B2B Sales Blog

Each article is 100% of what we believe in, what we stand for and what we do every day to help our clients.

outbound sales renaissance
B2B Sales

We are in an outbound sales renaissance

For much of the last half-decade, it felt like outbound sales (“traditional” sales) was dying and inbound sales (content-driven) was replacing it. At the end of 2015, people were writing articles about how inbound killed the cold call — the cold call is a staple of outbound sales — and

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When you need to improve your value proposition
Lead Generation

When you need to improve your value proposition

When all your new customers come from referrals of existing customers and various personal networks and relationships a highly sophisticated value proposition is a nice-to-have – some early afternoon agenda for your next offsite management meeting. Half of the needed value is embedded in the relationship. But when your customers

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don't compete with locals
German Market

Don’t compete with locals on the same service!

I work a lot with international B2B services companies in the software and IT space that want to enter the German speaking market (Germany, Austria, Switzerland). One issue that comes up a lot is this idea of “don’t compete with locals.”. Here’s an example: A German IT services company (prospect)

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Adapting Field Sales to Selling-at-a-Distance
B2B Sales

[Video] Adapting Field Sales to Selling-at-a-Distance

Businesses of all shapes and sizes are feeling the effects of the last couple weeks. Covid-19 has fundamentally collapsed the way most of us meet and sell– increasingly, many are concluding that this disruption will have longer term effects on sales and business development. Unfortunately, most people don’t have plans

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Don't ignore your competitors
B2B Sales

Don’t ignore your competitors!

No, this one is not about COVID-19. But it is still important … We find frequently that some of our clients know nothing about their competitors. They might know who they are — as in they can name them — but they don’t know much about what they’re doing or

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B2B Sales

Today’s priority: Re-positioning!

Can we position what we do in a way that is relevant to a problem someone is having right now? Do we know what our customers are facing in these uncertain times?   Operational eats strategy for breakfast If you have a very strategic product, solution or service and you

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covid-19
German Market

3 positive aspects of COVID-19

We’re all aware about the negative aspects and consequences of the corona virus. I’m an optimistic person and actually it didn’t take me that long to find also 3 very positive aspects of the situation, we’re currently in.   Remote-work works – nearshoring works Myths like “working from home doesn’t

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Go To Market

How to get your product onto a new market

Your business planning process is important. Think about it like this: if you’re an entrepreneur (or an intrapreneur), how do you successfully get your product onto the open market? It’s through a process. All the great company stories — and individuals — have one. (And yes, many times the first part of

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Niche Market
Go To Market

Lead Generation: Nailing a Niche

“All type of companies can benefit from our offering. Actually we can work for all of them!” Oftentimes, entrepreneurs can worry that focusing on a niche market means they are aiming too low or trying to be too small. That’s actually not the case. It’s opposite. Let’s look at this

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