B2B sales practice: markets, negotiations and decisions
We explain how to assess a market, choose an external team format, reach the relevant decision participants and move initial interest toward a concrete commercial action.
CIS Market Barriers Map 2026 — everything you need to know before entering the market
A practical guide to B2B decision-making, timelines and typical barriers across CIS markets.
B2B sales outsourcing: a complete guide for executives
How to decide whether you need a call centre, an in-house sales manager or an external B2B sales team — and which outcomes to use when assessing a project.
Read articleWhy B2B sales start with market logic, not the first call
Before the first contact, it is important to understand who may need the product, why it matters, who participates in the decision and which commercial action is appropriate.
Read articleHow to distinguish a potential B2B company from a random contact
Potential is not measured by a job title in a CRM card. It comes from the combination of a company’s task, market context and the possibility of a substantive conversation.
Read articleWhat makes B2B negotiations professional
A business conversation is not a short scripted call. It is work with a company’s task, constraints and the logic of the next decision.
Read articleHow to define a result benchmark correctly in a B2B project
A B2B guarantee should relate to what the provider can influence: an agreed criterion for qualified negotiations, not call counts or signed agreements.
Read articleHow to find B2B clients in the CIS, Central Asia and the Caucasus: a practical model
A step-by-step guide for companies entering Kazakhstan, Uzbekistan, Kyrgyzstan, Armenia, Azerbaijan, Georgia and other markets, from segment selection to negotiations and a commercial action.
Read articleAXCEND materials help executives make decisions about market entry, team format and result criteria. The terms of a specific project are defined after the product and market have been assessed.