About Martin Weiss
Martin is a lead-gen 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.
Frequently Asked Questions
We sell on behalf of international software 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
- long sales cycles
- mid size and 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. Customers 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 specialize on consultative sales in German speaking markets but we can perform lead generation all over Europe.
A SQL is a scheduled call or meeting to decision makers/influencers within target market that are interested in a conversation to learn more about your offer.
We aim for 6 SQLs for you per month. This means 72 additional highly qualified calls, demos and meetings per year – right 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.
I don’t expect that you have a perfect value proposition ready to go, but ideally some ideas. Don’t worry, we will develop all that together in the onboarding workshop. After the workshop, we will ask you to provide access to an email account, access to one of your LinkedIn accounts and access to your regular marketing and sales content.
After initial 3 months, all our services can be switched or cancelled monthly – no strings attached.