B2B Sales Blog

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B2B lead generation
Lead Generation

B2B lead generation and what you really need to know

You could choke every horse in South America with the amount of supposed “thought leadership” written on B2B lead generation in the last 5-10 years, with most of it being pretty fluffy. It’s usually 35,000-foot stuff that would be hard for a sales team to then execute on. (Or a

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LinkedIn Sales Influencers
Lead Generation

“LinkedIn sales influencers” are often full of crap

I was on LinkedIn the other day and saw a “LinkedIn sales influencer” — you know, one of the keynote speaker/thought leader guys — post this. It’s a quote from his friend that reads: “Cold calling is not only alive and well. It’s more important than ever before. Wanna know

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Martin get her on phone
Lead Generation

When you get her on the phone, you gotta deliver!

When you get him/her on the phone, you better deliver! Here’s the dilemma: Seasoned inside sales managers, who would have the right skill set to lead a conversation with the check-writing SVP on the phone, hate quantity-centric telemarketing/cold-calling instruments and don’t use them. A standard staff of cold-callers that are willing

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Outbound Sales
Lead Generation

When do you need outbound sales?

Wrote a post in September on outbound sales being “sexy” again — meow! — and I definitely still agree with that months later. Inbound has been high praised for a while, but outbound is making a comeback (or maybe it never left). But before we get too excited about outbound,

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How to turbo-charge your phone as a sales engine.
Lead Generation

How to turbo-charge your phone as a sales engine

When sales guys ask me about the phone and the role of the phone now, this is what I always say: the phone actually can be turbo-charged as a sales engine, but not because of anything to do with cold calling people. It gets turbo-charged by email.

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Content Marketing
Lead Generation

Why BizXpand started with Content Marketing

Sometimes I get asked why, if I work in outbound sales, I also do content marketing. For example, I have a blog (you’re reading it now) and I have an e-mail newsletter (you might read that too), and those are sometimes things that outbound sales specialists don’t do. What gives?

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Cold calling
Lead Generation

Should you stop cold calling?

Since digital tools became more available (which seems to increase every year), there’s been a constant debate around sales methodology for first approach and nurturing. In short: is cold calling dead? Should you stop cold calling? Should you replace cold calling with e-mailing, or should it be a mix?

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Sales specialization: How to scale your business

Traditional sales, thought of in a relationship-building context, usually involves one sales rep getting a “lead,” nurturing that lead into a paying client/customer, and then continuing along with that person, who is now probably slugged as an “account.” (This all varies by organization in terms of the words people use.)

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