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B2B Sales Blog

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Consider this, from some recent research on content marketing: Consider: blog output by brands has increased over 800% in the past five years but organic social share of blogs has decreased by 89% and about 5% of content gets 90% of engagement. An estimated 70% of the content generated by Marketing is never used by Sales...
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Don’t focus on selling in your writing, and guess what? You sell more.

Consider this, from some recent research on content marketing: Consider: blog output by brands has increased over 800% in the...
Simply The Best

Simply The Best – in a B2B sales context

We all remember the song “The Best” originally recorded by Bonnie Tyler but made famous by Tina Turner in 1989:...
sell-saas-german-b2b

How to sell SaaS to the German B2B market

The German B2B market for SaaS is tricky, but if you nail it, it can be very profitable for you...

2019: The year SMBs sell like big boys?

2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance...

How to actually drive leads with your website

We’ve reached an interesting spot with website development. There are literally millions of people who can help you with design,...
Looking for a sales partner in Germany

Germany is the No. 2 place in the world to be entrepreneurial

The World Economic Forum released its 2018 Global Competitiveness Report recently, which can be read as a listing of the...

3 reasons you absolutely need to blog if you’re in sales

Some sales guys crap all over blogging. They don’t see the point and would rather spend their time focused on...
beat competition

There’s just one way to beat competition!

I’m in B2B consultative selling for the past 18 years. For 9 years I run a boutique sales agency for...

The four types of selling (and what will work for you)

Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling...

So, why would people NOT be doing lead generation?

Ever heard of the “spider web effect?” It’s pretty real, and it explains a lot of lead generation program failures....

Never ignore your competitors

We find frequently that some of our clients know nothing about their competitors. They might know who they are —...

The value of process: Sales engines and gasoline

New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands...