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B2B Sales Blog

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Fact: Every global market you can play in is different. Fact: Germany is the largest economy in Europe. Fact: There is money to be made here. But then we come to our first fiction. There are thousands of articles online about the various specifics of the German economy. Only a few of them actually speak...
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Five ways the German/DACH market is specifically different

Fact: Every global market you can play in is different. Fact: Germany is the largest economy in Europe. Fact: There...

What five sales influencers should you be following?

People sometimes ask us: Who is really worth listening to online about better enterprise selling (software, SaaS, IT services …)...

Don’t use your colleague’s sales playbook

What exactly is a sales process? And how individual is it? These are important questions that we often don’t address....

The Sales and Content “Friend Zone” (and how to avoid it)

Dreaded concept for guys: The Friend Zone. You probably know the drill, but … you like a female. You think...

How to get a faster time-to-market in a new area

If you want to grow a business, what do you typically need to do? Basic ways: Increase revenue from core...

Who cares if you got a lead if you can’t nurture it?

Companies often spend a mint on lead generation, and that makes sense. The old adage is about “if you’re not...

The non-importance of your “brand”

We tend to talk a lot about brand, and the power of brand, and we can recall notable brands and...

Competing with the locals: All about product-market fit

Martin works a lot with international B2B services companies in the software and IT space that want to enter the...

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...