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B2B Sales Blog

We write about Go-To-Market Strategies, Lead Generation Practices, B2B Sales Methods and the German Market.
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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Forget your product. People only buy transformations.

Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked:...

The five core elements of predictable selling

The first question you need to ask yourself is … … is selling actually predictable? There’s been a debate about...

It’s a good time to do some new business in Germany

Let’s talk frankly for a second about Germany. Yes, they should have been the World Cup favorites and gotten at...

What are “the five whys” and why do you need them for selling?

We’re going to walk through a very systematic approach here called “The Five Whys,” which has been tweaked and redone...
premature-scaling-2

Premature scaling is absolutely what you need to avoid

Take a look at this image: In some ways, this image is the whole essence of business. In general, you...
close-more-enterprise-deals

How to 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,...

Product Splintering: How to make it easier to buy from you

Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you...
b2b meeting

How to f*ck up a B2B meeting

Let’s be honest — there are a lot of ways to mess up a B2B meeting. (Or even totally, yes,...
lead generation Germany

How do you use industry experts in lead generation?

Short answer: you don’t necessarily use industry experts in conventional lead generation. You use them in a form of lead...

Lead Generation Essentials

Lead generation and going to the bar Lead generation nowadays is very akin to craft mixology. Here’s what we mean:...

B2B Sales Essentials

Let’s start with one caveat up front about B2B sales: it’s a tremendously complex topic that people unfortunately often make...
german business expasnion

How can a service company expand into a neighboring country?

“If you’re not growing, you’re dying…” You’ve heard that, right? We all have. Well, there are limits to the growth...