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 [...]
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.
Unlocking global market potential with GTM expansion
Expanding into international markets is no longer just an option for ambitious B2B tech companies—it’s a necessity. Many businesses struggle with the complexities of navigating new markets, from regulatory barriers to cultural differences. GTM expansion is the strategic process of adapting your go-to-market (GTM) strategy to successfully enter and scale [...]
Go to market strategy for fintech: the 7 steps explained
The fintech industry is one of the fastest-growing and most competitive sectors globally. With technology transforming banking, financial services, and insurance (BFSI), fintech companies are creating innovative solutions like mobile payments, fraud detection systems, and blockchain technologies. However, launching these solutions successfully requires a go to market (GTM) strategy. A [...]
How to master a Go-To-Market strategy for startups
Starting a new business is exciting but also incredibly challenging. You’ve developed a product or service you believe in, but how do you get it into the hands of the right customers? This is where a go-to-market (GTM) strategy for startups comes in. It’s not just a fancy business term; [...]
Unlocking international market expansion with TAM, SAM, and SOM
Expanding into international markets is a bold move for any innovative B2B tech company. You’ve developed a cutting-edge product or service, but entering new territories raises complex questions: Which markets should we prioritize? Where can we achieve the fastest ROI? How do we avoid wasting resources on opportunities that don’t [...]
Market expansion for startups: why it matters in order to grow
Expanding into new markets can be exciting, but it can also be challenging for startups. Maybe your local market is too crowded, or you want to reach more customers around the world. Expansion is key to growing your business, but it isn’t just about doing the same things in a [...]
