Knowledge about B2B sales and company growth
Texts on B2B sales and the growth of B2B technology and service companies. Each one describes a specific problem that actually comes up in the companies we work with. We write from the experience of growing more than 50 companies, TechMine’s own research and conversations with entrepreneurs.
All (75)Sales process and system (14)Winning clients (7)Sales communication (11)Sales management (4)Strategy and business model (8)Company growth and scaling (18)What to measure (4)B2B marketing (1)Events (8)
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When do you need more leads, and when a change of process or offer?
“We need more leads” may be an accurate diagnosis. But first I would like to see what happened to the previous ones. How many contacts led to a…
What to measure in B2B sales in a small company?
When I ask a business owner how sales are going, I often hear that there are quite a few conversations, a few proposals have gone out to…
How to move from founder-led to systematic sales?
If you have to attend every important client meeting in person, most proposals need your corrections, and when you are busy delivering projects…
How to build a sales team from scratch?
Many B2B companies build sales according to a similar pattern: first they publish a job ad, then they hire a salesperson, and after a few months…
The best B2B sales consulting programs for small companies
When the owner of a B2B company looks for a way to improve sales, they most often come across training offers. SPIN, Sandler, negotiation…
How to build sales in a software house
Sales in a software house are built in an order that seems counterintuitive to many owners. First narrowing the offer and choosing a client…
Which B2B sales support to choose
The B2B sales support market lines up a dozen different things side by side as if they were variants of the same purchase. A salesperson, a…
Value proposition: why clients should choose your company
Open the website of any B2B technology company. Read the first three sentences. Now open its competitor's website. And one more. Do you see a…
A sales system in a technology company
A sales system is the way a B2B technology company approaches client acquisition as an end-to-end business process. It is the organizational…
How to choose a B2B sales development partner in a technology company
There are a dozen or so types of vendors on the market promising sales growth, and each solves a different fragment of the problem. The choice…
Sales discovery in B2B companies: results of the TechMine study
91% of B2B decision-makers consider needs discovery important or very important. 55% admit that they nevertheless present a proposal without…
Łukasz Zjawiński at the Sales is the Queen conference
Łukasz Zjawiński of TechMine spoke at the Sales is the Queen vol. 4 conference in Bielsko-Biała with a talk on how to build communication so…
The language of benefits in B2B sales is not enough to make the client buy
A sales conversation with the CEO of a sizeable company. We are trying to find out what return the implementation of our custom software will…
Cold calling: what it is and how to call effectively in B2B sales
Cold calling has a bad reputation. But not because the phone stopped working. It has a bad reputation because for years it was used in the worst…
How to grow a B2B company: a guide for entrepreneurs
You have been running a B2B technology company for a few years, and at the beginning it was simple: you spotted an opportunity, you started…
When weak sales are not the sales department’s problem
The owner of a medium-sized service company tells me that in two years he has already replaced three heads of sales. Each time, the first…
Why scaling without a strategy ends in chaos
Scaling sounds good. More clients, higher revenue, a bigger team. For many owners of service companies it is a natural goal and proof that…
How to qualify clients in B2B sales
From what I see, as many as 30% of open sales opportunities in B2B companies should be thrown out of the sales process. They are not bad in…
What SalesMachine is
SalesMachine is a B2B sales system created by Łukasz Zjawiński, founder of TechMine, intended for B2B companies selling complex solutions in…
What level are sales at in your company?
You have been running a company for years. You have good clients, a solid team and a service or product you are proud of. But when you look at…
How to stand out in the market as a software house?
The longer answer requires taking a step back and looking at how most software houses try to stand out. And why it does not work.
The moment growth starts to hurt
There is a moment in the life of a company that nobody warns you about. It does not look like a crisis. It does not look like a failure. It…
Why does a B2B company not grow, even though it has clients?
The company has been operating for seven years. It has clients. It has a team. It has a reputation in its niche. The owner can list from memory…
Sales grow, but the money does not
I know a company that increased its revenue by 40% within a year. The owner was pleased, the team grew, they moved to a new office and new deals…
Why cold mailing does not work?
Cold mailing has a bad reputation, because most cold mailing is done badly. It is not a channel that “does not work”. It is a channel that…
The company works, but everything depends on me: what does that really mean?
This sentence comes from the mouths of business owners exceptionally often. Sometimes with pride, sometimes with resignation, and sometimes with…
Prospecting done the right way
Prospecting is probably the most important skill for anyone involved in sales. If the universal solution to most sales problems is a so called…
Brand equity: how it supports B2B sales
Brand equity is the accumulated value a brand brings to clients' decisions, to a company's ability to generate margin and to the long-term…
How to choose a good business advisor?
How to choose a good business advisor is a question increasingly asked by owners of companies at the growth stage. Usually it is no longer about…
Why companies do not grow
Many business owners at some point reach the same conclusion. They have a good product, they have competent people, they have clients, and yet…
How to scale a service company
Scaling a company means arranging sales, service delivery and management so that revenue can grow faster than costs and the owner's workload. To…
Why do I have many conversations but few sales? There are a few reasons
Why do I have many conversations but few sales? If you are wondering about this in your company, this post is for you
How to create a sales plan for 2026: what to pay attention to
At the turn of the year, exactly the same thing happens in many companies. An Excel sheet is created, ambitious numbers appear, the owner or the…
A company’s business model: what it is, elements, examples and how to build one
You have been running a company for several years. You employ people, win clients, take care of relationships, invest in marketing. You do…
Sales methodology: bring order to the chaos of sales
Most companies sell without a methodology. They act intuitively, rely on the experience of the salespeople or the owner, and results depend on…
What kills B2B sales and 12 tactics to deal with it
Business owners and salespeople often blame external factors for a lack of sales: “the competition”, “a difficult market”, “too high a price”…
How to choose a B2B sales consultant
I will describe the situation for a service company in which acquiring new B2B clients relies mainly on the owners, networking and referrals…
The power of focus in company growth
This sentence comes back to me regularly, especially when I feel that my day is becoming too short again. There is always time for the most…
Building a B2B sales process: how to design it
Building a B2B sales process very rarely starts with a strategic decision. Most often it starts with fatigue. With the feeling that sales work…
Cold mailing in B2B: how to do it well
I am guilty, directly or indirectly, of sending tens of thousands of email sequences, both my own and through my clients. But before you start…
How to open new B2B clients without spending on marketing?
Several times we have observed the surprise of business owners when, during a conversation, they realized that in order to open new B2B clients…
You don’t need money to start a company? A complete guide
Are you wondering how to start a company without much capital? Do you dream of creating your own business, but the lack of funds seems an…
How to quickly increase earnings in B2B services
If you run a B2B service company and largely provide the services to your clients yourself, you are certainly wondering how to increase your…
The Value Triangle in B2B communication
The Value Triangle is a proprietary methodology of sales and marketing communication that organizes the message in three successive elements…
16 mistakes in a business model
At first glance it may seem that the problem in a service company is weak marketing, no sales, too much competition or a difficult market. But…
How to stop procrastinating in business?
What do you do in your company? If the answer is “Everything except what matters”, this text is for you. Reading this text will take you about 6…
Client needs discovery in B2B sales: how to conduct it
Understanding the client's needs is the foundation of every good cooperation. Regardless of the industry, it is this stage that decides whether…
Business networking and B2B sales: an anti-guide
Over two hundred networking events. Nearly a decade of animating a community of entrepreneurs. Thousands of conversations, some of which led to…
Objections in the sales process and how to handle them
At the thought of objections, many people working in sales start to get nervous, and it is hard to be surprised. Every company has some weaker…
Company vision: your key to growth and inspiring others
As an entrepreneur, especially at the initial stage of the company's development, you may not feel the need to have a verbalized and…
Growth barriers of small and medium-sized companies: can you see them?
During the last meeting of entrepreneurs, we talked about overcoming barriers to company growth. After a short introduction by each of the…
Open questions in sales: what they are and how to use them
It is no great secret that an effective salesperson should ask more than they talk. Only getting to know the buying reality of a potential…
Sales techniques: a necessity or a nice extra?
If you have ever tried to sell something in your life, you know that sometimes a sale closes easily and sometimes it does not close at all…
B2B sales process: stages, framework and an implementation example
What really separates a company standing still from one that can grow and outpace the competition is not luck, chance or a great product. The…
KPI, key performance indicators: 100 examples
Business must be based on numbers. However, in times when we are flooded with an enormous amount of data and have access to all kinds of…
Principles of social influence – 6 rules of influencing people
During one of our entrepreneurial meetings, we talked about how the principles of social influence described by Robert Cialdini can be used in…
4 reasons why SMBs owners don’t build sales teams
"I built this company, our offer is specific and only I can sell us best" Probably all of this is true. The owner knows his company best and…
Market segmentation – what is it, how to start, segmentation criteria
Market segmentation (B2B) One of the biggest sales challenges in business is understanding who your customers are. Good market segmentation can…
Delegating tasks: how to do it well?
Delegating tasks was the topic of one of our recent meetings in the TechMine Coffee series. A seemingly obvious topic, but as always the devil…
Unfair competition and acts of unfair competition
One of our recent meetings in the TechMine Coffee series concerned what unfair competition and an act of unfair competition are. An important…
Marketing ROI: how to measure the return on marketing
During a meeting in the "coffee" series on "Marketing ROI", we considered whether we are able to measure the effectiveness of our marketing…
Traits of a leader: the ingredients of good leadership
The discussion on leadership was one of the liveliest in the history of our meetings. Practically all of its participants are leaders in their…
Companies and partners: pay attention to whom you partner with and on what terms
The role of partners was one of several topics raised at the previous coffee, devoted to failures in business. It turned out that partners can…
Business f*ckups: lessons from failures
Failure, a slip-up, sometimes even a disaster accompany us in private life as well as in business. Sometimes they cannot be avoided, but often…
Competitive advantage: how to gain and keep it
Competitive advantage on the market is a topic we raised during another meeting of entrepreneurs. The simplest example of it is gaining a…
TechMine Grow Fast Case Studies: event report
At TechMine we have a deep conviction that the greatest value and the greatest successes arise at the intersection of different fields…
Value in a company: a TechMine Coffee report
Value and values in a company was the topic of our first June meeting. Defining the concept itself took those gathered some time; there are very…
Business strategy: worth talking about
The topic of another meeting of entrepreneurs was business strategy and the challenges of implementing it operationally in the daily functioning…
Lead Generation Case Studies event report
The first lecturer was Grzegorz Skiera from the company Silence!, who gave the presentation Acquiring cheap leads from PPC: how to choose a…
Negotiations in business: what entrepreneurs talk about
We made negotiations in business the topic of the second March TechMine Coffee. The participants shared their experiences on the effectiveness…
The role of the board in a company: worth talking about
Another meeting in the “TechMine Coffee” series was devoted to the role of the board in a company. Owners and managers of companies from various…
TechMine Coffee report: good sales practices
The first "TechMine Coffee" meeting of the new year 2018 took place as part of TechMine's new initiative, Business Hub, a club bringing together…
Report from the TechMine Conference: Business, Technology, Management
On 18 October 2017 another TechMine conference took place, whose common denominator was business, technology and management. Nearly a hundred…
22nd Czech-Polish Business Meeting
TechMine has become a partner of the 22nd Czech-Polish Business Meeting, which will take place in Ostrava on 29 June 2016. The meeting is…
8 types of waste (muda): kinds and examples
All actions (activities) can be divided into those that “add value” from the Client's point of view and those that make no sense to the client…