B2B Sales Blog

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email prospecting
Lead Generation

11 Tips to Improve your Email Prospecting

One-to-one email prospecting is by far the most successful lead generation method in high ticket B2B sales. If you do it, please do it right! On behalf of our clients we do email prospecting since 2012, actually we stopped cold calling in 2014 because our emails are more effective –

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time-to-market
Go To Market

Time-to-market in a new segment

If you want to grow a business, what do you typically need to do? Basic ways: Increase revenue from core products/services Enter new markets or verticals   The first one is hard because at a certain point, unless you’re asking people to repurchase every year, there’s a saturation mark on

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B2B Sales

We send emails on behalf of our clients

Martin, Co-founder and Sales Principal at BizXpand says: “We send emails on behalf of our clients. First, we research companies and people and then we send them a series of well written emails. We have optimized this process and can send around 500 emails to 150 new people every month.”

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Google Analytics 2020-05-20
Lead Generation

Blogging Is Selling

Here’s an actual screenshot of our Google Analytics dashboard. It was taken on May 20, 2020 and shows www.bizxpand.com website traffic between May 20, 2016 and May 19, 2020. I’m sharing this for those, who still believe blogging is just for marketing and brand awareness and doesn’t generate sales leads.

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cold calling works
Lead Generation

Cold calling works well if your CTO does it

There are dozens of articles – and LinkedIn sales influencer videos – about cold-calling every month. People have a million different theories on it, all divided into two camps: “It doesn’t work. It’s dead.” “It’s alive and well and I make millions with it.” I’ll keep it fairly simple for

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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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