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B2B Sales Blog

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Relationship selling
In the broader pantheon of different sales models, two stand out: Relationship selling Value-based selling What are they, exactly, and what works best for SaaS-style or services companies?
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Relationship selling

Relationship selling vs. value-based selling

In the broader pantheon of different sales models, two stand out: Relationship selling Value-based selling What are they, exactly, and...

What is your entry point offer? (And how well do you know your ladder?)

The “ladder” we talk about most with work is the career ladder. That’s no doubt important, but that ladder has...

Where does “go-to-market” actually begin?

The common way companies look at “go to market” You develop a product (or minimum viable product) or service idea....

The types of salespeople you meet in the wild (and at trade shows)

Digital is great. We love it. Who doesn’t love some Google Ads and some email list segmentation and some social...

“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...