B2B Sales Blog

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Go To Market

How to get a faster time-to-market in a new area

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 (Bloomberg terminals, etc.), there’s a saturation

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Lead Generation

Who cares if you got a lead if you can’t nurture it?

Companies often spend a mint on lead generation, and that makes sense. The old adage is about “if you’re not growing, you’re dying.” Well, you can’t grow without leads, right? So lead generation is obviously going to be pretty important. None of this is rocket science just yet. A few

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Go To Market

The non-importance of your “brand”

We tend to talk a lot about brand, and the power of brand, and we can recall notable brands and their logos very easily. Apple is a major example. NIKE is another one. Google, etc. We all know the “big players” branding-wise. But there’s also a case to be made

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German Market

Competing with the locals: All about product-market fit

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

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Simply The Best
German Market

Simply The Best – in a B2B sales context

We all remember the song “The Best” originally recorded by Bonnie Tyler but made famous by Tina Turner in 1989:   You’re simply the best Better than all the rest Better than anyone Anyone I ever met     Sure, to be the best is what we want to hear

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Vienna as key to German sales market
German Market

[2019 Update] The secret sauce to winning the German sales market

Europe’s largest national economy is (somewhat obviously) Germany, which is fourth globally in nominal GDP. (Behind the United States, China, and Japan. Germany’s economic output is even more relevant because it has about 80M residents, whereas the U.S. has over 300M, China has over 1 billion, and Japan has about

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sell-saas-german-b2b
German Market

How to sell SaaS to the German B2B market

The German B2B market for SaaS is tricky, but if you nail it, it can be very profitable for you and your firm. It’s tricky because German buyers are generally very skeptical, even in SaaS sales plays. That means they tend to expect a personal demo or face-to-face meeting, and

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B2B Sales

2019: The year SMBs sell like big boys?

2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise players. We don’t necessarily mean that SMBs will become $50B companies in the next year or two — they wouldn’t be SMBs anymore! —

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