Increase your chances of winning B2B clients, with structure, not luck
If your revenue depends on whoever happens to call this month, cold outreach feels awkward and pointless, and you have no idea how many leads you actually need, this fixes that. Not with a guarantee, with a system, and the confidence to actually use it. In one morning. For free.
If any of this sounds familiar, this workshop is for you. And it's free.
You don't have to become a different person to sell.
You just have to stop being afraid of it.
Zenit Data
PackIOT
Samba Tech, LinkedIn social selling
A simple funnel to find your first B2B clients. A flywheel to keep them coming.
A funnel is just a way to count: how many companies do you need to talk to, to close one B2B client? Once you know that number, you stop guessing and start planning your week. But a funnel alone runs dry. A flywheel adds the second half: happy clients bring referrals, referrals become new leads, and the whole thing starts feeding itself. You'll leave with your own numbers for both.
What happens in the room
Welcome and introductions
Who's in the room, and the one thing each person wants solved by the end.
Why B2B sales need a system, in plain terms
What a funnel and a CRM actually do, before touching either one. Quick exercise: sketch your own basic funnel, the handful of stages every deal actually passes through.
Who is your ideal B2B client (and who isn't)
Your ideal customer profile, your ideal market, and your anti-ICP, the block list of clients you say no to even when the revenue is tempting. Written exercise.
Where your first clients actually come from
Realistic channels for someone working alone or in a small team, starting with the clients you already have. Also: why inbound doesn't work the way it used to.
Break
Coffee.
AI shortcuts for B2B sales
Company research in minutes instead of an hour of digging, and how to check which leads are actually worth a follow up before you waste time on the wrong ones.
Live build: a CRM in HubSpot
From an empty account to your first pipeline stage, built live, step by step, including which of HubSpot's built in AI features are worth turning on. Quick look at LinkedIn Sales Navigator and Dripify too.
How many leads do you actually need
The funnel math and the flywheel, with a calculator so you leave with your own numbers, not someone else's example.
Closing and your 7 day plan
Three concrete actions for the next week, shared with the group.
Fernando Pacheco
- Founder of Zenit Data, a B2B business intelligence company based in Brussels, helping SMBs get revenue transparency and market intelligence. 30+ clients across Europe and Latin America.
- Revenue Analytics & Performance BI Lead, 3E (Renewable Energy SaaS), Brussels. Restructured the sales pipeline from nine to five stages and redesigned the MEDDIC/MEDDPICC qualification model, lifting services revenue by 20% and recovering EUR 150K in order to cash leakage.
- Former Global CMO & Managing Director, AEVO Innovate (Amsterdam).
- Former Head of Operations, PackIOT, commercial expansion to 12 countries across four continents, 10x revenue growth in four years.
- Former COO, Samba Tech, a B2B video SaaS scale-up (USD 6M ARR), built the demand generation engine behind a 65% increase in qualified outbound leads.
- Invited by LinkedIn to train commercial directors on social selling.
- Guest lecturer at Erasmushogeschool Brussel and Skema Business School.
- PhD, Communication Science and Quantitative Analysis, ISCTE-IUL and Universite libre de Bruxelles.
- HubSpot Certified (Reporting, Sales Software, Revenue Operations). Google Data Analytics Certified. Power BI Certified (Alura). Data Visualization & Storytelling (LinkedIn Learning). New Product Development (Technion, Israel Institute of Technology).