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.

Nearshoring
Go To Market

Software Nearshoring in 2020 – what does It look like?

If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to software development. A big problem in DACH is a tech skills gap. By some estimates, DACH is about negative-1 million on the tech/IT roles it needs to be successful

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Sales Outsourcing
Outsource Sales

Can sales outsourcing increase revenue?

Sales is the major function of almost all businesses; oftentimes it’s the primary revenue-generating function. But yet, more and more companies outsource sales. Why? Is this a good strategy? Does it lead to an increase in sales?

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content marketing
B2B Sales

Outbound Sales Needs Content Marketing

There is often a belief that content marketing, which is normally associated with inbound sales and marketing efforts, doesn’t work with outbound sales. That’s actually not true — and thinking that is a mistake for your business. Content marketing is about educating people (ideally). A lot of times people do

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Martin Weiss BizXPand
Outsource Sales

The origin story of BizXpand

Look at me there in 2010. I’m actually engaged in the discussion, I swear! Here’s the backstory, which begins the origin story of BizXpand: almost 10 years ago, in spring 2010, I was invited to a panel discussion about “Doing Business In Austria.” The panel discussion was in Ljubljana (Slovenia),

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lead generation
Lead Generation

Lead Generation is the new Sales

10 to 12 years ago A decade ago even average sales guys got enough calls, meetings and demos to fill their pipeline. Conversion rate after the first discovery/qualification was often an issue. A bad fit or no sales opportunity was the result of such calls in most cases. We were

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Lead Generation

Did they ever call you?

We all have our office phone numbers on our websites, right? We hope someone studies our well written website, qualifies themself and picks up the phone to discuss it further with our sales reps over the phone. Ideal, right? The right CTA? I’m asking the question if giving a phone

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Go To Market

The Difference between Value and Relevance in Sales

Buying Is About Losing The Status Quo but how to move them along the buyer journey? There are three situations in any sale: Situation A: The customer buys from your competitor Situation B: The customer buys from you Situation C: The customer does nothing, so basically stays with their current

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Outbound Sales
B2B Sales

New Outbound sales is about relationships

I hear you say: “Inbound sales should be about relationships. It should be about educating prospects and leads and getting into conversations.” The problem is, it’s often about tricks. “Give me your email address and I promise 29,992% growth in six months!” You give your e-mail address. You get a

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Business Outsourcing
Outsource Sales

Will the outsourcing market grow or shrink in 2020?

As 2019 wrapped up, we had a couple of different client conversations that were, admittedly, all over the map. Some clients were excited for another year of outsourced sales and lead generation work, and some were reluctant. This does happen every year and people’s attitudes change based on the needs

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Lead Generation & Sales DACH

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