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
Consider this, from some recent research on content marketing: Consider: blog output by brands has increased over 800% in the past five years but organic social share of blogs has decreased by 89% and about 5% of content gets 90% of engagement. An estimated 70% of the content generated by Marketing
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
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)
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
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
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
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
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
“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
We bring matching B2B customers from Germany, Austria and Switzerland to international software and services companies.
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