B2B Lead Generation vs Sales Outsourcing
For tech and software companies planning international expansion, b2b lead generation is often the first commercial lever they pull. Leads feel measurable, tangible, and safe. But as many scale-ups discover, generating leads is not the same as building revenue. This article explains the difference between b2b lead generation and sales [...]
What are the main differences between US and European B2B sales?
US and European B2B sales differ dramatically in pace, relationship dynamics, and decision-making processes. European sales cycles run 30-50% longer, requiring deeper relationship building and consensus across more stakeholders. American markets favor transactional efficiency and concentrated authority, while European buyers prioritize measured communication and collaborative approval processes. Understanding these cultural differences—from communication styles to procurement expectations—helps technology companies successfully adapt their sales strategies when expanding internationally, whether entering European markets from the US or vice versa.
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 long is the average B2B software sales cycle?
The B2B software sales cycle varies dramatically by deal size: SMB solutions close in 1-3 months, mid-market in 3-6 months, and enterprise deals take 9-18 months or longer. Multiple factors influence your sales timeline, including deal complexity, number of decision-makers, product type, and buyer urgency. Understanding these variables helps you forecast accurately and identify opportunities to accelerate without damaging relationships. Discover what really drives sales cycle length and practical strategies to reduce friction in your process.
Doing Business in The United Kingdom
To understand the United Kingdom, it is first important to know that it is not a single country but is actually made up of the four separate countries of England, Wales, Scotland and Northern Ireland. While England has the lion’s share of the power in the union, there are devolved [...]
The future of banking and fintech
Some people believe that traditional banking and fintech are mutually exclusive but it is much more likely that they can be mutually beneficial. First though, let’s take a look at how things started before we gaze into our crystal ball to try and predict what may happen in the future. [...]
How to ensure fast market entry with an outsourcing agency
Scaling up your business internationally is not an easy task. For a start, you can’t rely on the business model that made you successful at home. In fact, it’s essential that you are able to adapt and remain agile as you navigate your new course. There are many new challenges [...]
How to do B2B SaaS Sales?
4 Key takeaways from the Sales & Marketing talk show Aexus founder and CEO Chris Gerretsen joined as a guest to Samuli Salonen LinkedIn talk show to share his thought on B2B sales. The discussion resolved around sales in an international context and how the role of a salesperson has [...]
