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
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.
We do lead generation in the complex, high-ticket B2B tech space. A year back I had an argument with a (former) client. The Sales Manager called me after his first meeting we arranged for him and complained that this meeting was a total waste of his precious time. So, what
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
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
We’ve covered this topic a bit before, but wanted to refresh the idea. Actually, one of our colleagues just got a call about a sales job in the United States. They were offering $36,000 base to start for 90 days training, with an increase to $45,000 after the 90 days
We all know the big buckets of why salespeople lose customers and clients, but it’s still worth going through it — and then talking about how to respond to lost deals.
The German market is obviously different from other major economic markets globally, but how exactly?
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
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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