HealthTech Companies – 5 Proven Sales Strategies
Selling technology into healthcare requires a fundamentally different approach from mainstream B2B sales. Doctors, specialists, and clinical staff have limited time and little patience for generic outreach. Decision-making is multi-layered, involving medical personnel, IT leaders, innovation teams, compliance officers, boards, and procurement. To succeed, HealthTech companies must adopt a highly [...]
Appointment Setting – Outsourced vs In-House
For tech and software companies planning international expansion, B2B appointment setting is not a tactical checkbox, it’s a strategic Go-To-Market (GTM) component. In-house teams offer control, outsourced appointment setting services offer speed and scalability, but a hybrid model with a GTM partner often delivers the best results: localized expertise, strategic [...]
B2B Sales – 10 Ways to Build Market Presence Without Hard Selling
Hard selling doesn’t work in complex B2B sales. To get on the radar of the right prospects, companies must build market presence through trust, relevance, and value instead of pressure. The best-performing tech and SaaS firms focus on education, storytelling, partnerships, warm networks, community engagement and consistent insights. By showing [...]
Outsourced Sales – 4 Reasons why technical experts make exceptional sales leaders
Technical experts often make exceptional outsourced sales leaders because their natural style is low-pressure, fact-based and deeply consultative. In complex B2B tech sales, this builds more trust, shortens the path to real problem-solving and leads to better long-term relationships. At Aexus, we see it every day: when engineers, product specialists [...]
10 traits of winning services companies
After 25+ years of supporting tech, SaaS and services companies across Europe and the US, Aexus has identified 10 traits that consistently show up in high-performing services organizations. These traits influence how they sell, how they build trust, how they deliver value and how they grow. In this blog, we [...]
The future of successful enterprise tech sales: what 2030 holds for B2B
By 2030, B2B tech sales will be transformed by AI, big-data analytics, augmented reality and immersive virtual interaction. Paradoxically however, the human connection will become more important than ever. At Aexus, we believe the winning formula combines advanced tech with true relational intelligence: better insights + better interactions = better [...]
Why Personalization Is the Key to B2B Sales Success
In B2B tech and software sales, generic, automated and high-volume outreach simply doesn’t work: it annoys prospects, harms your brand and reduces trust. At Aexus, we’ve spent 25 years proving that personalization is the real driver of sales success. We start with warm networks, meaningful introductions and deep preparation: understanding [...]
What is a typical B2B SaaS sales commission structure?
Most B2B SaaS companies use a 50-70% base salary and 30-50% variable commission structure, but the right approach depends on your deal size, sales cycle, and growth stage. Account Executives typically earn 8-15% of Annual Contract Value on new business, while SDRs receive smaller commissions tied to qualified meetings. This comprehensive guide breaks down commission rates across different sales roles, explains how to calculate commissions on recurring revenue, and explores the pros and cons of various models—from simple percentage structures to complex tiered systems with accelerators.
How much does international market research cost for B2B companies?
International market research costs for B2B companies typically range from €5,000 to €50,000, but smart budgeting can reduce expenses by 40-60% without sacrificing quality. Basic market validation studies start around €5,000-€15,000, while comprehensive multi-market research reaches €25,000-€45,000. The investment varies significantly based on research depth, geographic coverage, and whether you choose DIY approaches or professional agencies. Phased research strategies and leveraging existing data sources can dramatically cut costs while still delivering actionable insights for successful international expansion decisions.
How do you research a new market before expanding internationally?
International expansion requires systematic market research to validate demand and minimize risks. This comprehensive guide reveals the four core components of effective market research: market size analysis, customer behavior assessment, regulatory evaluation, and competitive mapping. Learn proven methodologies for demand validation through customer interviews and digital analysis, plus frameworks for assessing entry barriers and cultural challenges. Most companies need 2-4 months for thorough research, but this investment helps identify market opportunities while avoiding costly mistakes. Discover actionable strategies for competitive intelligence gathering and risk mitigation that successful technology companies use when expanding into European, American, and Asia Pacific markets.
