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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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“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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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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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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Selling to early adopters is easier than you think. Honestly! So as you work on a go-to-market strategy — which you absolutely need to do — start with the early adopters if you are in a non-commodity business. Why?
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Dreaded concept for guys: The Friend Zone. You probably know the drill, but … you like a female. You think you guys could have a future together. She spends a lot of time with you and there’s sometimes even flirting. You are getting mixed signals. But if you keep hanging out dayside for a while,...
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Some sales guys crap all over blogging. They don’t see the point and would rather spend their time focused on “touches” and more standard sales plays. This is a big mistake. Blogging matters to sales. But why?
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Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling for decades don’t know this answer. Time for a little education.
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