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B2B sales
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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The “ladder” we talk about most with work is the career ladder. That’s no doubt important, but that ladder has become less and less relevant in recent years as people job-hop more to get better salaries, startups are founded all the time, etc. Now the “ladder” you want to focus on is within sales. A...
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The common way companies look at “go to market” You develop a product (or minimum viable product) or service idea. Now you need to start making money from it. So you go hire a salesperson, probably based on their geography, career history, or experience within your industry. The thinking goes like this: Now that we...
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Digital is great. We love it. Who doesn’t love some Google Ads and some email list segmentation and some social media usage? It’s a great way to reach people and research prospects. It’s awesome! But, the sheer fact is … you will never replace face-to-face interaction, especially in sales. We all know the “tea” on...
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“Anybody can benefit from our solution!” This is a common refrain in sales discussions. It makes sense because, to a less-established salesperson, it feels like a way to cast a wide net and get lots of prospects to convert quickly. It makes your solution seem like it can do anything. It’s all-powerful. It’s like the...
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Thought question: what is actually and truly the job of a sales guy? I will give you 5-10 seconds to think about it.
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Nearshoring
If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to software development. A big problem in DACH is a tech skills gap. By some estimates, DACH is about negative-1 million on the tech/IT roles it needs to be successful across...
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We hold this truth to be self-evident: Most (OK, all) for-profit businesses want to make more money. If you price higher, you can do that. But oftentimes companies are reluctant to price higher, fearing customers will flee to a competitor. In what contexts could you consider pricing higher? We’re here for you.
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B2B lead generation
Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads. Hopefully none of that was new information for anyone reading this. That’s the core/crux of sales. But despite the importance of leads, a lot of companies do struggle with lead generation. Huh? If it’s something...
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This is a question many in sales struggle with: if you have a strong brand domestically and are beating some international brands on your own turf (“home field advantage,” if you will), can you compete with them in other markets? Should you?
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