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B2B Sales Blog

Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be climbing. If someone has just...
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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...
outsource sales

Outsource Sales Essentials – Best Practices and Common Pitfalls

In this article, I will summarize what I learned how to outsource sales functions successfully and what parts can be...
go-to-market essentials pic

Go-To-Market Essentials: What you need to know

The idea of a go-to-market strategy is unfortunately less understood than it should be. Why isn’t sales just enough? Oftentimes...

A silent customer isn’t a satisfied customer

Customers lie. Shouldn’t be breaking news, but sometimes we try to forget that. Even though the field of economics has...

The power (and importance) of rejections in sales (and life)

Let’s start with a quick funny story. It’s not directly about sales, but we’re going to get there — don’t...

Use automation, yes — but don’t be a robot

There is a ton — a literal TON — of talk these days about automation. It’s the next great promise....

Qualification/discovery calls are much harder than we think

We’ve had “qualification calls” (or “discovery calls”) in sales almost as long as we’ve had phones. And still, most people...