Insights on SaaS Sales & Expansion

The good news is that Germany is, at its core, like any other market. You’ll probably use the same mix of channels you’re familiar with, and people still buy for roughly the same reasons everywhere. However, nuances matter, and in Germany, those nuances can make or break your go-to-market strategy. 1. Language: Selling in German Still Matters The first and most important thing to understand about selling into Germany is that you’ll probably need to sell in German. That’s not

tl;dr Relationship builders are often seen as too soft to perform well in sales. Nevertheless, this does not mean that the skill of...

When you ask sales managers what they are responsible for, they say revenue growth. When you ask them how they grow revenue, they say by...

TL;DR Giving up because your environment seems out of control is human, actually, some might not pick up hope once they regain...

If you ask Customer Success Managers (CSMs) what the main benefit of their CS tool is, I would bet that they say “insight in the health...

When companies decide to expand internationally, it often starts with a beautiful deck: market size data, country scoring, and a neat...

Back in 2020, Sequoia Capital published its now-famous memo Coronavirus: Black Swan of 2020 . It spread like wildfire. The memo captured...

tl;dr If you build your sales playbook on characteristics of ‘won deals’ only, you are blind to the reasons why most deals simply don’t...

An analysis of the internationalisation patterns of 281 Dutch SaaS companies

TL;DR: Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs [see Hubspot below], so a time-series aka....