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Frequently Asked Questions

WHO USES BIZXPAND SERVICES?

Which countries can BizXpand cover?

Our main focus is Germany, Austria and Switzerland but we also do some projects in other countries in West-Central Europe.

So, when is BizXpand a good fit my business?

Our sales machine is ideal for:

  • Software vendors (SaaS or On-premise) and services companies that
  • want to sign up new customers from Germany, Austria and Switzerland and
  • have offerings for mid-market and enterprise customers and
  • average ARR between €25k and €500k (annual recurring revenue per client).

 

You should talk to us when:

  • you want to employ a German Sales Manager.
  • you just want to test the German market without huge upfront investments.
  • you got a new product in your portfolio and can’t use your existing sales team.
  • you need help with your Go-To-Market strategy.
  • you have to get this right the first time around.

 

See our packages and pricing and get in touch with us!

Just want to hire a Sales Manager in Germany, why is BizXpand the better option?

Ok, what profile are you looking for? An Inside Sales Manager, a Lead Generator, a Sales Development Rep, an Account Executive, a Country Manager?

And here is also the problem: You need all different kind of skills in one person or even worse, you don’t really know what will work.  Even the great salespeople have their strengths and weaknesses– with high complexity B2B selling, it often takes 6 months or more, just to discover them.  Combine this with a market that is not a known quantity for you, and you have a recipe for distraction and poor performance.

However, the German speaking markets are some of the best areas in the world for doing higher complexity and higher value B2B. With BizXpand you get a well balanced, well-rehearsed, self managed and scalable sales team that combine lead generation and face to face sales execution equipped with best-in-class practices and tools.

The result is that you see real sales results, real data on the process, and real market feedback in a fraction of the time, management distraction, and cost.

 

HOW DOES BIZXPAND GET PAID?

Would commission-only work?

In short: no.

Commission-only fits perfect for very short sales-cycles, established brands in established markets, transactional sales and therefore for less experienced sales staff.

We work for clients where new customer acquisition is required, sales cycles are pretty long, the brand and markets need to be developed and products are complex and require consultative sales with experienced sales staff.

 

How much do BizXpand services cost?

We charge a monthly retainer plus commission on revenue we generate for you with budgets and structure similar to a single internal salesperson.

Instead, however, you get a well-rehearsed and totally scalable team of market experts, lead generators and sales executives including the best-in-class outbound sales practices and tools that start producing in half the time of normal direct hires.

No upfront investment, lowest operational costs and fastest time-to-revenue.

Check out our packages and pricing.

Is BizXpand a Consultant, Agent, Broker or Reseller?

Resellers:
Resellers are great value especially if they are Value Added Resellers (VAR) or System Integrators (SI) for vendors. Unfortunately, such companies are rarely able to promote more than one new offering each year despite the fact that they might talk to 50 potential partners and even sign contracts with 8 of them. This is why many companies with indirect sales models still need dedicated regional sales offices and regional business development.

Brokers, Agents:
Brokers and Agents are great for introductions, but the relationship is usually so temporary that neither can invest into the market and give demanding clients confidence of long term value.

Consultants:
Consultants are usually able to help change the sales process, but don’t normally stand behind the execution and commit to results like a real sales office must do.

So, we are:
A scalable system of a fully professional, dedicated sales office tailored to meet the needs of Software, SaaS and Services companies. A business transaction is always directly between our clients and their customers.

 

WHAT MAKES BIZXPAND SO SPECIAL?

What is so special about BizXpand’s “secret sauce”?

We were founded by engineers who successfully made the jump away from talking technology or feature selling and worked at the highest levels of complex, consultative selling.  Later, we combined this ability to sell and close with the the world’s best-in-class methods for prospecting and lead generation — all adapted for the specifics of the German speaking market.

We believe that our sales vehicle is now among the most sophisticated enterprise sales machines found anywhere in West-Central Europe.

The “secret sauce”: technical backgrounds that don’t get in the way, exceptional executive level intuitive selling & closing, and process oriented, KPI driven, evolving lead generation.

What is Predictable Revenue?

When a single salesman is in charge for his own lead nurturing and deal closing it is very hard to keep the sales funnel always healthy and growing. Usually a salesman cannot put his focus on both topics at the same time with same energy.

Sales role specialisation is one of the major enablers for Predictable Revenue. Independently to the current effort of the SE (Sales Executive) the SDR (Sales Development Rep) is continuously generating new leads and develop them down the sales funnel. Our clients get a constant funnel movement and based on our sales metrics we can generate a predictable revenue stream.

Read our own success story about Splitting SDR and SE: Splitting Sales Roles Let US Scale Our Sales Force.

Why Salespeople Shouldn’t Prospect

Even the best sales executives struggle to switch gears between top-of-the-funnel lead nurturing and bottom of the funnel selling and closing.

Our solution is to use separate teams for Sales Development (SDR) and Sales Execution (SE) and recognize that they requires completely different skills. We had to build the tools and management processes to handle the additional complexity, but we (as well as many of the most progressive sales organizations) find the results well worth the trouble. What you get is far better predicability, elimination of the need to review funnel balance, and better results.  For us, we earn more commissions and keep deal closers in front of potential customers more.

Here’s a good explanation from Aaron Ross, Predictable Revenue “Why Salespeople Shouldn’t Prospect”