B2B Sales Blog

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Hiring vs. Outsourcing
Outsource Sales

Hire now? Or outsource first?

There are probably about 92,171 “sales advice” articles published every day somewhere online. Many are good, but some are complete and total trash. So, sometimes when I come across an article, I feel I should respond. This is one of those times! It is about how to do a go-to-market

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Martin Challenger Customer Status Quo
B2B Sales

Buying is about losing the status quo

If we’re speaking frankly, there’s a lot of bullshit out there (sorry, had to say it) about customer behavior and the buying cycle. People assign it to a host of factors that have absolutely nothing to do with it, especially in B2B cycles. In fact, we often think selling is

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Sales outsourcing
Outsource Sales

Three objections to sales outsourcing, debunked

At this point, I’ve probably heard 92,194 objections to sales outsourcing throughout my career. Even worse: The first 2,194 objections came directly from me and my workmates in the sales department when I started my professional career. Feels like that’s a high number to run through in a blog post,

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Martin get her on phone
Lead Generation

When you get her on the phone, you gotta deliver!

When you get him/her on the phone, you better deliver! Here’s the dilemma: Seasoned inside sales managers, who would have the right skill set to lead a conversation with the check-writing SVP on the phone, hate quantity-centric telemarketing/cold-calling instruments and don’t use them. A standard staff of cold-callers that are willing

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Resellers
Go To Market

Resellers aren’t going to solve your sales problem

There are many approaches to B2B sales, but in general the two biggest will be “direct sales” — where you sell directly to the end customer/client — and “channel sales” (also called “indirect sales”), where you use resellers (VAR) or any other third parties (system integrators). A lot of times

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Outbound Sales
Lead Generation

When do you need outbound sales?

Wrote a post in September on outbound sales being “sexy” again — meow! — and I definitely still agree with that months later. Inbound has been high praised for a while, but outbound is making a comeback (or maybe it never left). But before we get too excited about outbound,

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Martin German sales
Outsource Sales

German Expansion: Who Shall Be Your First Employee?

Let’s say you’re a U.S. company looking to expand your business. Germany’s a big fish. It has its own problems, yes — all countries do — but let’s face it: with Brexit and its repercussions, London is no longer your best play in Europe. If you want to work the

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How to turbo-charge your phone as a sales engine.
Lead Generation

How to turbo-charge your phone as a sales engine

When sales guys ask me about the phone and the role of the phone now, this is what I always say: the phone actually can be turbo-charged as a sales engine, but not because of anything to do with cold calling people. It gets turbo-charged by email.

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