How modern B2B teams build predictable pipeline in Germany, Austria, and Switzerland, without burning their market.
Eight questions every production company must answer before selling into DACH. The foundation work that makes pipeline plannable, and why tools come last.
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A US machinery maker cut its DACH outbound after 57 meetings and zero deals. Why that was the wrong call, and how B2B deals are really won after the meeting.
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I have been cold calling into DACH manufacturing since 2001. Here is how a real call earns the meeting, and why no script gets you there.
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We went from 97 contacts per meeting to 33, across very different DACH campaigns. How we rebuilt B2B outbound after cold email broke.
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Most B2B sales teams entering Germany's manufacturing sector start with the same playbook.
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Germany, Austria & Switzerland reward patience over volume. How international B2B tech companies actually win enterprise pipeline in the DACH market.
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Mass outbound is burning out — especially in high-ticket B2B. How precision outbound produces better pipeline with less damage to the market.
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Cold email reply rates are dropping across B2B markets. Learn why this is happening and how precision outbound strategies are replacing high-volume email c…
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Learn how a LinkedIn outreach strategy can help B2B companies start conversations with decision-makers using content, engagement, and human-led outbound.
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Learn how to combine Account-Based Marketing (ABM) and outbound sales to create recognition, credibility, and qualified B2B conversations in the DACH marke…
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What is TrueReach™ outreach? Learn how BizXpand combines ABM, LinkedIn, email and phone to create precision B2B outbound conversations in the DACH market.
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Modern B2B outbound strategy: combine Account-Based Marketing (ABM), LinkedIn, email and phone outreach to win high-ticket B2B customers in the DACH market…
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High-quality sales agencies focus on limited markets, long sales cycles, and multi-stakeholder deals, where reputation, precision, and conversion quality m…
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If you build B2B pipeline in the DACH region and care about your brand reputation, BizXpand TrueReach will make sense.
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📭 Less tolerance for unsolicited outreach📬 Inboxes are full🤖 Automation and “AI-personalised” messages are everywhere🔊 Noise has replaced relevance
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For more than 15 years, BizXpand has built B2B pipelines in the DACH region the same way:low volume, high quality, senior-led outreach.
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For years, new technology promised something seductive in B2B sales.
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REWO by VIAR Inc. is a modern video-based work instruction solution designed for industrial and manufacturing environments.
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If you have been selling B2B into Germany for any length of time, one thing becomes obvious:
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Account-Based Marketing is one of the most talked-about concepts in B2B.And one of the most misunderstood.
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Account-based marketing has been discussed in B2B circles for years. But simply labeling an initiative “ABM” does not make it effective; especially not in…
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Most companies still think of partnerships as resellers or agents. That model is outdated.
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For years, the B2B world has misused and abused the word “lead.”Marketing calls everything a lead. SDR tools call every reply a lead.
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If you sell software engineering or product development services, you know the problem already.Almost everyone sounds exactly the same.
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Every tech company selling into the DACH region has noticed it: response rates falling, spam filters tightening, and executives becoming practically unreac…
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Cold Calling in high tech B2B leaves a bad reputation and shouldn't be outsourced.
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Today I learned a very useful tip from my colleague Aleksandra, which I would like to share here.
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Recently, we had a client where the salespeople suggested that they only want to talk to people like 'Global Head of Production' and not just individual pr…
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We are observing a growing number of companies embroiled in internal Sales-Marketing conflicts. Flashback 15 years ago?
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We usually talk about industries and markets of our clients. Today, I will talk about BizXpand and our market.
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Outbound lead generation helped to book 767 meetings for our clients.
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2024: EU manufacturing buying behaviour has changed again!
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I have been hearing of dozens of new products and new startups being created to take advantage of the latest generation LLM artificial intelligence like Ch…
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As you know, BizXpand helps high-tech B2B companies book more meetings in DACH (Germany, Austria, and Switzerland).
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Yes, 2023 was a tough one! Probably the most difficult year I've ever experienced in German B2B sales (since 2001). Let's break this down a bit and see if…
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How many leads do I need for A/B testing my sales message and how many leads and meetings can I put at risk because of testing?
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What is a Sales Account'. Are VW and Audi the same Account?
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As you get good, the cost of testing to find better gets exponentially expensive. There is nothing to do about this reality - accept it!
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Selling to Germany comes with a few requirements and a lot of myths around it. Let's debunk some of them here...
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Email critique: B2B sales email template in German language from Zendesk
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Yesterday I received an email from a potential new client. He asked "what are your differentiators?". A very valid question!
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In the B2B enterprise world we actually see 2 different types of partner sales in Germany: Value Added Resellers/System Integrators and Referral Partners..…
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This outbound template comes from leadinfo.com. Template found on: https://www.leadinfo.com/de/blog/kostenlose-kaltaquise-e-mail-vorlagen/
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Outbound lead generation helped to book 728 meetings for our clients.
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BizXpand does pure outbound lead generation, all campaigns stay synced to the same basic recipe (multichannel outreach on LinkedIn and Email, 7 touch point…
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2022 analytics on BizXpand outbound lead generation campaign data.
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It takes a lot of time from campaign launch until we can assess outcomes. Here's some predictions.
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Discovery calls: apart from generating leads and revenue, outbound campaigns are potentially great at giving definitive answers to market questions.
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Nothing has changed more strongly and more times than EU manufacturing buying behaviour.
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Let's review how outbound lead generation is working in 2022 compared to previous years.
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This is the TL;DR version of 3 types of sales leads
Read article →Let me try to clarify the 3 different types of sales leads and why there is no one-fits-all.
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Podcast with Matt Mayfield, co-founder of Bizxpand about outbound lead generation and his tipps & tricks to figure out the recipe that works.
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Kaltakquise in B2B - 5 Gründe, warum der "deutsche" Ansatz nicht erfolgreich ist
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Anyone can send emails and post on LinkedIn. In this article, Matt Mayfield discusses some great Outbound Techniques.
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You might have heard about BizXpand's founders Matt Mayfield and Martin Weiss but there are 6 more great team players.
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Outbound lead generation in B2B SaaS and Services has many variants (cold email, LinkedIn, cold calling, multichannel...
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The deep analysis of our sales lead generation campaign performance in 2021 showed us some surprises.
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Outbound lead generation is not about sending automated mass emails. It's about building one-to-one relationships.
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[Video] For successful outbound lead generation prerequisite is product-market-fit on segment level. It may be the reason why your non-organic outbound sal…
Read article →Even the strongest US outbound teams struggle to make the transition to Europe.
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Good outbound lead generation creates curiosity in the prospect and sells the value of a first meeting -- not value in the product/service.
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We have talked to hundreds of Software services companies over the years that want to enter the DACH market. 90% don't have a unique selling point.
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An early stage SaaS needs to develop a validated audience-value-message fit to successfully scale with ANY repeatable lead generation system.
Read article →With a reliable supply of leads, you can choose the right prospects to deliver with good margins. Too few leads means your bandwidth is spent on bad deals.
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Exporting business? When you expand your business to another segment you have to answer these 10 questions. No way around.
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2020 was a very successful year for our clients. Outbound prospecting seems to be the method #1 to gain new customers in the high tech B2B space.
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No, I will not talk about the endless possibilities of remote working and WFH. We all had to do that and for some it worked better than for others - it rea…
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We’ve had “qualification calls” -- or “discovery calls” -- in sales almost as long as we’ve had phones. And still, most people seem to not understand the f…
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If someone has just talked to your Business Development Manager, they’re not likely going to spend $125,000 with you, right away.
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Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads. Hopefully none of that was new information for…
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We’ve reached an interesting spot with website development. There are literally millions of people who can help you with design, layout, content, UX, SEO,…
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How do you sell SaaS to the B2B German market? It depends on whether you're selling SMB, mid-size, or enterprise. The approaches will differ.
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After first customer, BizXpand was able to grow Serengeti’s customer base by 4 new customers every year. Year after year. This is around 1.8 MEUR annual re…
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There are limits to the growth you can do where you are presently. Growth involves new markets and new frontiers almost by definition...
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As of today (AI is a buzzword) no sales automation tool can put the content in the right context on a personal level.
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Product Splintering with Lead Magnets and Entry Point Offers - the concept how to make it easier for people to buy from you.
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SalesHacker did an “Ultimate Sales Engagement Survey,” and the results are live at that link. Some is predictable: LinkedIn is only effective if you have a…
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One-to-one email prospecting is by far the most successful lead generation method in high ticket B2B sales. Here are my 11 tips to increase your email repl…
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time-to-market doesn’t mean to get your first random customer. It means to have a scalable sales process that works repeatable.
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Martin, Co-founder and Sales Principal at BizXpand says:
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Here's an actual screenshot of our Google Analytics dashboard. It was taken on May 20, 2020 and shows www.bizxpand.com website traffic between May 20, 2016…
Read article →If you want cold calling to work, get the most senior people burning up the phone lines. Disadvantage: they have better things to do and can't be cloned.
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Outbound sales is about building one-on-one relationships.
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Consider this, from some recent research on content marketing:
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In all B2B non-organic lead generation methods the main challenge is how to get a meeting. That’s why a strong value proposition is so important here!
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I work a lot with international B2B services companies in the software and IT space that want to enter the German speaking market (Germany, Austria, Switze…
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[WEBCAST] Adapting Field Sales to Selling-at-a-Distance, recorded April 8th 2020 - Matt Mayfield & Martin Weiss
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What should you be learning from your competitors and why?
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Can we position what we do in a way that is relevant to a problem someone is having right now? Do we know what our customers are facing in these uncertain…
Read article →It didn't take me that long to find also 3 very positive aspects of COVID-19
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The three-step business planning process to get your product onto a new market: 1. Discover 2. Validate 3. Scale
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"All type of companies can benefit from our offering. Actually we can work for all of them!"
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If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to so…
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Sales is the major function of almost all businesses; oftentimes it’s the primary revenue-generating function. But yet, more and more companies outsource s…
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There is often a belief that content marketing, which is normally associated with inbound sales, doesn’t work with outbound sales. That’s actually not true…
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Look at me there in 2010. I’m actually engaged in the discussion, I swear!
Read article →A decade ago average sales guys got enough meetings and demos to fill the pipeline. Today, buyers don't talk to you if you don't seem to be a good match.
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We all have our office phone numbers on our websites, right? We hope someone studies our well written website, qualifies themself and picks up the phone to…
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There's a reason why there are no "square bananas for more efficient logistics"
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I hear you say: "Inbound sales should be about relationships. It should be about educating prospects and leads and getting into conversations."
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We do this every year: try to predict what will happen in an industry/space next year. 2019 is specifically a big one because 2020 ushers in a new decade,…
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In all likelihood, the 2020 outsourcing market shall grow. But there are potential concerns around its retraction -- although those concerns are less likel…
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Outsourcing makes more sense in the early stages of building a sales team and trying to sell a product or service, largely because hiring is so biased.
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I was putting together an unstructured list of different b2b sales methods for 2020. They vary a lot when it comes to effectiveness and efficiency.
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What is a sales development representative, and how is that different from a business development representative? And what's an Account Executive, too?
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We’re not always entirely that excited by thought leadership -- in general if someone is posting 10 times a day about sales, and each of those posts takes…
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The thing is: we honestly do not know for sure. Go back to 2000. Google was only four years old. Salesforce had only been founded the year before (February…
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It often comes down to the value of the offer, i.e. high-ticket vs. low-ticket, and the length of the sales cycle.
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Communication is the big reason that client engagements fall apart, but there are others -- and the real question is, what do you do when they fall apart?
Read article →How is the German market different from other business markets, and what would someone trying to expand into DACH need to know?
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Channel sales and other indirect sales methods can work well, but they only work well in specific situations and sales contexts. Know those before anything…
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If 2020 holds a recession or downturn for Germany and the United States, as well as other advanced economies, what does that mean for different industries?
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Case studies are great -- and they work. But you need the right mix of stories within your marketing to make sure your prospects don't tune you out.
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How can you make a sales team and a marketing team work better together? It's a series of seemingly small, but very important, steps.
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If you want to win big deals in Germany, it's often best to begin by testing your product-market fit in Austria. It's part of DACH but a smaller play.
Read article →What should you expect if you outsource some of your work to a third-party? How will you know if the outsourcing is a successful dynamic?
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People get confused about what a "call to action" should be on a sales website, often thinking it means just listing the phone number. It's way bigger than…
Read article →Product-market fit is crucial, and it's not always there. And you know what? That's not a bad thing. Sometimes it's OK to look at other opportunities.
Read article →“Blogging” can feel like an old-school concept. Isn’t that something people did in 2006? And it can feel disconnected to sales -- after all, there are lots…
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At about one year into GDPR, what trends have we seen with email marketing? Is it getting better, overall?
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Junior Sales Development Manager (m/f) für ca. 10 Wochenstunden gesucht!
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We Switched From Cold Calling To Cold Emailing And Increased The Business. [Update 2019 on GDPR]
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Outsourcing relationships usually fail because of a misunderstanding on price vs. value, delivery, or process. How can you make it work better?
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Your people with internal knowledge should be helping to sell your product and solve problems for prospects / leads. It just makes sense, right?!?!
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Here’s a question you should probably be asking every day, and potentially haven’t sat down and thought about in years: What makes a good salesperson? What…
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The fines haven't been huge in Germany and DACH in general as GDPR passes the one-year mark, but many things are beginning to change.
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What are the pros and cons of value-based selling and relationship-selling, especially for SaaS product plays?
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If you're trying to sell big-ticket, high-priced items, you need an entry point offer that will help people get in the door with you. Here's how.
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Hint: it doesn't start with sales. It starts with product-market fit. Ya dig?
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Digital is great. We love it. Who doesn’t love some Google Ads and some email list segmentation and some social media usage? It’s a great way to reach peop…
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You need to stop trying to sell to the many and start trying to sell to that specific industry or vertical. They'll trust you more.
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Very important at first, and then increasingly less so. PS: even if you have offices in Germany, you're not necessarily a "German company."
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People often don't understand what the job of a salesperson is even supposed to be, and a lot of problems begin right there.
Read article →If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to so…
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When are the right contextual situations for an organization to price higher? There are a few, but none of them truly deal with existing customers.
Read article →Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads. Hopefully none of that was new information for…
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If you're crushing a rival in your home country/territory, does that mean you are ready to compete with them more globally? Yes, but...
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When you sell services, many seem to get confused about WHAT exactly they sell. In reality, their core differentiator is customer experience.
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Selling to early adopters is easier than you think. Honestly! So as you work on a go-to-market strategy -- which you absolutely need to do -- start with th…
Read article →What are the five things you need to know specifically to be successful in the German market?
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People sometimes ask us: Who is really worth listening to online about better enterprise selling (software, SaaS, IT services …) and more revenue from bett…
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What exactly is a sales process? And how individual is it?
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Dreaded concept for guys: The Friend Zone.
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If you want to grow a business, what do you typically need to do?
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Companies often spend a mint on lead generation, and that makes sense. The old adage is about “if you’re not growing, you’re dying.” Well, you can’t grow w…
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We tend to talk a lot about brand, and the power of brand, and we can recall notable brands and their logos very easily. Apple is a major example. NIKE is…
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Martin works a lot with international B2B services companies in the software and IT space that want to enter the DACH market (Germany, Austria, Switzerland…
Read article →Consider this, from some recent research on content marketing:
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You have to be The Best in order to succeed on a new market. Here's how.
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BREXIT on one hand and excellent development of the economy on the other hand should let you consider to expand your business to the German markets (German…
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How could you test your German sales strategy before entering Germany, though? Go about 4 hours south to Vienna. Hello, Austria!
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How do you sell SaaS to the B2B German market? It depends on whether you're selling SMB, mid-size, or enterprise. The approaches will differ.
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2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise pla…
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We love to throw ourselves on the cross worshipping at The Temple of Busy and talking about how much we have to do -- although I'm still unclear why the qu…
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We’ve reached an interesting spot with website development. There are literally millions of people who can help you with design, layout, content, UX, etc.…
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The World Economic Forum released its 2018 Global Competitiveness Report recently, which can be read as a listing of the most innovative countries in the w…
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Some sales guys crap all over blogging. They don’t see the point and would rather spend their time focused on “touches” and more standard sales plays. This…
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How to beat competition: If you’re not a local company and not the cheapest in the word, your only chance is to be “the best” in something.
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Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling for decades don’t know this answer. Time f…
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Ever heard of the “spider web effect?” It’s pretty real, and it explains a lot of lead generation program failures. Let’s walk through it.
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We find frequently that some of our clients know nothing about their competitors. They might know who they are -- as in they can name them -- but they don’…
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New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands out:
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Every week at least 4 SW application development companies from South East Europe and Asia reach out to us to ask for leads and customers in the DACH marke…
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SalesHacker recently did an “Ultimate Sales Engagement Survey,” and the results are now live at that link. Some is predictable: LinkedIn is only effective…
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In our business, obviously one of the objections we hear the most is “sales outsourcing is too expensive.” Theory then goes: “I’ll keep all my sales functi…
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Oktoberfest is September 22 - October 7 this year -- with the first keg of beer being tapped by the Mayor of Munich on that first date. It’s a wild party.…
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Some years ago, I've been at a conference in Chicago at the HQ of a mostly-ventured-back SaaS product. They’re somewhere around Round C, meaning that event…
Read article →We don’t discuss this question enough in sales “thought leadership” -- that’s what this is, right? -- and it needs to be chopped up a little bit.
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There are dozens of articles -- and LinkedIn sales influencer videos! -- about cold-calling every month. People have a million different theories on it, al…
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Industry experts (persons that have connections and long-term relationships with people in your target industry) can bring you few meetings relatively fast…
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Technically this article is about:
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Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked:
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The first question you need to ask yourself is …
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Let’s talk frankly for a second about Germany.
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We’re going to walk through a very systematic approach here called “The Five Whys,” which has been tweaked and redone in a few different contexts over the…
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Take a look at this image:
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Simple question that’s often hard to answer: why do so many sales opportunities suddenly stall? And, on the flip side, how can you close more enterprise de…
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Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right?
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Let’s be honest -- there are a lot of ways to mess up a B2B meeting. (Or even totally, yes, fuck it up.) There are millions of B2B salespeople globally (an…
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Short answer: you don’t necessarily use industry experts in conventional lead generation. You use them in a form of lead generation that’s more networking-…
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Lead generation nowadays is very akin to craft mixology.
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Let’s start with one caveat up front about B2B sales: it’s a tremendously complex topic that people unfortunately often make more complicated, instead of s…
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“If you’re not growing, you’re dying…”
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In this article, I will summarize what I learned how to outsource sales functions successfully and what parts can be outsourced. Originally I wrote this bl…
Read article →The idea of a go-to-market strategy is unfortunately less understood than it should be. Why isn’t sales just enough?
Read article →Customers lie.
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Let’s start with a quick funny story. It’s not directly about sales, but we’re going to get there -- don’t worry.
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There is a ton -- a literal TON -- of talk these days about automation. It’s the next great promise. The Fourth Industrial Revolution. All that. The New Yo…
Read article →We’ve had “qualification calls” (or “discovery calls”) in sales almost as long as we’ve had phones. And still, most people seem to not understand the full…
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“If you’re not growing, you’re dying…”
Read article →Feels like everyone is writing articles about GDPR now. Makes sense -- it’s effective May 25th and it’s going to change a lot of how companies have to oper…
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Language isn’t necessarily a big deal for Americans. They grow up speaking English and maybe one or two other languages kinda sorta well through either sch…
Read article →If you landed on this page, there’s a decent chance you’re looking for a sales partner in Germany. (Hopefully it wasn’t a porn search that went astray, at…
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Based on 2017 GDP data, Germany is still the world’s fourth-largest economy, as well as the largest in the EU. Switzerland’s at No. 20 globally, and Austri…
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What makes a successful IT sales agent Germany? In other words, how do you sell SaaS and other programs consistently and at a strong revenue clip in the Ge…
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Mostly if you Google around the term “B2B sales agent Germany,” you get a bunch of semi-BS job listings looking for someone who can speak German and Englis…
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Let’s say you’re a U.S. company or coming from elsewhere and you want sales leads in the Germany, Austria, or Switzerland markets. What do you actually nee…
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[2019 Update] What does lead generation Germany look like? What approaches and tactics work for UK businesses trying to get on the German-speaking market?
Read article →There’s been lots of conversation in the past three years or so on the value of email prospecting, often around whether emailing has surpassed cold calling…
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It’s a fact (a sad one) of any sales cycle that prospects will go dark and drop out of your funnel. It’s actually even sadder that many sales reps keep the…
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Many companies have a big lead gen problem. Despite all the thought leadership we’ve dedicated to lead gen over the last 3-5 years, many of these companies…
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The sales process has lots of different handoffs in terms of responsibility for the prospect. Every time you do another handoff, there’s a chance that some…
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A few months ago, I was talking with the CEO of a client. He said something about “redefining the positioning.” I was hopeful for a second, but then had to…
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Welcome to some Halloween-themed posting. Your sales funnel might be a bad episode of The Walking Dead. Here’s why.
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If you’re considering doing business in central Europe (Germany, Austria, Switzerland, among others) in 2018, what could that fiscal climate look like? Let…
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We live in a sales world now where tech is deified. We all love us some CRMs, automation suites, AI advancements, etc. It’s seemingly all we write and talk…
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We all know the importance to face-to-face communication in sales (we’d hope), but just how important is it -- and are sales teams starting to screw it up…
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What -- and how many -- sales systems are you using, and how much are you spending? How effective are they? These are important questions for any sales org…
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B2B sales is a brutal game, even if you’re good at it -- because you always need to stay good at it. Principals are always looking for better systems, proc…
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Remember that Tom Petty and the Heartbreakers song “The Waiting?” Apparently it’s stolen from something Janis Joplin once said on television, and Petty alw…
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Just how big is the SaaS market going to get?
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If you’re even remotely in the sales ecosystem, you’ve probably heard about artificial intelligence (from here on out we’ll probably call it “AI,” more sim…
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Seems like we love to keep killing off elements of sales, claiming they're dying or have years left or whatever the case may be. But what's the research sa…
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You ever go to a horrible family event and everything is tense? And then, at the most random possible moment -- like a fork drops -- suddenly someone explo…
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The leading Sales Conference is coming to Europe! Meet us there: September 12th 2017, London.
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Last week Ted gave us the theory why selling to mainstream is a completely different animal than selling to early adopters.
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Selling to early adopters is a totally different animal than selling to the mainstream. Early adopters "get it" and mainstream buyers you really have to se…
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I decided to sit down recently and think about the major prerequisites you need for successful B2B outbound sales. Oftentimes in the modern business enviro…
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Is your product a painkiller or a vitamin?
Read article →Everything is about relationships, right? We always hear that, especially now. A lot of the “thought leaders” raking in the nice speaker fees talk about re…
Read article →You could choke every horse in South America with the amount of supposed “thought leadership” written on B2B lead generation in the last 5-10 years, with m…
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Not a big fan of the “number in headline” list posts, but this called for one.
Read article →There are a lot of different articles and arguments all over the Internet (especially some true BS on LinkedIn) about cold calling vs. cold emailing and ef…
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When you work with a sales team -- either in-house or outsourced -- oftentimes the people who write the checks, i.e. the decision-makers or stakeholders, w…
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Let’s ask a real question up front: do you think that the idea of outsourcing projects (i.e. outsourcing anything) is a bad word? That it has a negative co…
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We try to call sales a lot of different things, but really it’s about the power of asking intelligent and progressing questions. And right there is both a…
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You want to understand how to do legitimately strategic sales outsourcing? It begins, oddly, with the number 68.
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Business expansion is everything.
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If you see the benefits of outsourcing and would consider doing it in the early stages of a business expansion, here’s the next hurdle: what questions do y…
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A lot of men who come to run companies believe deeply in the company. Whether that’s because they can’t have kids themselves and this is what they “created…
Read article →BizXpand participates 4th International B2B Software Days
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Article 50 -- the measure by which nations can leave the European Union -- was officially triggered recently, meaning the process of UK removal -- i.e. Bre…
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If you asked 100 organization heads what they want in a sales partner (i.e. an outsourcing situation), I bet 70 or more would say “closers.” But what if th…
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Just came across an article called “The Double-Edged Sword Of Outsourcing Sales,” which seemed like it might be pretty interesting. Ran through it and whil…
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I was on LinkedIn the other day and saw a “LinkedIn sales influencer” -- you know, one of the keynote speaker/thought leader guys -- post this. It’s a quot…
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We just did a post on going down the funnel in a sales process, and now it’s time to wrap it up. The final stage. Cue the drum roll and kick the “LinkedIn…
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Been doing this series recently on the sales process: from the introductory phase (“Who the hell are you, anyway?”) to the discovery phase (“OK, I’ll kick…
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First when you’re working a prospect, the key question you’re solving for is “Why should this person listen to me?” That’s the introductory phase of the sa…
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Part I: Introductory/listening phase
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A few weeks we brainstormed around the topic: “What can we (seller) actively do to push a buyer along his buyer journey?”. Fact is, that you only sell when…
Read article →Funny story: had the chance, a few months ago, to get an American “influencer” on the phone. In this case, “influencer” means someone with a lot of followe…
Read article →Obviously we’re big fans of business outsourcing for everyone -- it’s a service we provide in the Central European markets -- but sometimes people (prospec…
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I went to a conference a few weeks ago in Austin, Texas (the hashtag is #SocialRoadTrip if you’re interested; it’s a way for people who know each other thr…
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There are probably about 92,171 “sales advice” articles published every day somewhere online. Many are good, but some are complete and total trash. So, som…
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If we’re speaking frankly, there’s a lot of bullshit out there (sorry, had to say it) about customer behavior and the buying cycle. People assign it to a h…
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At this point, I’ve probably heard 92,194 objections to sales outsourcing throughout my career. Even worse: The first 2,194 objections came directly from m…
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When you get him/her on the phone, you better deliver! Here’s the dilemma: Seasoned inside sales managers, who would have the right skill set to lead a con…
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There are many approaches to B2B sales, but in general the two biggest will be “direct sales” -- where you sell directly to the end customer/client -- and…
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Wrote a post in September on outbound sales being “sexy” again -- meow! -- and I definitely still agree with that months later. Inbound has been high prais…
Read article →I’ve read that stories resonate with the human brain more than anything, so let me start this post on potentially outsourcing lead gen with a quick story.
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Let’s say you’re a U.S. company looking to expand your business. Germany’s a big fish. It has its own problems, yes -- all countries do -- but let’s face i…
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When sales guys ask me about the phone and the role of the phone now, this is what I always say: the phone actually can be turbo-charged as a sales engine,…
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Here’s a big question in any industry, and any sales context: should you invest more in people, or tools?
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Brexit was a major global economic shift not just for Europe. At the time, we couldn’t believe it was happening -- and then we all had a good laugh about p…
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I have nothing to do with selling flowers, but I like to Google around topics related to outsourced sales. I came across this article on outsourcing along…
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Sometimes I get asked why, if I work in outbound sales, I also do content marketing. For example, I have a blog (you’re reading it now) and I have an e-mai…
Read article →Sometimes, entrepreneurs can worry that focusing on a niche market means they are aiming too low or trying to be too small. That’s actually not the case. I…
Read article →Sales is the major function of almost all businesses; oftentimes it’s the primary revenue-generating function. But yet, more and more companies outsource s…
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And what’s your sales approach?
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Your business planning process is important.
Read article →Since digital tools became more available (which seems to increase every year), there’s been a constant debate around sales methodology for first approach…
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Commission only jobs -- especially within sales -- are a complex topic on both sides of the employer-employee relationship. Principals tend to love them in…
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There is sometimes a belief that content marketing, which is normally associated with inbound sales and marketing efforts, doesn’t work with outbound sales…
Read article →Last week, we wrote a post about the secret sauce to winning the German sales market. In short: use Austria as a test market. It’s smaller, it’s technologi…
Read article →For much of the last half-decade, it felt like outbound sales (“traditional” sales) was dying and inbound sales (content-driven) was replacing it. At the e…
Read article →Traditional sales, thought of in a relationship-building context, usually involves one sales rep getting a “lead,” nurturing that lead into a paying client…
Read article →Let me share with you my 3 favorite books that inspired and thought me about Modern Enterprise Sales. If you need fresh inspiration read them in that order…
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Conventional wisdom holds that revenue-per-sales-rep is the one and only sales metrics that ultimately matters in sales management. Partially true but sale…
Read article →BIZ:XPAND participates GoingGlobal Conference. Drop us a line if you want to meet.
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I'm in B2B Sales for the past 15 years. I was always sure that a successful salesman has to personally carry a sales lead “from the first cold call to clos…
Read article →5 Years ago on April 1st 2010 bizXpand was born - take a look at our first website:
Read article →I often hear from companies that their initial market expansion strategy is channel sales but later they had to add direct sales because it didn’t bring th…
Read article →Due to risks, efforts and costs companies today choose to outsource their international business development functions to local sales partners with experie…
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I’m often asked about how strong my personal business network is in a particular industry or vertical. My answer is always that over the years I did develo…
Read article →BIZ:XPAND participates 3rd International B2B Software Days
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International growth (expanding overseas) is always on the table when looking at how to make your business grow. If you are B2B and complex decision proces…
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In the age of the Internet, it could be argued that there is less of a need for companies that expand internationally to establish a physical presence in n…
Read article →Marc Andreessen (of A16Z fame) created a Manifesto for the changing of News media with a recent blog post
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In my past I’ve seen businesses based in other countries that wanted to enter the German speaking markets (aka D-A-CH). The risks, efforts and cost where p…
Read article →BIZ:XPAND in der österr. Tageszeitung Wirtschaftsblatt am 5.9.2012 “IT-Vertrieb auf Zeit”
Read article →Interview mit BIZ:XPAND Gründer Martin Weiss in der Computerwelt Ausgabe 7/8 vom 13.4.2012:
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Your offering creates value for a customer when the benefits outweigh the costs. My thoughts on Value Proposition any why it is important for business owne…
Read article →BIZ:XPAND in
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