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B2B Sales

Our B2B Sales articles include topics about lead nurturing, inside sales, field sales and modern b2b sales tactics.

Oktoberfest is September 22 – October 7 this year — with the first keg of beer being tapped by the Mayor of Munich on that first date. It’s a wild party. Even if you haven’t ever been, you can conceptualize it from afar. It’s nuts. It’s drunken. It’s hedonistic. And yet, there are hundreds of...
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Right before I sat down to write this, I had been at a conference in Chicago at the HQ of a mostly-ventured-back SaaS product. They’re somewhere around Round C, meaning that eventually they need to start selling/producing/generating their own revenue, or that venture “line of credit” is gonna go away right quick. And that seemed...
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We don’t discuss this question enough in sales “thought leadership” — that’s what this is, right? — and it needs to be chopped up a little bit. It’s a bit of a Goldilocks question: too soon feels weird. Do you bring your mother to a first date? Usually not. And if you do, a second...
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Technically this article is about: Sales triggers, entry point offers and ideal sales conversations. In reality it‘s about: Being human, being sequential and don’t ask for marriage on the first date. Yes, asking the wrong questions too early hurts!
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Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked: What has Apple been selling since Day 1? Here are some of the answers you tend to get: “Tech” (pretty generic) “Intuitive products” (not wrong, and ties in with the Steve Jobs/Sean Lennon story) “Well-priced...
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The first question you need to ask yourself is … … is selling actually predictable? There’s been a debate about this for years. First off, throw marketing out of this discussion. Marketing is a support structure for sales in many organizations. It can have repeatable success, yes, and can claim to be data-driven — but...
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We’re going to walk through a very systematic approach here called “The Five Whys,” which has been tweaked and redone in a few different contexts over the years. The basic idea is that there are five steps of a buyer journey that are triggers for your B2B outbound sales actions — we’re previously talked about...
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close-more-enterprise-deals
Simple question that’s often hard to answer: why do so many sales opportunities suddenly stall? And, on the flip side, how can you close more enterprise deals? The basic breakdown of the answer is a discussion about indirect sales. See, if you sell SaaS to Pro Users and small businesses, then oftentimes it’s a 1-to-1...
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Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be climbing. If someone has just...
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b2b meeting
Let’s be honest — there are a lot of ways to mess up a B2B meeting. (Or even totally, yes, fuck it up.) There are millions of B2B salespeople globally (and the number is actually going up despite what we think tech did to B2B) and, let’s face it, not everyone is making quota. Not...
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