Blog

If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]

There’s plenty of generic advice on LinkedIn for using the platform. I ignore most of it. What works and what doesn’t come down to what type of business you run and what you want to achieve.

How can you, without making big investments, get the attention of potential customers abroad and make them reach out to you?

PreFlight Odense, an activity of Business Hub Fyn, has invited me to deliver a webinar on how to get international growth when you only have a small budget.

I have published the BECH Index for 2022, which includes data for the years 2017 to 2023. The whitepaper estimates the relative demand capacity for B2B information technology and related services [...]

Is a channel of resellers a quick shortcut to the market? No! Why should companies then use resellers to serve their customer? These two questions get thoroughly discussed in this podcast.

Representing an ERP product requires major investments in people and knowledge. Doing so for a product that is not yet fully recognised in its target market requires a visionary mindset. [...]

The reason for our interest in global markets is of course that they represent much more potential than our domestic markets. 

In my industry (software) the costs of revenue generation became a genuine headache when the shift from the on-premise pre-paid perpetual license format started to yield to cloud-based subscriptions.

In general, anything outbound and in particular cold calling sales activities, is expensive, associated with pronounced waste, hard to manage and challenging to scale internationally.