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 outbound sales
B2B Sales

B2B outbound sales: What do you need?

I decided to sit down recently and think about the major prerequisites you need for successful B2B outbound sales. Oftentimes in the modern business environment, with a lot of channels and platforms and people talking, topics like this — which are really important as new B2B companies try to scale

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Relationship selling
B2B Sales

Does relationship selling actually work?

Everything is about relationships, right? We always hear that, especially now. A lot of the “thought leaders” raking in the nice speaker fees talk about relationships constantly. And we know that solid relationships can advance our careers and fulfill our lives (personally). If you add all that together, it seems

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Sales Process Down Funnel
B2B Sales

Sales Process, Step 4: A wild ride down the funnel

Been doing this series recently on the sales process: from the introductory phase (“Who the hell are you, anyway?”) to the discovery phase (“OK, I’ll kick some tires”) to the opportunity phase, where the deal starts to get closed. We heard from a client partner who said something like “This

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Sales Opportunity
B2B Sales

Sales Process, Step 3: The opportunity phase

First when you’re working a prospect, the key question you’re solving for is “Why should this person listen to me?” That’s the introductory phase of the sales process. Once you overcome that and the prospect is listening, now your challenge becomes “Why should he care what I’m saying?” That’s the

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Sales Process Overall
B2B Sales

Sales Process, Step 1: Introductory/Listening

A few weeks we brainstormed around the topic: “What can we (seller) actively do to push a buyer along his buyer journey?”. Fact is, that you only sell when the buyer wants to buy. You have only 2 options: wait until he made his journey on his own or with

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SaaS sales
B2B Sales

Do you even need SaaS sales?

Funny story: had the chance, a few months ago, to get an American “influencer” on the phone. In this case, “influencer” means someone with a lot of followers on all the social media platforms — but not necessarily any revenue stream outside of speaking or maybe writing. The influencer was

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Martin Challenger Customer Status Quo
B2B Sales

Buying is about losing the status quo

If we’re speaking frankly, there’s a lot of bullshit out there (sorry, had to say it) about customer behavior and the buying cycle. People assign it to a host of factors that have absolutely nothing to do with it, especially in B2B cycles. In fact, we often think selling is

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Sales Approach
B2B Sales

Your sales approach isn’t about you

And what’s your sales approach? For sales reps and principals, there is a big battle in terms of sales approach. Let me set this one up for you. Some salespeople are commission-only (not all, but some). In those situations, they need to be proactive at getting leads, nurturing leads, and

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Content Marketing Outbound Sales
B2B Sales

Content marketing does work for outbound sales

There is sometimes 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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Outbound Sales
B2B Sales

Outbound sales is sexy again

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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