B2B Sales Blog

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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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Go To Market

How to get a faster time-to-market in a new area

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 (Bloomberg terminals, etc.), there’s a saturation

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Go To Market

The non-importance of your “brand”

We tend to talk a lot about brand, and the power of brand, and we can recall notable brands and their logos very easily. Apple is a major example. NIKE is another one. Google, etc. We all know the “big players” branding-wise. But there’s also a case to be made

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beat competition
Go To Market

There’s just one way to beat competition!

I’m in B2B consultative selling for the past 18 years. For 9 years I run a boutique sales agency for software and services companies that want to enter and work the DACH market (Germany, Austria, Switzerland). After all those years and different projects, let me summarize my very own, personal

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