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B2B Sales Blog

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New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands out: It’s a tale as old as time. Founders push sales orgs for growth to hit the numbers needed for the next round of fundraising. The ask stems from a need to show product/market fit...
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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...

Oktoberfest vs. artificial intelligence in sales (wait, what?)

Oktoberfest is September 22 – October 7 this year — with the first keg of beer being tapped by the...

Relationships can actually be dangerous (bad!) for service companies

Right before I sat down to write this, I had been at a conference in Chicago at the HQ of...

At what point in a sales process should an executive enter?

We don’t discuss this question enough in sales “thought leadership” — that’s what this is, right? — and it needs...
cold calling

Cold calling works. It doesn’t scale, though.

There are dozens of articles — and LinkedIn sales influencer videos! — about cold-calling every month. People have a million...
Sales Process

How to Build a Sales Process that Scales

The obvious short-cut. Really? Industry experts (persons that have connections and long-term relationships with people in your target industry) can...

What is a “predictable sales canvas” and what should it mean for you?

Technically this article is about: Sales triggers, entry point offers and ideal sales conversations. In reality it‘s about: Being human,...

Forget your product. People only buy transformations.

Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked:...

The five core elements of predictable selling

The first question you need to ask yourself is … … is selling actually predictable? There’s been a debate about...