Go-To-Market

go-to-market. b2b sales.

Sales AND marketing? Or sales VERSUS marketing?

You ever go to a horrible family event and everything is tense? And then, at the most random possible moment — like a fork drops — suddenly someone explodes? If you’ve never been to such an event, consider yourself lucky. If you have, and you’ve also worked in a sales and/or marketing role in your career, you might see some parallels.

The relationship between sales and marketing is tense. Always has been. Doesn’t have to be, but always seems to be. It goes something like this:

Sales: “These leads are old and cold! This content doesn’t convert!”

Marketing: “Our content is amazing and speaks to journey! They’re using it wrong!”

And on and on. What now?

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Selling to the mainstream: Take steps back to go ahead

By Martin Weiss, BizXpand

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 a technology company that successfully sells in their home market, did already expand their business into another market and is now looking for the smartest way to work the B2B German market. In other words, they have a product-market fit and already found a repeatable sales model.

Adapting all that to the German specifics is our strengths. But…

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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 discuss it — maybe even for two whole posts.

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B2B outbound sales: What do you need?

I decided to sit down recently and think about the major prerequisites you need for successful B2B outbound sales. Oftentimes in the modern business environment, with a lot of channels and platforms and people talking, topics like this — which are really important as new B2B companies try to scale up — get drowned in complete and total horse manure. Suddenly it becomes about “vision” (which is important but doesn’t pay mortgages) and “effective communication” (which is crucially important but needs more specifics). So let’s try to be real here. What do you actually need for B2B outbound sales to work well?

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Does relationship selling actually work?

Everything is about relationships, right? We always hear that, especially now. A lot of the “thought leaders” raking in the nice speaker fees talk about relationships constantly. And we know that solid relationships can advance our careers and fulfill our lives (personally).

If you add all that together, it seems like relationship selling would work pretty well. Isn’t all sales kind of about relationships? Isn’t this the magic elixir that you need to super-charge your sales? A focus on relationship selling?

Not so fast! Read this before you hire your next relationship seller.

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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 marketing team, if they’re handling the B2B lead generation side.)

But now we have some research. Why don’t we see what that tells us?

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The real difference between cold calling and cold emailing

 

There are a lot of different articles and arguments all over the Internet (especially some true BS on LinkedIn) about cold calling vs. cold emailing and effectiveness rates. We can make this pretty simple, actually.

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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 Room with “ABC — Always Be Closing.” That’s what the top levels of a company often care about.

While this is important, it also totally misses the selling point.

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Should outsourcing projects be viewed negatively?

Let’s ask a real question up front: do you think that the idea of outsourcing projects (i.e. outsourcing anything) is a bad word? That it has a negative connotation?

Many people probably do — as economies grow, it’s usually a word associated with replacing middle-class-type labor with cheaper, overseas labor as a cost advantage within your company.

So is outsourcing a dirty word?
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NOW HIRING: INSIDE SALES MANAGER

BizXpand hilft Firmen beim Markteintritt und beim Vertrieb in Zentral-Europe. Unsere Kunden sind internationale Unternehmen mit innovativen Softwarelösungen. Für die weitere Expansion suchen wir in Wien:

INSIDE SALES MANAGER

B2B Direktvertrieb Software (m/w)

Die Inside Sales Funktion ist eine neue Position im Unternehmen und umfasst vorrangig die Neukundengewinnung per Telefon. Unter Inside Sales verstehen wir auch die Nutzung neuer Online-Technologien (Web-Konferenz, E-Mail, Social Media, usw.). Der Dienstort ist Wien, unser Verkaufsgebiet ist Europa mit Schwerpunkt D/A/CH. Read more

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 financial experts.

Why?

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Outsourcing partner: What questions do you need to ask?

If you see the benefits of outsourcing and would consider doing it in the early stages of a business expansion, here’s the next hurdle: what questions do you need to ask your potential sales outsourcing partner?

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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 the business model is incredibly unique and complicated, and no one outside of them and their lieutenants could possibly understand it.

Let’s be real: that’s largely BS.

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Article 50 triggered. Are your business needs shifting?

Article 50 — the measure by which nations can leave the European Union — was officially triggered recently, meaning the process of UK removal — i.e. Brexit — is underway. While it will probably take 24 months or longer to completely sort out, it seems like a rational time to wonder about business implications for companies looking to do more business in the EU nations.

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