B2B Sales Blog

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Qualification Discovery Calls
B2B Sales

Qualification/discovery calls in times of COVID

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 breadth of how it actually works. It’s tricky — especially when discovery/qualification call happen online over Zoom — and you don’t want

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EPO
B2B Sales

Do you have an Entry Point Offer?

Let’s say your product is a $125,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be

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B2B-lead-generation
Lead Generation

Four Reasons Why Lead Generation Does Not Work

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 anyone reading this. That’s the core/crux of sales. But despite the importance of leads, a lot of companies do struggle with lead

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website leads
Lead Generation

How to drive leads with your website

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, etc. Many of them can be found on platforms like Upwork and Fiverr for not that much money. The resources are all there. There are probably

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SaaS
German Market

Want to sell SaaS to the German B2B market?

The German B2B market for high ticket SaaS is tricky, but if you nail it, it can be very profitable for you and your company. It’s tricky because German buyers are generally very skeptical, even in SaaS (=Cloud) sales plays. That means they tend to expect a personal demo or

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Serengeti Ltd.
B2B Sales

Case study: Serengeti – from Go-To-Market to Predictable Revenue

With over 10 years of experience, Croatia-based Serengeti Ltd. has been developing custom software applications for product vendors and device manufacturers in Western Europe.   The Challenge In 2013, Serengeti faced the problem that their relationships and referrals from existing networks didn’t bring enough business to substantially grow the team

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Go To Market

8 questions when expanding into a neighbouring country

There are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make a plan (which is often more operations than actual

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Lead Generation

Sales Automation: Content and Context

Yesterday, I received a LinkedIn connect request that got my full attention. Let’s deeply analyse it here for the purpose of better understanding the important difference between content and context. So, this is what I’ve received from a Business Development Manager of a software development company – he sent me

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German Market

What’s the role of voicemail, LinkedIn, and SMS in DACH?

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 tailored message, for example. C-Suiters often don’t have office phones (that might be less predictable) but even if they do, they don’t necessarily want

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Lead Generation & Sales DACH

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