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B2B Sales Strategy
Commercial positioning, sales narrative, ICP logic, qualification criteria, buying triggers and execution discipline.
RICARDO ZULK
B2B TECHNOLOGY SALES
Strategy. Pipeline. Revenue.
I build the commercial structure behind predictable B2B technology 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.
Expertise
Sales structure for complex B2B technology conversations.
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Outbound Execution
Account mapping, prospecting logic, contact prioritization, messaging, cadence and next-step management.
03
IT Outsourcing Sales
Commercial conversations around technical capacity, talent allocation, delivery risk, continuity and business impact.
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CRM & Pipeline Governance
Pipedrive structure, field discipline, activity management, forecast visibility and commercial operating rhythm.
About
A commercial operator built between technology, process and business context.
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.
Positioning clarity
Decision-maker conversations
Operational discipline
Who I help
For teams that need a clearer path from market context to qualified pipeline.
For technology companies
Sharper commercial positioning, better qualification, clearer sales narrative and structured pipeline execution.
For commercial teams
CRM standards, field governance, outbound routines, activity discipline and playbooks that make execution easier to manage.
For leaders and founders
A practical bridge between business strategy and day-to-day sales execution.
Approach
Strategy first. Execution that scales.
I partner with leadership and commercial teams to align context, refine process and implement execution systems that make pipeline more visible, measurable and predictable.
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Diagnose
Understand market context, ICP, stakeholders, pain, urgency and buying process.
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Structure
Turn dispersed context into messaging, qualification logic, CRM rules and materials.
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Execute
Run prospecting, discovery, follow-up, negotiation and next steps with discipline.
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Improve
Use pipeline governance and operating rhythm to make revenue execution more predictable.
Operating principles
The work is not about adding activity. It is about improving the quality of commercial decisions.
Context before cadence
Outbound works when it starts from market context, business pain and a clear reason to engage.
Discovery before pitch
Complex technology sales require diagnosis, stakeholder mapping and impact clarity before proposal.
CRM as a management system
A CRM should guide decisions, forecast, accountability and next steps.
Experience
Commercial experience in technology, startups and B2B operations.
2026 — Present
Account Executive
First Decision
B2B sales for technology and IT Outsourcing, focused on outbound, new business, CRM, pipeline governance and sales enablement for the private market.
IT OutsourcingOutboundPipedriveNew Business
2023 — 2025
Account Executive
Talentu
Full-cycle consultative sales for startups and companies in digital transformation, including diagnosis, strategic meetings, negotiation, closing and retention.
Full-cycle SalesB2BStartupsConsultative Selling
2022 — 2023
Business Development Representative
Talentu
Prospecting, qualification, market mapping, cadence execution and generation of commercial conversations with technology and growth companies.
ProspectingQualificationMarket MappingBDR
Selected work
Enablement, governance and process applied to commercial execution.
Sales Enablement for IT Outsourcing
Commercial narrative, ICP, personas, discovery, objection handling, proposal structure and pipeline action plan.
Pipedrive CRM Governance
Pipeline architecture, field groups, required fields, loss reasons, activities, forecast logic and operating discipline.
Outbound Operating System
Account prioritization, buying triggers, contact mapping, messaging, cadence and next-step discipline.
Commercial Materials & Playbooks
Executive-grade materials that translate commercial context into usable sales assets.
Positioning
Not just selling services. Building the system behind revenue execution.
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.
Let’s build your next stage of growth.
For conversations about B2B sales, technology, IT Outsourcing, CRM, outbound and sales enablement, reach out directly.
Contact