B2B Sales Blog

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Outsourcing Benefits
Outsource Sales

Outsourcing benefits: An obvious way to achieve them

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 while I wouldn’t necessarily say they talk about two issues (which is what a “double-edged sword” would imply), they hit on some key points around outsourcing

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LinkedIn Sales Influencers
Lead Generation

“LinkedIn sales influencers” are often full of crap

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 quote from his friend that reads: “Cold calling is not only alive and well. It’s more important than ever before. Wanna know

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Buyer Journey and Commitment
Go To Market

The Buyer Journey: When you get the commitment

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 thought leaders” out of the room. (That’ll be the next post we do, by the way.) Let’s

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Sales Process Down Funnel
B2B Sales

Sales Process, Step 4: A wild ride down the funnel

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 some tires”) to the opportunity phase, where the deal starts to get closed. We heard from a client partner who said something like “This

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Sales Opportunity
B2B Sales

Sales Process, Step 3: The opportunity phase

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 sales process. Once you overcome that and the prospect is listening, now your challenge becomes “Why should he care what I’m saying?” That’s the

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Sales discovery
Go To Market

Sales Process, Step 2: Maximizing the sales discovery phase

Part I: Introductory/listening phase Last time (link above), we discussed the phase of the sales game where the key question a buyer has is “Why should I listen?” This time, it’s “Why should I care?” Apply that question to yourself: Why should you care about this? A few key reasons:

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Sales Process Overall
B2B Sales

Sales Process, Step 1: Introductory/Listening

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 the buyer wants to buy. You have only 2 options: wait until he made his journey on his own or with

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SaaS sales
B2B Sales

Do you even need SaaS sales?

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 followers on all the social media platforms — but not necessarily any revenue stream outside of speaking or maybe writing. The influencer was

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Go To Market

Comparing “influencers” to sales agencies

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 through Twitter, etc. to meet up in real life). Definitely a cool time, often a little beer-infused, and great food/music. (That’s what

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