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.

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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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 & Sales DACH

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