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.

Qualification Discovery Calls
B2B Sales

Qualification/discovery calls in times of COVID

We’ve had “qualification calls” — or “discovery calls” — in sales almost as long as we’ve had phones. And still, most people seem to not understand the full breadth of how it actually works. It’s tricky — especially when discovery/qualification call happen online over Zoom — and you don’t want

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EPO
B2B Sales

Do you have an Entry Point Offer?

Let’s say your product is a $125,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be

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Serengeti Ltd.
B2B Sales

Case study: Serengeti – from Go-To-Market to Predictable Revenue

With over 10 years of experience, Croatia-based Serengeti Ltd. has been developing custom software applications for product vendors and device manufacturers in Western Europe.   The Challenge In 2013, Serengeti faced the problem that their relationships and referrals from existing networks didn’t bring enough business to substantially grow the team

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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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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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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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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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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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