B2B Sales Blog

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Value proposition
Go To Market

The real deal is value proposition

When you work with a sales team — either in-house or outsourced — oftentimes the people who write the checks, i.e. the decision-makers or stakeholders, want to see the deals closed. You know the whole love affair with Glengarry Glen Ross and “coffee is for closers,” or the movie Boiler

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Business expansion
Go To Market

Business expansion: A new idea to consider

Business expansion is everything. You know the old saying about “If you’re not growing, you’re dying…” Probably truer in digital business than anything, especially right now. Look at a company like Amazon. They basically didn’t turn a profit for close to 20 years, but remained the darlings of investors and

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Go To Market

Stop thinking your brand is so unique

  A lot of men who come to run companies believe deeply in the company. Whether that’s because they can’t have kids themselves and this is what they “created” (psychology!) or whether it’s another reason, they nonetheless think very strongly about this organization. Over time, they often come to think

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Buyer Journey and Commitment
Go To Market

The Buyer Journey: When you get the commitment

We just did a post on going down the funnel in a sales process, and now it’s time to wrap it up. The final stage. Cue the drum roll and kick the “LinkedIn thought leaders” out of the room. (That’ll be the next post we do, by the way.) Let’s

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Sales discovery
Go To Market

Sales Process, Step 2: Maximizing the sales discovery phase

Part I: Introductory/listening phase Last time (link above), we discussed the phase of the sales game where the key question a buyer has is “Why should I listen?” This time, it’s “Why should I care?” Apply that question to yourself: Why should you care about this? A few key reasons:

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Go To Market

Comparing “influencers” to sales agencies

I went to a conference a few weeks ago in Austin, Texas (the hashtag is #SocialRoadTrip if you’re interested; it’s a way for people who know each other through Twitter, etc. to meet up in real life). Definitely a cool time, often a little beer-infused, and great food/music. (That’s what

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Resellers
Go To Market

Resellers aren’t going to solve your sales problem

There are many approaches to B2B sales, but in general the two biggest will be “direct sales” — where you sell directly to the end customer/client — and “channel sales” (also called “indirect sales”), where you use resellers (VAR) or any other third parties (system integrators). A lot of times

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Business Planning Process
Go To Market

How do you get your product successfully onto the open 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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