B2B Sales Blog

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Sales Process
Go To Market

How to Build a Sales Process that Scales

The obvious short-cut. Really? Industry experts (persons that have connections and long-term relationships with people in your target industry) can bring you few meetings relatively fast. That is for sure. Problem #1 is that 80% of those meetings are not ideal. They introduce you to companies and people THEY know.

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premature-scaling-2
Go To Market

Premature scaling is absolutely what you need to avoid

Take a look at this image: In some ways, this image is the whole essence of business. In general, you don’t want the word “premature” associated with anything in your life — children, that other thing, or scaling. Premature scaling is really bad — and usually crashes and burns your

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german business expasnion
Go To Market

How can a service company expand into a neighboring country?

“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, 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

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go-to-market essentials pic
Go To Market

Go-To-Market Essentials: What you need to know

The idea of a go-to-market strategy is unfortunately less understood than it should be. Why isn’t sales just enough? Oftentimes people — even very good salespeople — will focus on one specific element of the go-to-market strategy, to the exclusion of other, equally important elements. For example, when we work

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SaaS sales
Go To Market

International expansion: What questions do you need to ask?

“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, 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

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Go To Market

Sales needs to be more involved in branding

A few months ago, I was talking with the CEO of a client. He said something about “redefining the positioning.” I was hopeful for a second, but then had to ask. “Who all was involved in that?” “The management team and the marketing leadership.” “Not sales at all?” “No.” My

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Go To Market

Selling to the mainstream: Take steps back to go ahead

Last week Ted gave us the theory why selling to mainstream is a completely different animal than selling to early adopters. Here’s my hands on experience at Bizxpand. We help international SaaS and software companies expand their business in Central Europe. Our dream client (IDC – ideal customer profile) is

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early adopters
Go To Market

Selling to early adopters vs. the mainstream

Time to peel back for the curtain for a second. One of the challenges we’ve had at BizXpand — because transparency is fun and failure is a consistent factor of life — is selling to the mainstream vs. early adopters. It’s a totally different animal, so now we’re going to

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