IN THIS ARTICLE Go beyond the product pitch Use AI for reach and research. Judgement still belongs to us Qualify continuously, not just at the start Practical example FAQ QUICK ANSWER Don’t chase more contacts; chase the right ones. With long, technical sales cycles, one of the biggest costs is pursuing the [...]
IN THIS ARTICLE The old playbook Three models that solve different problems Let the market talk back AI is creating more room for senior sales expertise 3 principles for entering a market today FAQ QUICK ANSWER There is no single right model. A local sales employee, a distributor, and an experienced sales [...]
IN THIS ARTICLE Being unknown is not the same as being inexperienced Bring your experience into the conversation AI helps us arrive better prepared Practical example FAQ QUICK ANSWER A foreign supplier entering a new market may be unknown locally while bringing decades of experience, proven technology and strong customer relationships from [...]
IN THIS ARTICLE Why routine requests now need closer attention Are supplier audits and ESG checks prohibited in China? What this means for Chinese companies growing in Germany and Europe A practical framework What sales and procurement should do differently FAQ QUICK ANSWER Selling into Germany from China remains possible and attractive. [...]
IN THIS ARTICLE Test the market before you build the organization A practical German market test What successful market validation looks like FAQ QUICK ANSWER Before investing in a full local sales team, test your proposition with real German target customers. Define the most promising segments, approach the right decision-makers, measure their [...]
IN THIS ARTICLE Why technical understanding matters What makes outsourced sales work Managing complex sales cycles Practical example FAQ QUICK ANSWER Yes, but only if the partner understands the technical application, can identify the right customers, and communicates credibly with both engineering and purchasing. Outsourcing complex B2B sales isn't about handing over [...]
IN THIS ARTICLE Why activity metrics are the wrong starting point 5 signs your outsourced sales are working FAQ QUICK ANSWER In outsourced B2B sales, especially for technical and industrial products, success should not be measured by activity volume: calls, emails or leads. AI and AI sales agents can now generate this [...]
IN THIS ARTICLE More data ≠ better targets Four steps to a target list Where AI fits Practical example FAQ QUICK ANSWER To find the right B2B customers, start by defining where your products, components, systems or solutions create genuine value. Building the biggest possible prospect list comes second. AI can now [...]
