Go-To-Market

go-to-market. b2b sales.

Monitoring employees is a key to sales. But don’t get weird.

We live in a sales world now where tech is deified. We all love us some CRMs, automation suites, AI advancements, etc. It’s seemingly all we write and talk about out there in the “thought leadership” ocean. But what if a lot of this is BS, and really the key is old-school monitoring employees and sales reps? Seeing how they’re doing? Guiding and coaching? What if a return to simplicity is the key? It might be, but then we’ve got other problems….

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How often are you using face-to-face communication in sales?

We all know the importance to face-to-face communication in sales (we’d hope), but just how important is it — and are sales teams starting to screw it up and miss quota? Here now: a brief investigation.

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Sales systems: Some interesting stats

What — and how many — sales systems are you using, and how much are you spending? How effective are they? These are important questions for any sales organization to be asking, but oftentimes these questions aren’t asked, or they’re asked with no benchmarks. That’s where we come in. Time for some sales systems statistics!

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Is there a hidden B2B sales opportunity we’re missing?

B2B sales is a brutal game, even if you’re good at it — because you always need to stay good at it. Principals are always looking for better systems, processes, and ways to build relationships with the “champions.” But what if I found you a potential hack based on research from Edelman and LinkedIn? Would you be interested?

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Complex B2B sales: The waiting is the hardest part

Remember that Tom Petty and the Heartbreakers song “The Waiting?” Apparently it’s stolen from something Janis Joplin once said on television, and Petty always viewed it as “an optimistic song” because it’s about waiting for your dreams to come true. (We all do this, let’s be honest.) Tom Petty probably didn’t understand how much it applies to enterprise sales either.

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What do you need to really know about artificial intelligence and sales?

If you’re even remotely in the sales ecosystem, you’ve probably heard about artificial intelligence (from here on out we’ll probably call it “AI,” more simply). Heck, if you exist in any profession — white or blue-collar, really — you’ve probably heard how AI will automate a lot of jobs in your profession and you/your kids won’t have a clear path to economic freedom. Wow. It’s pretty heady stuff, right?

In the sales world, the big argument is always “Well, we build human-to-human relationships, so we can’t be replaced.” As AI got to scale faster and faster, the question became “We can’t be replaced, right?”

So what’s the deal with artificial intelligence and sales? What’s going to change? Are a percentage of the people going away? What do we know and what’s still kind of BS?

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Is the in-person sales rep actually dying? Or are they thriving?

Seems like we love to keep killing off elements of sales, claiming they’re dying or have years left or whatever the case may be. But what’s the research saying? Is any of this “sales is dying/sales is on its death bed” stuff actually true?

Not really, but we need a deeper look.

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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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