How to Sell Solutions that contain AI on the German Market

How to sell AI

I have been hearing of dozens of new products and new startups being created to take advantage of the latest generation LLM artificial intelligence like ChatGPT. For those people, we have some insight if the target audience is in Germany:

Our secret sauce does not work in the United States

US campaign

As you know, BizXpand helps high-tech B2B companies book more meetings in DACH (Germany, Austria, and Switzerland). All our clients use our proven and successful outbound sequence (7 touch points on LinkedIn and email over 33 days). With that approach we average a yield slightly better than 1 meting per 100 contacts. Once in a […]

2023: Year In Review

2023 year in review

Yes, 2023 was a tough one! Probably the most difficult year I’ve ever experienced in German B2B sales (since 2001). Let’s break this down a bit and see if we can learn something from it –   Sales Metrics Our clients reported that their sales cycles got a lot longer (our own sales cycles got […]

Selling to Germany: Myths vs Requirements

selling into Germany

Selling to Germany seems to be one of mankind’s biggest mysteries. We often hear from companies that want to sell into Germany: “We are talking to our legal advisor about setting up a GmbH (Ltd.) in Germany to be able to work the DACH market.” Let’s debunk some of the myths here:   Do I […]

Kaltakquise in 2022: 5 Gründe, warum der “deutsche” Ansatz nicht funktioniert

kaltakquise

“Kaltakquise, gibts das noch?” Vor 2 Monaten stellte unser Kunde einen neuen Vertriebsleiter für Deutschland ein. Als wir einander vorgestellt wurden, hat er gemeint “Herr Weiss, ich habe schon einiges über die erfolgreiche Zusammenarbeit gehört aber ich muss zugeben, dass ich sehr verblüfft war, als ich erfahren habe, dass BizXpand die qualifizierten Meetings für uns […]

6 Tips for Adapting your Outbound Technique from USA to Germany

6 Tips for Adapting your Outbound Technique from USA to Germany 1

Outside of BizXpand, I do work with US based SaaS companies with their Lead and Sales systems.  It is no secret that nearly all techniques used at BizXpand have their origins from the amazing innovation in Silicon Valley style SaaS demand generation teams.  However, not all techniques transfer.  Most need to be adapted and some […]

Want to sell SaaS to the German B2B market?

SaaS

The German B2B market for high ticket SaaS is tricky, but if you nail it, it can be very profitable for you and your company. It’s tricky because German buyers are generally very skeptical, even in SaaS (=Cloud) sales plays. That means they tend to expect a personal demo or face-to-face meeting (Covid19?), and maybe […]

What’s the role of voicemail, LinkedIn, and SMS in DACH?

What’s the role of voicemail, LinkedIn, and SMS in DACH? 2

SalesHacker did an “Ultimate Sales Engagement Survey,” and the results are live at that link. Some is predictable: LinkedIn is only effective if you have a tailored message, for example. C-Suiters often don’t have office phones (that might be less predictable) but even if they do, they don’t necessarily want to be hit up on […]

Don’t compete with locals on the same service!

don't compete with locals

I work a lot with international B2B services companies in the software and IT space that want to enter the German speaking market (Germany, Austria, Switzerland). One issue that comes up a lot is this idea of “don’t compete with locals.”. Here’s an example: A German IT services company (prospect) to a Croatian IT services […]

3 positive aspects of COVID-19

covid-19

We’re all aware about the negative aspects and consequences of the corona virus. I’m an optimistic person and actually it didn’t take me that long to find also 3 very positive aspects of the situation, we’re currently in.   Remote-work works – nearshoring works Myths like “working from home doesn’t work in our company”, “people […]