Email [email protected] Call Now! +43-664-5007060

Category

Go To Market

Go To Market includes topics like value proposition, ideal customer profile, buyer personas, customer avatars, segmentation, CAC and sales models.

premature-scaling-2
Take a look at this image: In some ways, this image is the whole essence of business. In general, you don’t want the word “premature” associated with anything in your life — children, that other thing, or scaling. Premature scaling is really bad — and usually crashes and burns your business. But how do you...
Read More
german business expasnion
“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, there are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make...
Read More
go-to-market essentials pic
The idea of a go-to-market strategy is unfortunately less understood than it should be. Why isn’t sales just enough? Oftentimes people — even very good salespeople — will focus on one specific element of the go-to-market strategy, to the exclusion of other, equally important elements. For example, when we work with clients on go-to-market, oftentimes...
Read More
SaaS sales
“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, there are limits to the growth you can do where you are presently. (That’s actually true personally and professionally.) Growth involves new markets and new frontiers almost by definition. But a lot of companies (and their sales teams) tend to make...
Read More
A few months ago, I was talking with the CEO of a client. He said something about “redefining the positioning.” I was hopeful for a second, but then had to ask. “Who all was involved in that?” “The management team and the marketing leadership.” “Not sales at all?” “No.” My heart sank a little bit....
Read More
The leading Sales Conference is coming to Europe! Meet us there: September 12th 2017, London.  
Read More
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...
Read More
early adopters
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...
Read More
Is your product a painkiller or a vitamin? In some ways, this is the essential sales question and largely determines your approach and eventual success.
Read More
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...
Read More
1 2 3