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.

B2B Sales

Don’t use your colleague’s sales playbook

What exactly is a sales process? And how individual is it? These are important questions that we often don’t address. We try to pin a sales process down to something that’s repeatable for dozens to hundreds of people, but that might be entirely impossible. Many sales processes are inherently individual.

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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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B2B Sales

Never ignore your competitors

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 market. This makes no sense. There is a

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B2B Sales

The value of process: Sales engines and gasoline

New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands out: It’s a tale as old as time. Founders push sales orgs for growth to hit the numbers needed for the next round of fundraising. The ask stems from a

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B2B Sales

Forget your product. People only buy transformations.

Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked: What has Apple been selling since Day 1? Here are some of the answers you tend to get: “Tech” (pretty generic) “Intuitive products” (not wrong, and ties in with the

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