B2B Sales Blog

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Outsource Sales

The inherent biases of in-house sales hiring

As you start scaling up a business, and are looking for repeated sales — or retainers, big deals, whatever play you are after — one of the main questions is always: Do you start hiring salespeople full-time, in-house … or do you outsource at first and then maybe bring some

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B2B Sales

2020 B2B Sales Methods

I was putting together an unstructured list of different ways how to most-likely gain new B2B customers in 2020. They vary a lot when it comes to effectiveness and efficiency. When I say B2B, I’m referring to high-ticket, multi-touch, consultative selling tactics with long sales cycles. There’s no one-fits-all channel.

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Outsource Sales

Some sales thought leaders to follow

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 about six minutes or so to compose (often it takes longer than that), that also means there’s an hour per day that

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Outsource Sales

What do we think technology will do to sales, ultimately?

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 1999). Hubspot was five years away and the iPhone was about seven years away. The first open-source CRM wouldn’t be developed

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Go To Market

The pros and cons of indirect sales

We’ve talked before about channel sales not being great for new markets. That can vary a little bit by industry, but in general channel partners have a great reach but are best for high-volume, low-margin business. Complex solutions really isn’t something you want channel for.  Within this discussion is a

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German Market

2020 recession possibility: What industries are safe?

There is some belief that Germany is already in an industrial recession, and that it might continue as a full-blown recession or a downturn into 2020. There are all sorts of different theories on how this might play out, such as “Fight the recession with spending” or “Double down on

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