Welcome back to Match B2B Insights.Today we are pulling apart how B2B buying decisions are actually made in 2026. Not how sales decks say it works, but what is happening inside buying groups before you ever get in the room. We will talk about why the first call is often too late, why CFO logic now enters at the start, how buying groups build consensus without you, and why relevance and transparency beat features and polish every time. Brian Newman, Brenda Cohen and Benny Fluman are here with real cases from international B2B deals, and we will close with practical changes you can make immediately. Let’s get into it.

In this episode of MATCH B2B INSIGHTS, we break down what actually makes a B2B sales proposal effective when selling from Israel into global markets.Not templates, not pricing tricks – but how proposals function as a trust and decision filter for international buyers. We discuss why proposals are often the moment deals stall or move forward, how global buyers read between the lines, and why structure, clarity, and risk reduction matter more than price.The conversation covers proposal sequencing, discovery depth, value framing, pricing logic, legal considerations, cultural adaptation, and what happens inside the buyer’s organization after a proposal is sent. Drawing from real experience with Israeli companies selling into the US, Europe, and other regions, this episode explains how to turn proposals from a static document into a structured decision ritual that makes it easier for buyers to say yes – and defend that decision internally.

Most B2B deals are lost long before the first sales call. In this episode of MATCH B2B INSIGHTS, we unpack a hard truth many Israeli B2B leaders are only starting to face: buyers are now in control. Decisions are formed early, research happens quietly, and shortlists are locked in before sales ever gets involved. Drawing on fresh market data, real stories from the field, and hands-on experience working with global buying teams, we explore why feature-driven selling no longer works, how buying groups actually make decisions, and what it takes to be chosen in a risk-averse, outcome-driven market. You’ll hear why case studies outperform campaigns, how AI is reshaping buyer behavior without replacing human trust, and which metrics truly matter when winning deals is about credibility, not noise. If you lead a B2B company, manage sales or marketing, or are responsible for growth in global markets, this episode will challenge how you think about visibility, trust, and closing deals in 2025. Listen before your buyers decide without you.

Welcome to The Israel Trust Playbook, the podcast from MATCH B2B where Israeli companies learn how to build the one advantage that truly moves global markets: trust. I’m Brenda, together with Benny Fluman, and in this series we break down the real strategies that help small and mid sized Israeli companies earn credibility, open doors abroad, and turn expertise into long term growth. Every episode explores practical lessons, real cases, and the systems behind trust driven success. If you’re an Israeli SMB aiming for global impact, this is where your playbook begins.      

Digital performance marketing didn’t just decline in 2025 - it cracked wide open. In this episode, Benny and Brenda unpack the unprecedented shift across Meta, Google and LinkedIn that sent CPMs and CPAs soaring and left small B2B companies facing funnel math that no longer works. What happened is only half the story. The real question is what comes next. We break down why ad driven growth stalled, how LinkedIn’s new depth focused algorithm reshaped reach overnight and why authority content, communities and consultative selling now outperform traditional campaigns. You’ll hear real field examples, including how a small DevTools company rebounded from a 60 percent drop in reach to doubling qualified leads in just two months. If you want to understand the new rules of B2B growth the shift from paid dependency to trust, narrative and expertise this episode is your roadmap.  

If you’ve ever finished a webinar thinking it went great but the sales didn’t move, you’re not alone.Most teams deliver value, explain their method, show the slides, and still end up with a cold, silent audience. In the new episode of Match B2B Insights, I talk with Isaiah about a different way to structure webinars.A method that focuses on the emotional stages viewers go through, not just the information you present. We break down what actually makes cold audiences lean in, trust you, and take the next step. "How to Turn Cold Audiences Into Buyers with a New Webinar Method" If webinars are part of your acquisition or sales strategy, this episode will give you a clearer framework to work with.  

Enterprise buyers are not waking up hoping to hear about your latest feature. They are trying to protect money, reduce risk, and avoid career-ending mistakes. In this season opener of Match B2B Insights - The Pain Advantage, Brenda hosts Benny Fluman and Brian Newman for a deep dive into how pain really drives complex B2B deals. Together they unpack why feature-first messaging quietly kills pipeline and how reframing around risk, loss avoidance, and outcomes can double conversion rates. They walk through practical ways to operationalize value based selling from building a real pain matrix by persona and department, to using JTBD-style trigger interviews that lift actual buyer language into your messaging. Benny and Brian break down real examples from companies like SentinelOne and Snowflake, showing how repositioning around ransomware fear or runaway cloud costs created massive GTM leverage, premium pricing, and faster cycles. The conversation goes into multi-stakeholder politics, regional cultural differences in talking about pain, and why websites and decks must pass a “five-second pain test” to be effective. You will hear how to quantify the cost of inaction, structure stories around before-trigger-after, anchor price to risk avoided, and turn your team into a truly pain-driven organization with the right internal culture, enablement, and metrics. If you sell to enterprise and you are still leading with “what we built” instead of “what you avoid,” this episode will show you how to change the game.    

In this episode of MATCH B2B Insights, Brenda, Brian, and Benny Fluman break down the painful truth most global leaders avoided saying out loud: 2025 was far more expensive than anyone admitted."Safe" markets quietly drained budgets, CAC ballooned under the radar, and too many expansion bets were driven by ego, board pressure, or FOMO — not data. Together, the team pulls apart the real reasons so many GTM plays failed:weak win/loss analysis, copy-paste campaigns across regions, SDRs lost in unfamiliar markets, and leadership teams celebrating lead volume instead of profitability. The conversation goes deep into: The three metrics that truly separate vision from guesswork: CAC, Payback, NRR Why country ≠ country — and why Germany, France, UK, Japan, and the US demand entirely different GTM playbooks The silent killers that quietly destroyed ROI throughout 2025 Country-level stories worth millions in lessons How to run a 90-day test market without burning budget The ego tax that pushed companies into prestige markets they couldn’t win Red flags for markets Israeli and global companies should pause in 2026 ICP mistakes, cultural mismatches, messaging failures, and pricing traps Why precision — not expansion — will define the winners of 2026 This episode is brutally honest, deeply practical, and designed for founders, CEOs, CMOs, CROs, and GTM leaders operating globally.If 2025 was a wake-up call, this episode gives you the blueprint to act on it.

This episode breaks down one of the most surprising and useful strategic stories in business: how LEGO went from near-collapse to global dominance — and why the same principles that saved a multibillion-dollar giant are exactly what small Israeli tech companies need to grow globally. We explore: Why strategic clarity scales down better than it scales up How small teams can use LEGO’s turnaround as a practical playbook The power of purpose (“We build builders”) Simplification as a growth engine Choosing a beachhead market Building a moat as a small team Fixing bottlenecks instead of symptoms Why consistency and messaging matter more than features How constraints can become strategic superpowers This episode is designed for founders, CEOs, and business development leaders in Israel who are trying to succeed globally with lean teams, limited budgets, and a need for absolute focus.

In this opening episode of Match B2B Insights, Benny Fluman, CEO of Match B2B, joins Brian, Head of Business Development and SDR Operations, to unpack one of the biggest traps in B2B sales: chasing volume instead of value. Together they explore why, in niche B2B and SaaS markets, endless outreach doesn’t translate to real revenue and how focusing on lead quality builds stronger, more predictable pipelines. Benny shares real stories from Israeli SaaS companies that learned this lesson the hard way, while Brian breaks down how top SDRs separate noise from opportunity. You’ll hear:– Why big top-of-funnel numbers can be dangerously misleading– What defines a truly qualified lead in complex B2B cycles– How shifting from activity metrics to impact metrics changes results This episode sets the foundation for the series, where Benny and Brian dive deeper into building smarter, data-driven SDR programs that actually convert.

What if your price is saying more about your brand than your campaigns ever could? Every price tag triggers emotion long before logic — trust, fear, curiosity, even pain. In Beyond the Price Tag, we explore how neuroscience, behavioral economics, and real-world marketing collide to shape what people buy, what they believe, and why they stay. Hosted by Benny Fluman, founder of Match B2B, and joined by global experts in marketing, strategy, and consumer psychology, this series dives into the hidden psychology of pricing: how numbers tell stories, how trust drives margins, and why the smartest marketers design prices that feel right before they sound right. Forget discounts. Forget gut feeling.If you want to build a brand people pay more for start by learning how their brains decide what’s “worth it.”

Should your Israeli startup build an SDR team or outsource it and when does a hybrid make sense? In this episode of Match B2B Insights, host Brenda is joined by founder & CEO Benny Fluman and Brian Newman, Head of Business Development, to map the decision. We cover speed to pipeline in 2–4 weeks with outsourcing, the true fully loaded cost of internal SDRs (often up to $200K/year), turnover rates of 35–45%, and the tipping points: from sub-$25K MRR (opt for speed) to $10M+ ARR (control and depth win). Expect war stories, GDPR/SLA must-haves, the hybrid playbook that doubled pipeline in 45 days, and how SDRs drive retention not just first meetings.  

Match B2B Insights dives into AI for Israeli B2B: not a team replacement, a co-pilot. Brenda and Benny unpack real use cases personalization that feels local, faster lead gen and scoring, smarter account selection, and 24/7 chatbots while stressing data quality, clear KPIs, and human oversight. Practical steps, global mindset, zero hype.  

In this episode of Match B2B Insights, Brenda and Benny tackle a challenge every small and mid-sized business faces: how to build real brand authority and why it matters more than ever. They unpack the myths around branding, showing how Israeli and global SMBs can win hearts through trust, emotion, and consistency, not massive budgets. The conversation dives into: Why retention beats acquisition as a growth strategy (and the numbers to prove it) How AI tools are rewriting the playbook for small marketing teams The hidden power of brand storytelling and community-driven advocacy How local authenticity can outshine global giants From Tel Aviv startups to global B2B players, Brenda and Benny explore how clarity, creativity, and a bit of chutzpah can turn modest companies into magnetic brands. Key takeaway: You don’t need a Fortune 500 budget you need strategy, consistency, and connection.

The Retention Revolution explores how small and mid-sized global companies can transform customer retention into a powerful growth engine. Hosted by leading business strategist Benny, the podcast delivers practical insights, real-world case studies, and actionable frameworks that help CEOs and executives turn data into loyalty and loyalty into measurable results. Each episode dives into the strategies behind customer success, personalization at scale, and leadership-driven retention cultures that drive sustainable profitability. Designed for ambitious leaders of Israeli and international SMBs, The Retention Revolution turns customer relationships into your most valuable business asset.      

In this episode Brenda and Benny explain why influencer marketing works for small B2B companies, focusing on credibility over virality and how niche experts, analysts, and micro-influencers can open doors and generate real pipeline.They cover goal-setting, finding relevant influencers, building authentic relationships, running small pilot campaigns, measuring business KPIs (SQLs, demo requests, pipeline), pricing models, and repurposing content to maximize ROI.

Wellcome to Match B2B Insights. this podcast explores how the war and growing international isolation are reshaping the future of Israeli small and mid-sized businesses. Each episode dives into the lived reality of CEOs who are struggling to keep contracts alive, reassure global partners, and protect their reputation under unprecedented scrutiny. We bring data, real case studies, and expert insights to answer the hard questions: How do you maintain continuity when logistics break down? How do you renegotiate contracts under pressure? How do you keep clients from walking away when “Israeli risk” becomes part of every deal? Through stories of resilience—from small exporters rebranding through EU subsidiaries, to startups finding financing lifelines, to teams proving continuity even under fire—we uncover practical strategies that help businesses not only survive isolation but transform it into an opportunity for growth. The goal is simple: to give Israeli leaders concrete, actionable playbooks for resilience and credibility in a world where political pressure and economic risk go hand in hand.

Brenda and Benny break down why Israeli negotiation style  fast, direct, and improvisational  can win at home but fail abroad. They share real stories of lost deals, cultural warning signs, and practical tools like Hofstede’s dimensions, BATNA, and a simple deal dashboard to help founders adapt without losing their edge. Learn country-specific tips (Japan, Germany, France, India, the US, Africa), key taboos, and a minimal prep checklist so small companies can close international deals with respect and confidence.

This episode shows how small B2B companies can build powerful, authentic brands without big budgets. Brenda and Benny explain the brand identity prism and Simon Sinek’s “Start with Why,” and share practical, low-cost tactics—lean roles, Canva and Wix, LinkedIn, and clear one-pagers—to create consistent messaging.They use real Israeli examples (IceCure, TIPA, Lusix) to show what works and what fails, and emphasize local adaptation, partnerships, and a feedback loop for international markets. The takeaway: clarity, consistency, and humility let small teams look and act big.

In this episode of MatchB2B Insights, Benny and Brenda break down why localization is far more than translation — it’s the engine that turns small companies into global players. We explore what localization really means compared to globalization and internationalization, why it’s critical for Israeli startups with tight budgets, and how to apply a 90-day blueprint for market entry. Through real case studies of companies like Wix, Fiverr, Sight Diagnostics, and OrCam — alongside lessons from failures like Better Place — we reveal how cultural adaptation, regulatory compliance, local partnerships, and pricing psychology drive success. If you’re an ambitious CEO ready to expand internationally, this episode gives you practical tools, insights, and cautionary tales to make localization your competitive advantage in 2025 and beyond.