EU Manufacturing Has Changed How They Buy
We work with a number of industries in the German speaking market. None has changed more strongly and more times than manufacturing. In fact, our 2021 analysis had Manufacturing as our most productive industry segment and good chance it will be our 2022 winner as well. What is going on? Traditionally, manufacturing was based on […]
3 things in sales what we learned in COVID
No, I will not talk about the endless possibilities of remote working and WFH. We all had to do that and for some it worked better than for others – it really depends on your individual situation at home. I want to show you 3 real things our clients faced and finally managed in this […]
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 it to become a disqualification […]
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 climbing. If someone has just […]
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 of 35 developers (Java, PL/SQL, […]
Product Splintering – Lead Magnets and Entry Point Offers
Let’s say your product is a $25,000 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 climbing. If someone has just […]
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.” Marita, Sales Development Manager […]
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 others were saying the whole […]
[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 and strategies for this type […]
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 how they’re approaching a similar […]
