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By

Ted Bauer
Outsourcing lead gen
By now, most people realize the inherent value of outsourcing aspects of your business: You can give it to people with real expertise in that area. It’s often cheaper and more flexible than hiring for those roles. (If you hire someone and it doesn’t work out, that can be more than a year of no...
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There are about six million different approaches to lead generation. Probably 97 percent of them will never work, although companies keep trying them. At its heart, lead generation is about conveying trust and value to someone who isn’t a customer yet. They are still a “lead,” and they might be cold or hot — ideally...
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Here’s a question you should probably be asking every day, and potentially haven’t sat down and thought about in years: What makes a good salesperson? What should you be looking for?  There are lists about this all over the Internet, and if you threw a rock onto LinkedIn or other professional social platforms, you’d find...
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GDPR went into effect in Germany in late May 2018. We just passed the one year mark. What have we learned?
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Relationship selling
In the broader pantheon of different sales models, two stand out: Relationship selling Value-based selling What are they, exactly, and what works best for SaaS-style or services companies?
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The “ladder” we talk about most with work is the career ladder. That’s no doubt important, but that ladder has become less and less relevant in recent years as people job-hop more to get better salaries, startups are founded all the time, etc. Now the “ladder” you want to focus on is within sales. A...
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The common way companies look at “go to market” You develop a product (or minimum viable product) or service idea. Now you need to start making money from it. So you go hire a salesperson, probably based on their geography, career history, or experience within your industry. The thinking goes like this: Now that we...
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Digital is great. We love it. Who doesn’t love some Google Ads and some email list segmentation and some social media usage? It’s a great way to reach people and research prospects. It’s awesome! But, the sheer fact is … you will never replace face-to-face interaction, especially in sales. We all know the “tea” on...
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“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a less-established salesperson, it feels like a way to cast a wide net and get lots of prospects to convert quickly. It makes your solution seem like it can do anything. It’s all-powerful. It’s like the...
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So: you see the German market as potentially lucrative to enter, because it is. You’ve been starting to strategize and figure out the “secret sauce” to winning DACH business when a really basic question hits you, seemingly too late in the game: Do you need to speak German? Now you’re a little bit worried. But...
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