Built and ran the entire marketing department, online and offline, including the company's first video commercials and the launch of its digital CAD/CAM center
SOURCE Vagabond
An Israeli consumer brand almost nobody in the US had heard of, trying to get onto the shelves of large American retailers and big-box chains. That is the hardest room in the building to walk into as an unknown overseas name, where buyers have every reason to say no and no reason to gamble on you.
- Sold direct to large retailers and big-box stores across North America
- Recruited and managed distributors to extend the reach
- Built the positioning that got an unknown brand taken seriously by major chains
Synergix
Scientific SaaS sold to possibly the hardest buyer there is: universities, research labs and pharma. Technical, skeptical, slow to trust and impossible to bluff. Reps could not wing this one, and the company had no playbook for selling into a room full of scientists who can smell a sales pitch from across the building.
- Drove direct B2B SaaS sales to universities, research facilities and pharma companies
- Wrote the sales scripts and the playbook the reps actually used
- Led and motivated the sales effort through a long, technical cycle
What clients say
If you are looking for someone who understands sales, Tal is your address. His grasp on the overall sales process, how to move a prospect forward and his on point grasp of how to move your business forward is invaluable. Follow him. Listen to him. Take his advice. Grow your business as a result.
Steve BurtonCROThe Point CompanyTal is a hard-working and trustworthy person. I have experience as a client, a partner and working for him directly. He is a man of his word, delivers on what he promises. A competent salesperson and strategist I would recommend him to any company wanting a fractional sales leader, channel manager or strategist.
Amitay SternCEOTypoDuctions & DRIFTWorking with Tal has been impactful. He helped us understand where the issues were in our sales process and provided us a roadmap to increase sales by creating custom SOPs and demonstrating every step very clearly. He is very responsive and communicates well. Highly recommended.
David Gallula, Ph.D.Head of UED Research Institute, CEO of ProUXTal is a sharp and smart marketer. In a short conversation, he was able to understand and analyze complex problems of understanding the market, customer analysis, and consumer mapping. He brought us quick and good solutions that do the job.
Michael TeichbergFounderInventivHRWith just an initial 15 minute consulting call with Tal, I was able to identify new approaches that I am confident will lead to a significant increase in successful prospect meetings. Tal was friendly, gracious with his time, and a good listener. This session was one of the most helpful resources I have encountered.
Neriya RosnerFounder & CEOSpecBiteTal provided me with wise advice. He listened to me and asked great questions that showed an advanced level of understanding and attention, and then gave very helpful advice and shared his ways of thinking on the matter. I was most impressed by his methodical way of thinking and experimenting in sales.
Yakov NedlinFounderLIBACCORDTal is a real professional! I've asked him to provide an opinion on commercialization of a medical device product. What I received is a deep dive into entire world of terms, key players and possibilities and, on the other hand, a clear recommendation and a guidance for proper planning of my next steps.
Sherman Barnes IIHead of Sales & MarketingTrio TruckingI had a great experience working with Tal Paperin. He gave me some great insight and ideas about how to take my business to the next dimension. He provides an array of services to help businesses make more money from domestic or international expansion. I would recommend using them for sure.
Huw NierenbergCo-FounderePropertyCareKSW is an incredible resource, but more importantly, there are very few people as talented as Tal when it comes to sales strategy. He helped close a publicly traded company for my startup.
Luisa ArroyaveSenior ManagerWalmart Global SourcingI had the pleasure to work with Tal. I can tell that Tal is a great team player, very energetic and enthusiastic to get things done. He was always willing to help and share his experience in international sales and project management. He is practical, analytic with solving skills and nice to have around!
Gabriel HeifetsHW Lead EngineerAnnapurna Labs (Amazon)Tal Paperin has everything you want and need in a solutions consulting company: years of experience in both pre and post sales, connections in all the BRIC countries, knowledge in how to standout in many different types of markets, and more ways to increase your company's profitability.
Barak KavCEOTAG DentalTal has the knowledge and deep understanding to analyze and map the market competition in order to promote the comparative advantage for any category of products. Tal is the one you would like to have as your team leader.
Daniel WeiserSr. Director BD & Sales, AmericasSilicom Ltd.Tal is extremely enthusiastic about his job, smart, professional and thorough, and was a pleasure to work with.
Tal has great negotiating skills and secured several big deals for the company. He is incredibly capable and is a huge asset to any company that he works for.
Daniel TarlowGK8 by GalaxyI had the pleasure of meeting Tal to discuss strategies and ideas for developing my business and improving sales. Tal had excellent ideas and opinions that I will be putting to use in the coming months. I highly recommend Tal for your business.
After great achievements in a rapidly growing company (Mobileye, an Intel Company), Tal listened carefully and gave concise, precise advice of great value, on negotiating projects by added value and expanding global markets through more personalised channels. He has a rare talent for thinking in-depth and forward.
Daniel ZatmanCo-FounderQii78Having Tal as a contact is valuable. Having him in your corner is priceless. He is always prepared with insights and market focus, so every minute with him is energised and filled with possibility. He extracts the essence of any business idea and distils it into action and a roadmap to your goal.
Bar LibachGlobal Head of Sales & BDMIS Implants TechnologiesI worked alongside Tal on the BizDev and Sales team at TAG Dental. I was always impressed by his professionalism and personal qualities. Tal brings creative problem-solving, wide cross-discipline knowledge and a willingness to do whatever it takes to get a productive result.
Hans BronkhorstIT ManagerBauwatch GroupI needed sound, no-bs advice on sales and marketing for a new business. Tal didn't hesitate to help, and his advice really put things into perspective. It became obvious that Tal is not only an expert in his field, but also a gracious person willing to help others.
Yair RosenzweigVP Sales & ServicesGalconI had the honor of working with Tal for over a year. He proved himself professional, dedicated and a valuable asset. Tal is methodical with great attention to detail, combined with the ability to see the big picture and excellent people skills, which made him a pivotal figure in every project.
Rabbi Nosson RodinDirectorChabad on CampusWe recently had Tal direct a seminar on fundraising for Chabad on Campus Israel rabbis. The feedback was overwhelmingly positive. The presentation was flawless, engaging and very practical. Tal is a pleasure to work with, and his skills in marketing are second to none.
Elisheva HudsonDocumentary FilmmakerHudson FilmsI had a consult with Tal on LinkedIn and sales strategies and could not recommend him more. He told me clearly and concisely exactly what my next steps were to capitalize on LinkedIn further. He has a huge wealth of knowledge and gives it over in a way that is easy to understand and implement. Highly recommend!
Sam GinzbergRevenue ArchitectSG ConsultingTal is smart and full of experience. He gave us great insight and ideas on how to make sure we covered all our sales angles, with in-depth market research.
Ariel PeretsOwner & CEOAP EngineeringBefore I knew Tal I did not know the world of global sales. Tal introduced me to a new world I was not aware of and impressed me with his deep knowledge. I am sure he is one of the experts in his field, and I would love to recommend him as one of the best salespeople in the world.
I had a very helpful discussion with Tal. We took stock of where my startup venture is now, and I got valuable feedback and further guidance on the business validation path I have been pursuing, the results obtained, and what to focus on next to advance the venture.
Phil GuimondSenior DevSecOps EngineerOptroTal Paperin has the uncanny ability to find lessons, especially sales lessons, in every little thing in life, and somehow apply them successfully to the business world. If you are looking for a sales professional who lives, eats and breathes sales, open a dialogue with him.
Udo KaluElectro-Biomedical EngineerSt George's University Hospitals NHSTal's insights in business, especially sales, are amazing. I always look forward to reading his thoughts. They are sometimes witty and funny, but always very informative, and they show the forte of his years of experience.
Dovid UrbachSocial WorkerJerusalem Mental Health CenterTal has a unique, cut-to-the-chase, no-nonsense style of helping clients find their target market, reach them, and position themselves so they get noticed. He goes the extra mile and gives continuous value, because he cares about your success. Do yourself a favor and reach out to him.
Tal is detail-oriented with a professional, easy-going attitude. He is very responsive and easy to work with. He quickly establishes credibility and confidence, and his straightforward manner makes him fun to work with.
Tal is our sales rep for SOURCE. He has been very helpful and very persistent about getting information to me in the format I requested. He has gone above and beyond for me. I highly recommend him.
Dovid ShawDirectorWoW DiscoveriesTal is great to work with. He is very professional and highly motivated, and a great source of advice and guidance for moving your business forward.
If you are looking for someone who understands sales, Tal is your address. His grasp on the overall sales process, how to move a prospect forward and his on point grasp of how to move your business forward is invaluable. Follow him. Listen to him. Take his advice. Grow your business as a result.
Steve BurtonCROThe Point CompanyTal is a hard-working and trustworthy person. I have experience as a client, a partner and working for him directly. He is a man of his word, delivers on what he promises. A competent salesperson and strategist I would recommend him to any company wanting a fractional sales leader, channel manager or strategist.
Amitay SternCEOTypoDuctions & DRIFTWorking with Tal has been impactful. He helped us understand where the issues were in our sales process and provided us a roadmap to increase sales by creating custom SOPs and demonstrating every step very clearly. He is very responsive and communicates well. Highly recommended.
David Gallula, Ph.D.Head of UED Research Institute, CEO of ProUXTal is a sharp and smart marketer. In a short conversation, he was able to understand and analyze complex problems of understanding the market, customer analysis, and consumer mapping. He brought us quick and good solutions that do the job.
Michael TeichbergFounderInventivHRWith just an initial 15 minute consulting call with Tal, I was able to identify new approaches that I am confident will lead to a significant increase in successful prospect meetings. Tal was friendly, gracious with his time, and a good listener. This session was one of the most helpful resources I have encountered.
Neriya RosnerFounder & CEOSpecBiteTal provided me with wise advice. He listened to me and asked great questions that showed an advanced level of understanding and attention, and then gave very helpful advice and shared his ways of thinking on the matter. I was most impressed by his methodical way of thinking and experimenting in sales.
Yakov NedlinFounderLIBACCORDTal is a real professional! I've asked him to provide an opinion on commercialization of a medical device product. What I received is a deep dive into entire world of terms, key players and possibilities and, on the other hand, a clear recommendation and a guidance for proper planning of my next steps.
Sherman Barnes IIHead of Sales & MarketingTrio TruckingI had a great experience working with Tal Paperin. He gave me some great insight and ideas about how to take my business to the next dimension. He provides an array of services to help businesses make more money from domestic or international expansion. I would recommend using them for sure.
Huw NierenbergCo-FounderePropertyCareKSW is an incredible resource, but more importantly, there are very few people as talented as Tal when it comes to sales strategy. He helped close a publicly traded company for my startup.
Luisa ArroyaveSenior ManagerWalmart Global SourcingI had the pleasure to work with Tal. I can tell that Tal is a great team player, very energetic and enthusiastic to get things done. He was always willing to help and share his experience in international sales and project management. He is practical, analytic with solving skills and nice to have around!
Gabriel HeifetsHW Lead EngineerAnnapurna Labs (Amazon)Tal Paperin has everything you want and need in a solutions consulting company: years of experience in both pre and post sales, connections in all the BRIC countries, knowledge in how to standout in many different types of markets, and more ways to increase your company's profitability.
Barak KavCEOTAG DentalTal has the knowledge and deep understanding to analyze and map the market competition in order to promote the comparative advantage for any category of products. Tal is the one you would like to have as your team leader.
Daniel WeiserSr. Director BD & Sales, AmericasSilicom Ltd.Tal is extremely enthusiastic about his job, smart, professional and thorough, and was a pleasure to work with.
Tal has great negotiating skills and secured several big deals for the company. He is incredibly capable and is a huge asset to any company that he works for.
Daniel TarlowGK8 by GalaxyI had the pleasure of meeting Tal to discuss strategies and ideas for developing my business and improving sales. Tal had excellent ideas and opinions that I will be putting to use in the coming months. I highly recommend Tal for your business.
After great achievements in a rapidly growing company (Mobileye, an Intel Company), Tal listened carefully and gave concise, precise advice of great value, on negotiating projects by added value and expanding global markets through more personalised channels. He has a rare talent for thinking in-depth and forward.
Daniel ZatmanCo-FounderQii78Having Tal as a contact is valuable. Having him in your corner is priceless. He is always prepared with insights and market focus, so every minute with him is energised and filled with possibility. He extracts the essence of any business idea and distils it into action and a roadmap to your goal.
Bar LibachGlobal Head of Sales & BDMIS Implants TechnologiesI worked alongside Tal on the BizDev and Sales team at TAG Dental. I was always impressed by his professionalism and personal qualities. Tal brings creative problem-solving, wide cross-discipline knowledge and a willingness to do whatever it takes to get a productive result.
Hans BronkhorstIT ManagerBauwatch GroupI needed sound, no-bs advice on sales and marketing for a new business. Tal didn't hesitate to help, and his advice really put things into perspective. It became obvious that Tal is not only an expert in his field, but also a gracious person willing to help others.
Yair RosenzweigVP Sales & ServicesGalconI had the honor of working with Tal for over a year. He proved himself professional, dedicated and a valuable asset. Tal is methodical with great attention to detail, combined with the ability to see the big picture and excellent people skills, which made him a pivotal figure in every project.
Rabbi Nosson RodinDirectorChabad on CampusWe recently had Tal direct a seminar on fundraising for Chabad on Campus Israel rabbis. The feedback was overwhelmingly positive. The presentation was flawless, engaging and very practical. Tal is a pleasure to work with, and his skills in marketing are second to none.
Elisheva HudsonDocumentary FilmmakerHudson FilmsI had a consult with Tal on LinkedIn and sales strategies and could not recommend him more. He told me clearly and concisely exactly what my next steps were to capitalize on LinkedIn further. He has a huge wealth of knowledge and gives it over in a way that is easy to understand and implement. Highly recommend!
Sam GinzbergRevenue ArchitectSG ConsultingTal is smart and full of experience. He gave us great insight and ideas on how to make sure we covered all our sales angles, with in-depth market research.
Ariel PeretsOwner & CEOAP EngineeringBefore I knew Tal I did not know the world of global sales. Tal introduced me to a new world I was not aware of and impressed me with his deep knowledge. I am sure he is one of the experts in his field, and I would love to recommend him as one of the best salespeople in the world.
I had a very helpful discussion with Tal. We took stock of where my startup venture is now, and I got valuable feedback and further guidance on the business validation path I have been pursuing, the results obtained, and what to focus on next to advance the venture.
Phil GuimondSenior DevSecOps EngineerOptroTal Paperin has the uncanny ability to find lessons, especially sales lessons, in every little thing in life, and somehow apply them successfully to the business world. If you are looking for a sales professional who lives, eats and breathes sales, open a dialogue with him.
Udo KaluElectro-Biomedical EngineerSt George's University Hospitals NHSTal's insights in business, especially sales, are amazing. I always look forward to reading his thoughts. They are sometimes witty and funny, but always very informative, and they show the forte of his years of experience.
Dovid UrbachSocial WorkerJerusalem Mental Health CenterTal has a unique, cut-to-the-chase, no-nonsense style of helping clients find their target market, reach them, and position themselves so they get noticed. He goes the extra mile and gives continuous value, because he cares about your success. Do yourself a favor and reach out to him.
Tal is detail-oriented with a professional, easy-going attitude. He is very responsive and easy to work with. He quickly establishes credibility and confidence, and his straightforward manner makes him fun to work with.
Tal is our sales rep for SOURCE. He has been very helpful and very persistent about getting information to me in the format I requested. He has gone above and beyond for me. I highly recommend him.
Dovid ShawDirectorWoW DiscoveriesTal is great to work with. He is very professional and highly motivated, and a great source of advice and guidance for moving your business forward.
On the ground, on four continents
Tell me where revenue stalled. I'll tell you why.
A 15-minute call, no pitch. You will leave with at least one concrete thing to fix, whether or not we work together.
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