Topo centras

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

Build Your B2B Content Strategy with my Course

In 2022, I bootstrapped an agency to $1M in 14 months, and sold it in 2023. During this time, I went from 'growth marketer' to 'content marketer' for 1 simple reason: 

B2B buyers educate themselves with content before buying.

- They prefer to discover you with a LinkedIn post
- Then watch a 10-min youtube explaining your POV
- Or reading a newsletter about an in-depth case study

That's how they buy, and you need to adapt.

So you need to create content but the goal is not to become a pop star.

You don't want to follow this weird model where you publish 'engaging stories' and then 'funnel down' people to middle of funnel content.

What you want is to position yourself and your business as an industry authority.

That's why I created the authority-first framework.

To help B2B businesses create content that attract buyers.

- Check out our website here: contentpath.co
- Or you can DM me directly to start working together.

Pierre Herubel

I've been a marketer for 9 years.

This is the most surprising question I've been asked:

"Testing sounds interesting, but it's not for us. Can we skip to the results phase?"

This came right after I explained the "test, iterate, scale" methodology.

It was in 2021.

And after that, I realized something very important for my career.

Marketing is often perceived as a magic button.

Press a button → get leads

Or an alternative;

Press a button → go viral → get leads

But when you're a marketer, you know that:

Marketing is all about patience, iteration, and consistency.

I help B2B businesses get clients with content

In 2026, businesses will have 2 marketing options:

(This decision will shape their entire strategy)

Option 1: Focus on the noise around shiny new tactics

Option 2: Focus on foundations + what will matter in 2026

Because here's the truth:

The last 12 months were very busy in terms of marketing innovations.

- New tools every day
- A lot of content that shares new tactics
- Constant AI updates that unlock new possibilities

It wasn't easy to avoid the shiny object syndrome.

- "Should I try this new tool, or this new process?"
- "We're not using AI for this yet, we're behind!"
- "I heard we can get leads with this hack!"

But the real winners of 2026 will focus on 2 aspects:

1. Keep building and iterating on marketing foundations

- Clear ICP, positioning, and messaging
- Strong offers based on market research
- A brand narrative that makes everything click

2. Adapt their strategy to what matters in 2026

- Use AI for tactical workflows
- Focus on intent signals & warm outbound
- Build a real content repurposing & distribution system

And of course, they'll invest a bit to test innovations.

But they will not lose focus.

Follow me, Pierre Herubel, for daily marketing tips.

This is the winning B2B Marketing playbook for 2026.

Let me break it down for you with 5 pillars:

1. Create content for passive buyers

Some businesses are not ready to buy (for various reasons) and don't want to be in your linear sales sequence. The best scenario is to build top of mind awareness for these types of buyers through content marketing.

- Develop clear content pillars
- Publish consistently across time
- Vary formats and channels

2. Build a solid intent signals gathering system

For long we thought attribution was the key, but with the new B2B marketing playbook, intent signals are more important. You need to constantly identify a list of prospects that have higher intent than average.

- Track content engagement across channels
- Score prospects based on signals and frequency
- Centralize signals in one CRM or system

3. Use ads to amplify what already works

Ads will not create demand out of the blue but it will expand your reach and reinforce awareness with repetition. 

- Promote top-performing content
- Retarget engaged and high-intent audiences
- Focus on repetition, not aggressive messages

4. Get ready to capture demand from active buyers

When they're ready, businesses want a fast response across channels. If you take 48 hours to reply to an inquiry, you'll lose (especially in red ocean markets). Build an efficient inbound sales system to capture and manage demand.

- Optimized social media profiles
- Dynamic forms to segment leads
- Soft captures like webinars or guides

5. Run warm outreach for potentially active buyers

Some ready-to-buy prospects who like your brand may not contact you. They may be busy, forget, or assume you’ll reach out. Acknowledge this reality and contact them directly.

- Build a social selling routine
- Create warm email sequences
- ABM for larger accounts

And AI is an enabler across the playbook.

***

We are looking to help 3 more B2B businesses to install and run this playbook in Q1 2026, tell me if you're interested.

Best content strategies follow these 5 principles:

1. The content starts from the problems, objectives, and insights of the audience (and ICP).

2. The content formats used are recognizable, actionable, repeatable, and engaging.

3. Each piece tells a unique story or share a unique insight through a lived experienced, not commoditized information.

4. The content plan mixes educational content (70%), personal brand content (20%), and offer content (10%)

5. There is a real ideation, production, and repurposing process so content becomes a sustainable revenue channel.

In other words, there is a real strategy behind content.

It's not just about "posting consistently".

So if you want to succeed with content, make sure to:

- Create the right audience-first content strategy;
- Build an ideation system for a solid content plan;
- And invest in copywriting, design, & repurposing.

Follow me Pierre Herubel for daily marketing tips.

Here's your 4-week content creation plan:

(to kick off 2026 with a clear roadmap)

Week 1:

- Top 10 List
- Client Interview
- Before and After Story
- How We (outcome)
- Industry News
- Celebration

Week 2:

- Best Practices
- Industry Trends List
- Industry Report
- Podcast Clip
- How-To Guide
- Company News
- Problem Agitate Solution

Week 3:

- Founders’ Story
- Case Study (Full)
- Expert Tips
- Live Q&A Session
- Results Announcement
- Quote
- Launch Offer

Week 4:

- Case Study (Overview)
- Opinion
- Client Testimonial
- Poll
- Build in Public
- Resource List
- Comparative Analysis

At the end of the 4 weeks you'll have created 27 types of content.

Then, if you follow the 1 = 15 rule, you'll transform those 27 pieces of content into 405 additional pieces.

That's how you start a content flywheel.

Follow me Pierre Herubel for daily marketing tips.

Marketer: "What should I focus on in 2026?"
Me: "Start with my 4 mandatory rules:"

- Rule (1): You need to know WHO is your audience, before choosing HOW you want to be perceived.

- Rule (2): You need to define HOW you want to be perceived in order to decide WHAT to say.

- Rule (3): You need to know WHAT to say, before choosing WHERE to say it.

- Rule (4): You need to define concretely HOW you're going deliver your value proposition.

It might sound simple.

But it's even easier to mess up.

- Spamming emails without a clear message;
- Hosting webinars without a value proposition;
- Writing a positioning statement without a clear ICP.

And the reason is always the same:

→ "We need quick results"

But the truth is that you can't get long lasting results without the right foundations. It’s like building a sandcastle, you might have something today, but tomorrow, you’ll have to start from scratch.

So remember:

To nail your marketing strategy, you'll need to:

1/ Define WHO your is audience
2/ Choose HOW you want to be perceived
3/ Write WHAT you want to say
4/ Decide HOW you deliver transformation

Follow me Pierre Herubel for daily marketing tips.

taplio

The Battle

Rait Otto

Pierre Herubel

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taplio

The Battle

Rait Otto

Pierre Herubel

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);}Pierre Herubel's LinkedIn Performance

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