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.

Go To Market

8 questions when expanding into a neighbouring country

There are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make a plan (which is often more operations than actual

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time-to-market
Go To Market

Time-to-market in a new segment

If you want to grow a business, what do you typically need to do? Basic ways: Increase revenue from core products/services Enter new markets or verticals   The first one is hard because at a certain point, unless you’re asking people to repurchase every year, there’s a saturation mark on

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Go To Market

How to get your product onto a new market

Your business planning process is important. Think about it like this: if you’re an entrepreneur (or an intrapreneur), how do you successfully get your product onto the open market? It’s through a process. All the great company stories — and individuals — have one. (And yes, many times the first part of

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Niche Market
Go To Market

Lead Generation: Nailing a Niche

“All type of companies can benefit from our offering. Actually we can work for all of them!” Oftentimes, entrepreneurs can worry that focusing on a niche market means they are aiming too low or trying to be too small. That’s actually not the case. It’s opposite. Let’s look at this

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Nearshoring
Go To Market

Software Nearshoring in 2020 – what does It look like?

If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to software development. A big problem in DACH is a tech skills gap. By some estimates, DACH is about negative-1 million on the tech/IT roles it needs to be successful

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Go To Market

The Difference between Value and Relevance in Sales

Buying Is About Losing The Status Quo but how to move them along the buyer journey? There are three situations in any sale: Situation A: The customer buys from your competitor Situation B: The customer buys from you Situation C: The customer does nothing, so basically stays with their current

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Go To Market

The pros and cons of indirect sales

We’ve talked before about channel sales not being great for new markets. That can vary a little bit by industry, but in general channel partners have a great reach but are best for high-volume, low-margin business. Complex solutions really isn’t something you want channel for.  Within this discussion is a

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Go To Market

Is the market ready for your offer?

We hold these truths to be self-evident: There are great products, and great markets, but is the market always ready for the product? Absolutely not. In fact, we have a personal business story about just this topic.

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Go To Market

Where does “go-to-market” actually begin?

The common way companies look at “go to market” You develop a product (or minimum viable product) or service idea. Now you need to start making money from it. So you go hire a salesperson, probably based on their geography, career history, or experience within your industry. The thinking goes

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Go To Market

“Anybody can benefit from our solution!” (Nope.)

“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a less-established salesperson, it feels like a way to cast a wide net and get lots of prospects to convert quickly. It makes your solution seem like it can do anything.

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Lead Generation & Sales DACH

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