Dials into Australian businesses behind the benchmarks
Free guides
B2B sales guides
Eighteen in-depth, practical guides for B2B sales teams, from prospecting and outbound to closing, coaching and enablement. Each one is built on what works on real calls, with Australian benchmarks from 218,000+ dials, checklists, templates you can copy and answers to the questions teams ask most.
Quick answer
What is in these B2B sales guides? Practical, in-depth guides to every stage of B2B sales: the roles, prospecting, outbound, lead generation, closing, account growth, management, coaching, enablement and training. They are free, need no sign-up and were last updated on 3 November 2026.
All sales guides
Filter by topic or search by keyword. Every guide is free to read and every template can be copied.
18 guides
Sales roles and models
How B2B sales teams are built: inside sales, SDRs, appointment setters, inbound and outbound.
What is inside sales?What inside sales is, how it differs from field sales, who does what in an inside team and the numbers worth tracking.13 min readWhat is an SDR?SDR meaning, the daily work, the skills that matter, how SDRs are measured and where the role leads.11 min readAppointment setter guideWhat a B2B appointment setter does, the skills to hire for, a call structure that works and the habits that keep show rates up.11 min readB2B sales guideThe B2B sales process stage by stage, how buying committees decide, the models and roles, and the numbers that run it.11 min readInbound vs outbound salesHow inbound and outbound sales differ on speed, cost, control and lead quality, and how to run both without them competing.11 min readOutbound sales guideTargeting, data, channels, cadence, message, team and metrics: the full outbound playbook for B2B teams.11 min read
Prospecting and pipeline
Finding buyers and starting conversations: prospecting, lead generation, gatekeepers and call timing.
Sales prospecting guideHow to build a prospect list, research in five minutes, choose methods, run a cadence and measure what works.11 min readB2B lead generation guideLead stages, channels, targeting, data, scoring and handover: how to build lead generation that turns into pipeline.11 min readGetting past the gatekeeperWho gatekeepers are, how they screen calls, how to prepare and the routes that reach the decision maker honestly.11 min readBest time to cold callPeak hours and days from 218,000+ dials, how to plan calling blocks across time zones and how to test timing on your own list.11 min readFanatical Prospecting summaryThe core ideas of Jeb Blount's 2015 book in plain English, what still holds up in B2B outbound and a 30-day plan to apply it.11 min read
Selling and closing
Running the sale: consultative selling, closing techniques and growing existing accounts.
Consultative selling guideWhere consultative selling came from, the process, the questions that make it work and how to use it from the first call.11 min readSales closing techniquesEthical B2B closing techniques, the buying signals that tell you when to use them and the pressure tactics to drop.14 min readUpselling and cross-sellingHow B2B teams find expansion signals, run account reviews and have upsell conversations customers welcome.11 min read
Sales leadership
Leading the team: management, coaching, enablement and training.
Sales management guideWhat the job really is, your first 90 days, hiring, targets, commission, the weekly rhythm and the numbers to watch.14 min readSales coaching guideA weekly coaching rhythm, how to coach from the numbers, live call coaching, role plays, a call scorecard and feedback that lands.11 min readSales enablement guideWhat enablement covers, the core kit every sales team needs, onboarding, battlecards and the metrics that show it works.11 min readSales training programsTypes of sales training, the main methodologies, how to choose a provider, a sample curriculum and how to make it stick.11 min read
How to use these guides
Read one guide, change one thing, measure the result.
- Pick the guide for the stage that is hurting most. If you are not sure, put your numbers into the meetings per dial calculator, which flags the weakest stage.
- Read the checklist in that guide and mark what your team already does.
- Copy one template, adapt it to your buyers and use it for a week.
- Compare the stage number before and after. Keep what works and try the next change.
Tools and libraries
Free tools and template libraries that go with the guides.
About the data
Nousu benchmarks from 218,000+ dials into Australian businesses.
See the full statisticsOf dials reach a live person
Meetings per 100 dials, onshore vs offshore
Of meetings booked on the fourth attempt or later
The benchmarks in these guides come from Nousu Collective's own operating data: 218,000+ dials into about 24,000 Australian companies between November 2024 and April 2026, targeting director, VP, C-suite and founder-level buyers. They are Nousu performance benchmarks, not a representative sample of the whole market. Anything that is not a Nousu figure is labelled as an assumption or attributed to its source.
Compliance notes cover Australia, New Zealand and Singapore and are general information, not legal advice. Written by the Nousu Collective team and reviewed by Harry Constant, Founder. Last updated 3 November 2026.
Frequently asked questions
What are the Nousu sales guides?
Eighteen free, in-depth guides for B2B sales teams, covering sales roles, prospecting, outbound, lead generation, closing, account growth, management, coaching, enablement and training. Each has checklists, templates, diagrams and FAQs.
Who writes these guides?
The Nousu Collective team, who run phone-first outbound for B2B companies every day, with editorial review by Harry Constant, Founder. They are written from what works on real calls, not from theory.
Where do the statistics come from?
Nousu benchmarks come from our own operating data: 218,000+ dials into about 24,000 Australian companies between November 2024 and April 2026. Anything that is not a Nousu figure is labelled as an assumption or attributed to its source.
Are the guides free?
Yes. There is no sign-up and no download gate. Every template can be copied straight from the page.
Can I use the templates in my own business?
Yes. Copy them, replace everything in double curly brackets with your own details and adapt the wording to sound like you. Check any email against the Spam Act 2003 before you send it.
Are the guides specific to Australia?
They are written for B2B teams selling into Australia, New Zealand and Singapore, with local time zones, calling hours and compliance notes. The compliance notes are general information, not legal advice.
Where should I start?
If you are building outbound for the first time, start with the outbound sales guide and the sales prospecting guide. If you lead a team, start with the sales management and sales coaching guides.
Can Nousu do this for us?
Yes. Nousu's Australian SDRs work in-house in Sydney and run phone-first outbound into Australia, New Zealand and Singapore, with first calls within 2 weeks of sign-off.
Rather have the calls made for you?
Book a 30-minute call. We will map your market and buyers and show you what a phone-first campaign would book.
Starting at $7,000 a month. Exact fee quoted after a 30-minute call.