B2B lead generation

B2B lead generation starts with the right customers

You can reach out to hundreds of companies. But if you are not clear on which companies you want to win, what problem you solve for them and why they should listen to you, lead generation quickly becomes a volume game.

Blackbird GTM helps B2B SaaS companies move from a vague idea of their audience to a concrete approach for attracting the right customers.

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You don't need to reach more companies. You need to reach the right ones.

Most companies know roughly who their customers are.

“B2B companies with 50-500 employees.”

“Tech companies.”

“HR teams.”

That is a market segment. Not an ICP.

If you don't know which companies benefit most from your product, lead generation gets hard. Targeting turns broad, messaging turns generic, and sales mostly spends its time reaching out to a lot of prospects.

That is why good lead generation starts earlier than outbound.

First, decide who you want to win

I map which companies fit your product and business model best.

Not just by size or industry, but by the characteristics that actually say something about buying likelihood and relevance.

For example:

  • Type of organisation
  • Business model
  • Size
  • Current situation
  • Relevant triggers
  • Urgency of the problem
  • Existing solutions
  • Buying process

The result is an ICP that marketing and sales can actually work with.

Then: understand why they would buy

A good prospect is not interesting because they match your ICP.

They are interesting because they have a problem you can solve.

So I map:

  • The problem your customer is trying to solve
  • What that problem costs them today
  • Why it is relevant now
  • Which alternatives they use
  • What happens if they change nothing
  • What triggers them to move

These insights are the basis for your positioning and messaging.

From customer problem to a message that lands

Once you know who you want to reach and what occupies them, you can decide what to say.

I translate customer insight into clear positioning and messaging you can use on your website, in outbound, LinkedIn, email and sales conversations.

Not a generic message for an entire market. A story that fits the companies you actually want to win.

Only then do I build your lead generation

Once the foundation is right, we decide how you are going to reach the right companies.

That could be through:

  • Outbound
  • LinkedIn
  • Email
  • Inbound
  • Content
  • Partnerships
  • Events
  • Referrals

Not every company needs the same channels. I decide what fits your ICP, market, sales model and available resources.

A lead only matters if sales can do something with it

Lead generation is not separate from sales.

So I also look at what happens the moment a prospect responds.

For example:

  • Qualification
  • Follow-up
  • Discovery
  • CRM
  • Pipeline
  • Conversion
  • Sales tooling
  • AI for sales productivity

The result is not a standalone leadgen project, but a commercial approach that connects to the rest of your GTM.

Curious how this works in practice? Read how I work as a GTM consultant.

Lead generation is one part of your GTM

ICP & positioning

Define who you want to win and why they would choose you.

GTM strategy

Decide which markets, segments, channels and commercial approach fit your growth goals.

Sales process

Turn interest into genuinely good sales conversations and customers.

Commercial organisation

Build the structure, roles and processes needed to grow commercially.

AI for sales productivity

Use AI where it actually saves time and improves sales quality.

Training & coaching

Make sure your team can run and improve the approach themselves.

No standard leadgen package

I don't start with a campaign. I start by looking at your business, your customers and your current commercial approach.

Then we decide where the biggest bottleneck sits and what it takes to solve it.

01 — Understand

I map your customers, market, ICP and current GTM approach.

02 — Focus

We decide where the biggest commercial opportunities and bottlenecks are.

03 — Build

We build the ICP, messaging, targeting, lead generation and sales processes you need.

04 — Enable

We make sure your team can work with it and develop it further themselves.

I do it, together with you and your team.

Not more leads. The right leads.

The goal of lead generation is not to fill up your CRM.

The goal is more conversations with companies that genuinely fit your business. That is where good lead generation starts.

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