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B2B Sales Strategy
Commercial positioning, sales narrative, ICP logic, qualification criteria, buying triggers and execution discipline.
Carregando
Preparando a experiência Ricardo Zulkiewicz.
Carregando
Preparando a experiência Ricardo Zulkiewicz.
Strategy. Pipeline. Revenue.
From outbound and discovery to CRM governance and sales enablement, I translate business context into a practical sales system teams can execute, measure and improve.
Market signal
ICP, trigger, pain and timing before outreach.
Qualified pipeline
Discovery, urgency, stakeholder map and next step.
CRM discipline
Fields, stages, activities and ownership with management value.
Forecast rhythm
Operating cadence to read risk and improve decisions.
Expertise
Commercial positioning, sales narrative, ICP logic, qualification criteria, buying triggers and execution discipline.
Account mapping, prospecting logic, contact prioritization, messaging, cadence and next-step management.
Commercial conversations around technical capacity, talent allocation, delivery risk, continuity and business impact.
Pipedrive structure, field discipline, activity management, forecast visibility and commercial operating rhythm.
About
My work sits at the intersection of consultative B2B sales, technology, CRM governance and commercial operations.
Today, my focus is IT Outsourcing, outbound and new business, building a more structured, consultative and revenue-oriented commercial approach for complex technology conversations.
Who I help
Sharper commercial positioning, better qualification, clearer sales narrative and structured pipeline execution.
CRM standards, field governance, outbound routines, activity discipline and playbooks that make execution easier to manage.
A practical bridge between business strategy and day-to-day sales execution.
Approach
I partner with leadership and commercial teams to align context, refine process and implement execution systems that make pipeline more visible, measurable and predictable.
Understand market context, ICP, stakeholders, pain, urgency and buying process.
Turn dispersed context into messaging, qualification logic, CRM rules and materials.
Run prospecting, discovery, follow-up, negotiation and next steps with discipline.
Use pipeline governance and operating rhythm to make revenue execution more predictable.
Operating principles
Outbound works when it starts from market context, business pain and a clear reason to engage.
Complex technology sales require diagnosis, stakeholder mapping and impact clarity before proposal.
A CRM should guide decisions, forecast, accountability and next steps.
Experience
B2B sales for technology and IT Outsourcing, focused on outbound, new business, CRM, pipeline governance and sales enablement for the private market.
Full-cycle consultative sales for startups and companies in digital transformation, including diagnosis, strategic meetings, negotiation, closing and retention.
Prospecting, qualification, market mapping, cadence execution and generation of commercial conversations with technology and growth companies.
Selected work
Context
Complex service conversations needed clearer qualification and business narrative.
Delivery
ICP, personas, discovery flow, objection handling, proposal logic and pipeline action plan.
Value signal
More consistent commercial conversations and sharper next-step discipline.
Context
Pipeline visibility depended on cleaner fields, stages and operating rhythm.
Delivery
Pipeline architecture, field groups, required fields, loss reasons, activities and forecast logic.
Value signal
Better management signal for ownership, risk reading and decision cadence.
Context
Prospecting needed stronger account prioritization and a reason to engage.
Delivery
Account tiers, buying triggers, contact mapping, messaging, cadence and follow-up structure.
Value signal
Outbound execution with clearer fit, timing and conversation quality.
Context
Sales assets needed to translate scattered context into usable execution.
Delivery
Executive-grade materials, talk tracks, playbook sections and reusable decision support.
Value signal
Teams get clearer language for discovery, proposals and stakeholder alignment.
Positioning
Outbound that starts from business context, not generic messaging.
CRM as a management system, not a place to store notes after meetings.
Qualification based on urgency, impact, fit, stakeholders and timing.
Commercial materials that help teams sell with clarity and consistency.
First call
A short conversation to understand context, commercial challenges and whether there is a practical next step.
Context
Commercial challenge
Next step
For conversations about B2B sales, technology, IT Outsourcing, CRM, outbound and sales enablement, reach out directly.