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B2B Sales Blog

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Outsourcing lead gen
By now, most people realize the inherent value of outsourcing aspects of your business: You can give it to people with real expertise in that area. It’s often cheaper and more flexible than hiring for those roles. (If you hire someone and it doesn’t work out, that can be more than a year of no...
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Outsourcing lead gen

What dooms outsourced relationships? How do you do it better?

By now, most people realize the inherent value of outsourcing aspects of your business: You can give it to people...

Using subject matter expertise in lead generation

There are about six million different approaches to lead generation. Probably 97 percent of them will never work, although companies...

What qualities do you need in outsourced sales professionals?

Here’s a question you should probably be asking every day, and potentially haven’t sat down and thought about in years:...

GDPR, in Germany, at Year One

GDPR went into effect in Germany in late May 2018. We just passed the one year mark. What have we...
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...