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.

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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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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