top of page
B2B Impact Startups - why you should never sell through CSR or "impact sourcing"
Who has the pain you can solve and sufficient access to power to make the decision to buy from you. Neither CSR nor impact sourcing.
2 min read
Impact Startup B2B Sales - Deal size doesn't matter - impact does !
Yes, the size of your contract is likely way too small to attract c-level. But value is in how attractive your impact story is.
2 min read
Don’t get immediately de-qualified by corporate customers – the importance of “how not to lose” for B2B startups
Understanding your target persona's pains and doing perfect outreach is not enough. Why it's important to know "how not to lose".
3 min read
Successful B2B (Social) Impact Startups sell at C-level!
Selling at C-level makes the difference between getting nowhere or winning a corporate partner for your impact startup.
3 min read
Why it's so important to identify a quantifiable gap for your offer - and how to do it
All sales are about change and it takes a sizeable gap to trigger change. Gaps are unique for every customer. Here is what it depends on.
3 min read
The case for using gap selling when dealing with retail customers
Some sales people think that gap selling is not adequate for dealing with retail customers. Here is why I think they are wrong.
2 min read
What are costs of change - and why are they important?
All sales are about change. And too many sales fail not because your offer isn't good but because you have overlooked the costs of change.
4 min read
Your quick gap selling checklist - are you ready?
Gap selling not being new, your sales approach might already be close to it. Find out where you need to improve with this quick checklist.
3 min read
Customer Discovery - the key to effective B2B sales
Customer discovery is unfortunately still a woefully underestimated part of customer engagement. Here is why and how you should improve.
3 min read
Why your customers don't know what they need
Most sales people would agree, that the perfect sale is when you give the customer exactly what they need. The problem is just - how do...
3 min read
5 signs your B2B sales are NOT READY for an economic downturn
2nd half of 2022 and most likely large parts of 2023 will be a difficult economic situation. Is your sales force ready to face the challenge
3 min read
Every sale is a series of small sales - are you ready?
Are you still depending on your customer contacts to push through the deal internally or are you managing each step of the process?
2 min read
How to use LinkedIn for B2B customer acquisition
Are you also guilty of wasting LinkedIn's amazing customer acquisition potential? Do you rely on paid InMail? What to do instead.
4 min read
Why you should CALL LESS B2B CUSTOMERS - not more - during a recession
A recession triggers the false instinct to call more customers to offset decreasing conversion. Why the opposite strategy is more successful
2 min read
How to succeed at a B2B trade fair as a startup
3/4 of all buyers at sales fairs are not really there to find new products or services. So if you really want to go, this is what you need .
3 min read
Step out of the box to identify the full gap potential of your product
Impact can be quantified also for your product, not only services, software and technical products. But you need to think out of the box.
3 min read
Skills vs Industry Experience - what to prioritise when hiring B2B sales people on a budget
What if your dream sales person with experience and gap selling approach is too expensive? Which to prioritise? Solve it with competencies.
4 min read
Why gap selling is your best chance in a recession
Recessions increase buyer uncertainty and risk avoidance. Gap selling helps you overcome those hurdles and get customers to the final yes.
3 min read
Gap selling - revolutionary game changer or hype?
It is neither. Because in it's core it is not new.
But here is why you should still read it and apply it in your organisation.
2 min read
Don't start with "why" - start with "WHAT"
B2B sales seem hard. It is hard work. But the winning strategy is easy. It's not about you - it's about solving your customer's problems.
2 min read
bottom of page