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B2B Sales Blog

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“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a less-established salesperson, it feels like a way to cast a wide net and get lots of prospects to convert quickly. It makes your solution seem like it can do anything. It’s all-powerful. It’s like the...
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“Anybody can benefit from our solution!” (Nope.)

“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a...

When selling to Germans, how important is speaking the language?

So: you see the German market as potentially lucrative to enter, because it is. You’ve been starting to strategize and...

1 out of 2 salesmen end up getting fired

Thought question: what is actually and truly the job of a sales guy? I will give you 5-10 seconds to...
Nearshoring

What nearshoring in DACH looks like right now

If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your...

When should you price higher?

We hold this truth to be self-evident: Most (OK, all) for-profit businesses want to make more money. If you price...
B2B lead generation

The four main problems of lead generation

Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads....

You’re beating a competitor domestically. Should you try to beat them internationally?

This is a question many in sales struggle with: if you have a strong brand domestically and are beating some...
ideal customer profile

When you sell services, what’s your differentiator?

What actually is your differentiator? A lot of people running businesses or silos seem to think the answer to that...

The power (and ease) of selling to early adopters

Selling to early adopters is easier than you think. Honestly! So as you work on a go-to-market strategy — which...

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....