Who We Are
In 2010 we saw a market need for scalable, high skill B2B sales that produces predictable revenue in the German speaking market.
Since then, we constantly study how the world’s fastest growing tech companies initially scaled their business. We take their best sales practices, combine them wisely, and adapt them to the specifics of the German speaking market.
Today, we believe that our sales vehicle is now among the most sophisticated enterprise sales machines found anywhere in West-Central Europe.
Martin Weiss, Co-founder
Martin is a lead generation nerd who follows and implements the latest alternative approaches and adapts them to enterprise B2B.
Before he co-founded BizXpand in 2010, he worked for several international software and IT services companies always in the role of a quota carrying Sales Manager for the DACH region.
He has a technical background and worked in his first jobs as Hardware and Software Developer and later as Engineering Manager.
Martin was born in Austria, is a native German speaker and lives with his family in Vienna.
Matt Mayfield, Co-founder
Matt is an expert at quickly learning about new industries and finding unique methods to enter new market segments. He is a regular startup mentor, board member, and sales operations advisor outside of BizXpand.
Before co-founding BizXpand (and during much of the early years of BizXpand), he worked as a sales executive or sales operations manager in both Europe and the US. In his early years, he was an engineering manager, marketing manager, and business unit manager of various global industrial and technology companies.
US born Matt resides with his family in Ljubljana, Slovenia.
Frequently Asked Questions
We sell on behalf of international software, SaaS, and IT service companies that want to gain more customers in the German speaking markets.
Both! Our tactics are ideal to sell high-ticket offers. Characteristics of “high ticket” are:
- consultative selling
- several decision makers/influencers
- longer sales cycles, no transactional sales
- mid size to large enterprises
We aim to make 5 bigger deals a year on behalf of our clients and not 20 small deals a month.
We use a value-based sales approach. Companies buy from our clients because of the product value and not because of the personal relationships we have.
That’s why we can sell to the HR Manager in large enterprises but also to the Innovation Manager in insurance companies.
We always start in DACH (the markets we understand best) but we often expand our lead generation service to other countries in Europe.
A sales qualified lead (SQL) is a scheduled call or meeting in your calendar with decision makers/influencers within the defined target market that are interested in a conversation to learn more about your offer – a.k.a. “QMA – qualified meeting attended“
With the LEADS service we aim for 6 SQLs per month. This means 72 additional highly qualified calls, demos and meetings per year – directly in your calendar.
A commission-only (or any type of success-only) based model works well for:
- Low-ticket offers
- Very short sales cycles
- Established brands
- Established markets and market position
- More transactional sales
- Less experienced sales staff needed
We tend to work for companies that meet these criteria:
- High-ticket offers
- Need new customer acquisition (as they’re in a new market)
- Longer sales cycles
- Brands need to be developed
- Products need to be differentiated and messages need to be developed and market tested
- Complexity of new market
- Experienced sales staff required
In these contexts, success-fee-only or commission-only is not such a good idea. 😉 We always charge a retainer and a success fee such as bonus per SQL and commission on revenue.
We don’t expect that you have a perfect value proposition ready to go, but ideally you have some good ideas or a proven product-value-fit.
Don’t worry, we will develop all that together in the onboarding workshop.
After initial 3 months, all our services can be switched or cancelled monthly. No strings attached.