It is easy to jump to the conclusion that potential customers that don't get it must be "ignorant." However, blaming our failing sales strategy on the customers may prevent us from making the [...]

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.

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 [...]

A business development team does not have a sales target and is not on commission plans. The outcome of a business development effort is either the definition of an attractive market position or [...]

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.

Is there information you can provide, activities you can undertake, behaviour you can display or situations you can create to make more potential customers move faster towards purchasing your software?

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.

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 [...]

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