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Business Development Manager

Otto's Organics

Co-Founder

Three Solutions

Responsibilities:
🔹Develop and execute strategies to drive Marketplace growth.
🔹Foster and maintain strong relationships with key partners to enhance collaboration and maximize opportunities.
🔹Proactively engage in business development activities, identifying new prospects and exploring 
 untapped markets.
🔹Monitor market trends and customer behavior to stay ahead of the competition and adapt strategies accordingly.

COO of 3.Solutions Marketplace

DO OK. Life-changing software services

Business Development Specialist

MeetFrank

Expansion Manager

Atea Eesti

*B2G & B2B IT sales
*200k€ avg. deal size (€12M+ total revenue) 
*Specialized in tenders and custom solutions.
*Key account growth and CRM, fueling substantial public sector revenue increases.

IT Sales Consultant

Elion Enterprises Ltd

Junior IT specialist

MicroLink Eesti

Sales Executive | €12M+ in Deals | Otto’s Organics Co-founder | Hardware Specialist | Open for New Opportunities

Co-founder and Sales Lead at Otto's Organics, a new-generation family business that sells organic and sustainable products. With over 10 years of experience in the information technology and services industry, I have a proven track record of generating €12M+ in deals, delivering solution selling, and managing tender offers.

My core competencies include sales metrics, technical sales, and consumer goods sales. I am passionate about creating positive social and environmental impact through innovative and ethical business practices. I co-founded Otto's Organics to offer high-quality and affordable products that support the health and well-being of our customers and the planet.

Rait Otto

Where companies go to get noticed | Co-Founder and Managing Director at noticed. |

Morgan Ratcliffe

It's never been easier to be successful. 

99% of what it takes to achieve anything in life is: 

- Learning to do things you don't want to. 
- Showing up ready to get better daily. 
- Taking full responsibility of your life.  
- Taking care of your physical health. 
- Being able to handle stress/failure.
- Forming good daily health habits. 
- Thinking in a 10 year time frame. 
- Being willing to learn constantly. 
- Forming good daily work habits. 
- Believing you can do things.
- Being polite and punctual. 
- Getting enough sleep. 
- Showing up prepared. 
- Maintaining discipline 
- Getting up early. 

Last year someone told me it was impossible to complete an Ironman as your first triathlon, with only 6 months to prepare. 

I booked it, applied this formula, and crossed the line in under 14 hours. 

I'm pretty confident this is the roadmap to building a career, business, or achieving anything in life. 

Anything I missed?

I’ve been thinking a lot recently about how physical challenges bleed into work.

January is long.
The days drag.
Motivation dips.

But all the while we all still have to show up.

And in the same way training for a big event happens over months and years, progress rarely comes from going full gas every day.

There are seasons where you compete hard, chase aggressively, and stretch yourself.

There are others where the win is simply staying consistent, finishing the day, and coming back tomorrow.

The mistake within either is thinking every day needs to feel heroic.

Most of the time, the edge comes from knowing when to push, and when to conserve energy so you can still show up next week, next month, next quarter.

I think a lot of the UK right now will resonate with having to really grit your teeth when days are long dark and cold. 

And although yeah, it's crap in the moment...

I find that growth comes from accepting difficult times, pulling myself together, and showing up with the best I have. 

Both in work and in my personal life.

2025 was one of the wildest years of my life. 

Ironman, Insider 42 under 42,  new hires, Top Agencies To Watch, and £1,000,000 in revenue. 

In just 12 months, we've managed to make a lot happen. 

So to help anyone who's currently planning for 2026...

Here's 7 essentials I learned this year: 

1/ Mark The Year Before It Starts

My biggest achievement from 2025 is completing my first triathlon, Ironman Austria. 

I hadn't swam since I was a kid. 
I'd never been on a road bike. 
I'm not a great runner. 

But because I booked it, paid for it and put it in the calendar... I got it done.

The moral of the story?

Put something exciting in the calendar to mark the year, what it helps you achieve can surprise you.
___

2/ Consistent Content Is The Silver Bullet

Everyone asks me why our agency has been successful. 

And the answer for me is simple...

Yes, we provide a great service for b2b clients, but a big part of it has been consistently creating content for the last 3 years. 

Online presence compounds over time. 

Building a great content strategy and brand for any business, really is the best long-term strategy. 

For lead gen, valuation, attention, everything. 

Give it a go. 

___ 

3/ Seems Like Early Nights Work

The biggest ROI I've had this year has been going to sleep pre 10:00PM. 

I feel good, don't crash in the afternoons, and my mental health is better than ever. 

Would recommend. 

___

4/ Hard Workouts Stop Anxiety/Stress 

In around March I started to get really stressed with the workload and long hours. 

I added in some hard workouts: 

- Hot yoga on Friday nights. 
- Morning crossfit/circuit style workouts. 

And a whole host of other things that make me feel like I'm dying. 

Anyway, the stress went away. 

So if you're dealing with that, try some hard workouts. 

___

5/ LinkedIn Is Underrated 

I grew my entire agency off the back of LinkedIn. 

Yet many business owners still don't focus on it as a real marketing channel. 

I predict that over the next few years, it will become an essential for every b2b business. 

Probably the biggest opportunity in b2b right now. 

___

6/ Impressive People Lead Impressive Lives

One thing I learned this year is that you can't learn anything sat behind a desk. 

And all of the impressive people I've met this year lead impressive lives: 

They're learning a 2nd language
They're learning a weird skill. 
They're running an ultramarathon. 
They're learning to play an instrument. 

The key is that they're always doing something to better themselves. 

So I'm going to try and do more of this next year. 

__

7/ There Is Nothing To Buy

No matter how much money you have, brunch is brunch. 

You can drive there in a nice car if you want. 

But avocado toast tastes the same no matter what your banking app says. 

Don't focus on money as a goal. 

I've found that as long as you can pay your bills, happiness is created by us as individuals. 

Momentum is a better goal.

In 2016, the only focus in my life was professional football. 

Today, I've hired 30+ people and haven't kicked a ball in years. 

But there are lessons I learned in professional football that I use in my business and life today. 

Here's everything you need to know ⤵ 
(Without you needing to put the boots on)" 

1. You don’t rise to the occasion, you fall to your habits
 
Match day was decided Monday to Friday.

Same in business.

The launch, the pitch, the big meeting, it’s just a reflection of your daily standards.

__

2. Talent gets attention, consistency gets results

Every club had naturally gifted players.

Very few lasted.

The ones who did, showed up in every area of their lives: 

- Networking
- Time management
- Always showing up

And putting in more work than everyone else. 

It taught me that average effort, get's average results. 

__

3. Feedback is uncomfortable, but optional feedback is a luxury
 
In football, feedback isn’t polite.

It’s immediate and public.

In business, avoiding feedback feels nice, but it caps growth.

Quick, honest feedback is what's best for everyone. 

__

4. Confidence comes from preparation, not motivation

Nobody waited to “feel ready”.

You trained until ready was irrelevant.

Same rule applies when you’re running a company.

__

5. You’re never as good or as bad as the last result

One great game didn’t make you elite.
But also one bad game didn’t end your career.

The key is understanding that your real standard is a cumulation of all your previous results, applied to todays challenge. 

It's the same in business. 

__

Anyway, I don’t play anymore, but there's a few things that stuck for me.

If you’ve made a big identity shift, sport to business, employee to founder, something else entirely, I’d love to hear what carried over for you.

Most companies don’t have a lead problem.

They have an attention problem.

If your ideal customer doesn’t know who you are, they’ll never care how good your offer is.

Here’s what’s worked for us on LinkedIn.

Step 1: Earn attention before you ask for it

- Not hacks.
- Not trends.
- Not “personal brand” fluff.

Just consistently sharing things your ICP actually cares about:
 • Real problems they recognise
 • Opinions they agree with but can’t articulate
 • Behind the scenes of how work really gets done

Takeaway:
If your content could apply to anyone, it resonates with no one.

Step 2: Give them one clear next step

Most people mess this up.

They get attention, then send people to:
 • A homepage
 • A services page
 • Or worse… nothing

We’ve found one clear destination works best.
 A report.
 A tool.
 A simple asset that helps them think better.

Takeaway:
Attention without direction is wasted effort.

Step 3: Let trust compound

When someone consumes multiple pieces of useful content from you, you stop being “another option”.

You become the obvious choice.

- No pressure.
- No chasing.
- No hard sell.

Takeaway: Trust scales.

If you’re using LinkedIn but it’s not driving real conversations, it’s probably not the platform.

It’s your strategy.

More on this soon.

How to run successful LinkedIn marketing campaigns ⤵

Most teams are measuring the wrong LinkedIn metrics.

Not because they’re lazy.

But because LinkedIn makes the loud numbers easy to see.

- Impressions.
- Likes.
- Views.

They look good in a report, but they rarely tell you if LinkedIn is actually working.

What matters more in 2026 is this:

Are the right people doing the right things after seeing your content?

A few examples we push clients to look at instead:
• Are ICPs downloading your assets?
• Are industry peers commenting?
• Are videos being watched long enough to signal real interest?
• Are people moving from LinkedIn to one clear next step?
• Are conversations starting?

The shift is simple, but most teams haven’t made it yet.
Stop asking, “Did this post perform well?”

Start asking, “Did this move the right people closer to a decision?”

Strong takeaway:
Visibility is easy to buy or manufacture.
Relevance is harder, and far more valuable.

If LinkedIn is a serious channel for you, measure it like one.

5 thoughts on how to sell high ticket offers on LinkedIn ⤵

Here's what life looks like as a business owner training for a 100KM ultra marathon: 

This weekend I cranked a 18KM trail. 
This weekend I put in 8 hours work.

The weekend before? I cranked 20KM. 
The weekend before? I edited all Sunday.

This morning? I cranked a sprint workout. 
This morning? I started work at 7:00am. 

It's great to have big goals and want to better yourself both inside and out of work, but what I will say is be wary of the work required. 

Need to start work at 7:00? 
That means the alarm goes off at 4:30. 

Want to get up at 4:30? 
That means a 9:30PM bed time. 

I'm pretty much constantly aching, stressed, or both. 

We're currently hiring, growing, delivering for clients, marketing ourselves and shaping internal teams. 

It's a lot.  

And at this point you're probably thinking...

"Why would you even bother? This sounds terrible?!"

But there is a beauty in doing hard things that you only learn from being deep in the trenches. 

It's a great feeling to face something difficult, overcome it, and come out the other side knowing you're the kind of person who can do hard things. 

In my case this year it's ironman Tenby, ultras and marathons. 

But a few years ago it was a masters degree and my first 10K. 

It's all about growing and pushing yourself, whether you're running a global business or taking your first steps. 

Or at least that's been my experience.

HWPO

Here's exactly how my company has grown to £1,000,000 over the last 3 years ⤵

The No.1 problem I see in many businesses LinkedIn marketing strategy is something most people overlook. 

Entry points. 

No-one ever went from seeing a LinkedIn post, ad or message and spent thousands on a product or service. 

Just like no-one ever landed on your website without knowing you and got their wallet out. 

In b2b, the key is to create simple and creative entry points to collect contact details (emails, names, phone numbers etc) and add potential clients to your CRM. 

This video explains our entry point, why we do it and why it works ⤵

Here's the idea I'm basing my year around: 

You're not the person you think you are. 

You're the person you have evidence for. 

Or in other words: 

You don’t become confident by thinking about who you are.
You become confident by collecting proof.

Here’s what I’ve realised.

Belief is fragile.

Over the years, I've tried everything to be more confident in myself: 

- Visualisation. 
- Reading. 
- Meditation. 
- Journaling. 

Plus watching motivational, videos and podcasts. 

But as good as all that is, it disappears the second things get uncomfortable.

And I think it's because that's you trying to convince yourself that you've learned a skill or become a new person through learning.  

But it misses proof. 

- That business you went out and built. 
- That medal on the mantle piece. 
- That language you actually learned. 
- That instrument in the house you mastered. 

Each showing real world proof that you are someone who can embark on something hard and actually get real results. 

Proof sticks.

When you’ve done genuinely hard things before, you don’t need hype.

You don’t need quotes.

You don’t need to convince yourself you’re capable.

You just think: “I’ve been here before.”

Now when I'm facing something difficult, I think about the marathons I've completed, the cage fight I won, the years it took to learn piano, or that last 10km of ironman Austria. 

I'm nothing special.

I’m from Burnley. Normal upbringing. Very average love of staying in bed.

The only thing I’ve done differently is keep putting dates in the calendar that force me to show up, then letting those days stack into something I can actually rely on.

You don’t wake up confident.
You build it.

Anyway, here are a few photos of me voluntarily choosing discomfort.

taplio

The Battle

Rait Otto

Morgan Ratcliffe

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taplio

The Battle

Rait Otto

Morgan Ratcliffe

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Morgan Ratcliffe's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreMorgan Ratcliffe's LinkedIn Performance