Marketing + Strategy
OTM is a full-service marketing agency that combines business strategy and consumer behavior modeling with traditional marketing services to help businesses grow demand and expand into new markets.
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Why Your Prospecting ‘System’ Is Actually Just Founder Hustle in Disguise
Most B2B founders believe they have a prospecting system. They've invested in a CRM, bought a prospecting database subscription, and set up email sequences. They have documented processes and weekly routines. But when they're honest, pipeline generation still depends...
The Cost of DIY Prospecting (What Founders Don’t Calculate)
Most B2B founders approach prospecting messaging testing with one of two extremes: they either blast their entire prospect list with untested messages, or they test so extensively they never actually launch at scale. Both approaches have the same root fear: what if I...
How to Test Prospecting Messaging Without Wasting Your Best Prospects
Most B2B founders approach prospecting messaging testing with one of two extremes: they either blast their entire prospect list with untested messages, or they test so extensively they never actually launch at scale. Both approaches have the same root fear: what if I...
Outbound, Inbound, or Both? The Prospecting Channel Mix for Professional Services
Most B2B founders ask the wrong question about prospecting channels. They want to know: "Should I focus on outbound or inbound?" The better question: "What channel mix makes sense for my business right now, and how should it evolve?" The reality is more nuanced than...
The Founder’s Prospecting Calendar: How to Allocate Time Without Destroying Everything Else
Most B2B founders know they should prospect consistently. They also know they should deliver excellent client work, manage their team, handle operations, and maintain some semblance of work-life balance. Something has to give. Usually, it's prospecting. The logic...
The Prospecting Metrics That Actually Predict Revenue (And the Vanity Metrics to Ignore)
Most B2B founders drown in prospecting data while remaining blind to what actually drives revenue. They track emails sent, connections made, sequences deployed, and contacts added to their CRM. These metrics feel productive. They're also mostly meaningless. The...
When Prospecting Volume Becomes Your Enemy: The Signs You’re Scaling Too Fast
Most B2B founders believe more prospecting volume equals more pipeline. More emails sent, more connections made, more prospects contacted. The logic seems obvious: if 100 prospects generate 2 meetings, then 1,000 prospects should generate 20 meetings. But volume...
The 3 Stages of Prospecting Maturity (And How to Know When to Move to the Next Level)
Most B2B founders think prospecting evolution is linear: you start doing it yourself, then you hire someone, then you build a system. The reality is more nuanced. There are three distinct stages of prospecting maturity, and most founders get stuck at Stage 2 because...
“More” and “Better” Are Not Synonyms
A 10 question optimization self audit for ops, sales, and finance TL,DR: When results are flat, the default is to add more. The better move is to find the constraint, improve it, then scale what works. Use this ten minute audit to decide if you need new investment, or...
How to Create Your Full-Funnel Marketing Strategy
Most B2B founders think the buyer journey starts when someone fills out a form. It doesn't. It often started 90–180 days earlier. They were reading, clicking, lurking, comparing. But because there was no inquiry, the CRM stayed quiet. And that's where most sales...
Why Your Business Needs a Brand Strategy That Actually Scales
You’ve got traction. A growing team. Solid delivery. But your brand? Still leaning on gut feel. And without a clear brand strategy, things start to crack. You’re fielding inconsistent leads. Your sales team is rewriting the pitch every week. And you’re burning out...
How to Define a Value Proposition That Stands Out in a Crowded Market
You’re great at what you do. Clients love you. But somehow, your growth has stalled. You’re juggling delivery, sales, marketing, and maybe even hiring. Your site still reflects who you were two years ago. You’ve tried updating your messaging, but nothing sticks. You...