Outside of BizXpand, I do work with US based SaaS companies with their Lead and Sales systems. It is no secret that nearly all techniques used at BizXpand have their origins from the amazing innovation in Silicon Valley style SaaS demand generation teams. However, not all techniques transfer. Most need
One of our specialties at BizXpand is helping companies make the transition to outbound. That means prior to working with us, their leads typically come from referral, relationships, or inbound visits to their website. While systematic outbound has some amazing properties (predictable, cost effective, and strong ideal customer profile match),
We have talked to hundreds of Outsourcing / Engineering Services companies over the years that want to enter the DACH market. When searching for Unique Selling Points, we are always shocked by how surprised they are to find out that much of what they think in unique to their company
The Problem for Early Stage SaaS For an early stage SaaS, sales leads are driven by relationships and inbound discovery. This means customers are usually diverse and scalability is slow and complex. Other techniques (especially digital marketing with a content strategy) require highly focused and validated audience-value-message fit. How to
Systematic lead generation is the key to predictable revenue. When you have a reliable supply of leads, you can choose the right prospects. This makes sales more efficient, delivering value easier, and ultimately more margin. Rinse, wash, repeat and you have a turbocharged company. The reverse is also true.
Exporting business? When you want to successfully expand your business to other geographies or segments you have to find answers to these questions: What is the ideal market segment for exporting my business? Who are the decision makers, decision influencers? What are their personal problems, needs and desired end results?
Outbound lead generation is no longer about cold calling -> meeting -> negotiating and closing. It’s about providing chunks of value, one after the other. One-on-One and not One-to-Many. COVID has fundamentally collapsed the way most of us connect and network with new potential buyers – increasingly, many are concluding
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 really depends on your individual situation at home. I want to show you 3 real things our clients faced
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
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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