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B2B Sales Blog

Each article is 100% of what we believe in, what we stand for and what we do every day to help our clients.
2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise players. We don’t necessarily mean that SMBs will become $50B companies in the next year or two — they wouldn’t be SMBs anymore! — but you will keep seeing...
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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...
SW development companies

Not-so-obvious Differentiators for SW Development Companies

Every week at least 4 SW application development companies from South East Europe and Asia reach out to us to...

Selling in DACH: What’s the role of voicemail, LinkedIn, and texting?

SalesHacker recently did an “Ultimate Sales Engagement Survey,” and the results are now live at that link. Some is predictable:...
sales outsourcing costs

Is sales outsourcing too expensive? (No.)

In our business, obviously one of the objections we hear the most is “sales outsourcing is too expensive.” Theory then...