<?xml version="1.0" encoding="UTF-8"?><rss xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:content="http://purl.org/rss/1.0/modules/content/" xmlns:atom="http://www.w3.org/2005/Atom" version="2.0"><channel><title><![CDATA[Michael Bist - B2B Sales Expert]]></title><description><![CDATA[Experienced B2B Sales Expert bringing powerful tools like gap selling to startups and SMEs.]]></description><link>https://www.startup-2-business.online/blog</link><generator>RSS for Node</generator><lastBuildDate>Sun, 19 Jul 2026 01:32:56 GMT</lastBuildDate><atom:link href="https://www.startup-2-business.online/blog-feed.xml" rel="self" type="application/rss+xml"/><item><title><![CDATA[B2B Impact Startups - why you should never sell through CSR or "impact sourcing"]]></title><description><![CDATA[Who has the pain you can solve and sufficient access to power to make the decision to buy from you. Neither CSR nor impact sourcing.]]></description><link>https://www.startup-2-business.online/post/b2b-impact-startup-why-you-should-never-sell-through-csr-or-impact-sourcing</link><guid isPermaLink="false">65c64f3417734e69abd1ff62</guid><category><![CDATA[Impact Startup B2B sales]]></category><pubDate>Fri, 09 Feb 2024 16:53:06 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_0c5cc7164973436f9c851a6c321db529~mv2.jpeg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Impact Startup B2B Sales - Deal size doesn't matter - impact does !]]></title><description><![CDATA[Yes, the size of your contract is likely way too small to attract c-level. But value is in how attractive your impact story is.]]></description><link>https://www.startup-2-business.online/post/impact-startup-b2b-sales-deal-size-doesn-t-matter-impact-does</link><guid isPermaLink="false">65c6468b6a140ce37411c173</guid><category><![CDATA[Impact Startup B2B sales]]></category><pubDate>Fri, 09 Feb 2024 16:10:25 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_3d27d0363b1444c48fd77ff92ce9b458~mv2.jpeg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Don’t get immediately de-qualified by corporate customers – the importance of “how not to lose” for B2B startups ]]></title><description><![CDATA[Understanding your target persona's pains and doing perfect outreach is not enough. Why it's important to know "how not to lose".]]></description><link>https://www.startup-2-business.online/post/don-t-get-immediately-de-qualified-by-corporate-customers-the-importance-of-how-not-to-lose</link><guid isPermaLink="false">65c5034ad2a73596ecb2c091</guid><category><![CDATA[B2B Startup sales]]></category><pubDate>Fri, 09 Feb 2024 11:12:40 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_5a8d415f63474c72aa13f7839ebf564c~mv2.jpeg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Successful B2B (Social) Impact Startups sell at C-level!]]></title><description><![CDATA[Selling at C-level makes the difference between getting nowhere or winning a corporate partner for your impact startup.]]></description><link>https://www.startup-2-business.online/post/social-impact-startup-sell-at-c-level</link><guid isPermaLink="false">65c51265de207116ac2545ec</guid><category><![CDATA[Impact Startup B2B sales]]></category><pubDate>Fri, 09 Feb 2024 11:07:31 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_eb0f66ef4b9944cda495a4821c8f5b91~mv2.jpeg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Why it's so important to identify a quantifiable gap for your offer - and how to do it]]></title><description><![CDATA[All sales are about change and it takes a sizeable gap to trigger change. Gaps are unique for every customer. Here is what it depends on.
]]></description><link>https://www.startup-2-business.online/post/how-to-identify-a-quantifiable-gap-for-your-product-and-why-it-s-so-important</link><guid isPermaLink="false">654f50259fcdd756d6259db6</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Fri, 19 Aug 2022 12:53:36 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_96980517a42f4f42b9d98e7133a64d89~mv2.png/v1/fit/w_347,h_145,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[The case for using gap selling when dealing with retail customers]]></title><description><![CDATA[Some sales people think that gap selling is not adequate for dealing with retail customers. Here is why I think they are wrong.]]></description><link>https://www.startup-2-business.online/post/where-to-look-for-gaps-to-close</link><guid isPermaLink="false">654f50259fcdd756d6259db7</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Fri, 19 Aug 2022 12:25:00 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_fb38506cb14d4c4aafeb81cffd74c254~mv2.jpeg/v1/fit/w_297,h_170,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[What are costs of change - and why are they important?]]></title><description><![CDATA[All sales are about change. And too many sales fail not because your offer isn't good but because you have overlooked the costs of change.]]></description><link>https://www.startup-2-business.online/post/what-are-costs-of-change-and-why-are-they-important</link><guid isPermaLink="false">654f50259fcdd756d6259da9</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Thu, 18 Aug 2022 10:53:15 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_5249c71b895749c2898c13b7fe0eb876~mv2.png/v1/fit/w_282,h_179,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Your quick gap selling checklist - are you ready?]]></title><description><![CDATA[Gap selling not being new, your sales approach might already be close to it. Find out where you need to improve with this quick checklist.]]></description><link>https://www.startup-2-business.online/post/your-quick-gap-selling-checklist-are-you-ready</link><guid isPermaLink="false">654f50259fcdd756d6259daa</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Tue, 16 Aug 2022 06:03:07 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_735f68ec14bc4dd582fc1a8b48e11d2e~mv2.jpeg/v1/fit/w_272,h_185,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Customer Discovery - the key to effective B2B sales]]></title><description><![CDATA[Customer discovery is unfortunately still a woefully underestimated part of customer engagement. Here is why and how you should improve.]]></description><link>https://www.startup-2-business.online/post/customer-discovery-the-key-to-effective-b2b-sales</link><guid isPermaLink="false">654f50259fcdd756d6259da3</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Mon, 15 Aug 2022 11:18:33 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_182029d6e4da44eca142f723ca69c554~mv2.png/v1/fit/w_196,h_198,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Why your customers don't know what they need]]></title><description><![CDATA[Most sales people would agree, that the perfect sale is when you give the customer exactly what they need. The problem is just - how do...]]></description><link>https://www.startup-2-business.online/post/why-your-customers-don-t-know-what-they-need</link><guid isPermaLink="false">654f50259fcdd756d6259da6</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Mon, 15 Aug 2022 06:06:25 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_873c2d7219bb464db97767e80a893eac~mv2.jpeg/v1/fit/w_300,h_168,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[5 signs your B2B sales are NOT READY for an economic downturn]]></title><description><![CDATA[2nd half of 2022 and most likely large parts of 2023 will be a difficult economic situation. Is your sales force ready to face the challenge]]></description><link>https://www.startup-2-business.online/post/5-signs-your-b2b-sales-are-not-ready-for-an-economic-downturn</link><guid isPermaLink="false">654f50259fcdd756d6259db3</guid><pubDate>Sun, 14 Aug 2022 16:20:19 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_4269771409c24b32afe52742eca82fb4~mv2.png/v1/fit/w_1000,h_604,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Every sale is a series of small sales - are you ready?]]></title><description><![CDATA[Are you still depending on your customer contacts to push through the deal internally or are you managing each step of the process?]]></description><link>https://www.startup-2-business.online/post/every-sale-is-a-series-of-small-sales-are-you-ready</link><guid isPermaLink="false">654f50259fcdd756d6259dae</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Sun, 14 Aug 2022 11:11:29 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_bf3ac64e55804501ab12b0430b2c3d09~mv2.jpeg/v1/fit/w_209,h_188,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[How to use LinkedIn for B2B customer acquisition]]></title><description><![CDATA[Are you also guilty of wasting LinkedIn's amazing customer acquisition potential? Do you rely on paid InMail? What to do instead.]]></description><link>https://www.startup-2-business.online/post/how-to-use-linkedin-for-b2b-customer-acquisition</link><guid isPermaLink="false">654f50259fcdd756d6259dba</guid><pubDate>Sat, 13 Aug 2022 13:36:52 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_6f500bb7a30a4cd9983ce9d277e0b0c3~mv2.jpeg/v1/fit/w_273,h_185,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Why you should CALL LESS B2B CUSTOMERS - not more - during a recession]]></title><description><![CDATA[A recession triggers the false instinct to call more customers to offset decreasing conversion. Why the opposite strategy is more successful]]></description><link>https://www.startup-2-business.online/post/why-you-should-call-less-b2b-customers-not-more-during-a-recession</link><guid isPermaLink="false">654f50259fcdd756d6259dbb</guid><pubDate>Wed, 03 Aug 2022 10:11:17 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_d1ac82e0e83046cd890eb515c881bb43~mv2.jpeg/v1/fit/w_300,h_168,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[How to succeed at a B2B trade fair as a startup]]></title><description><![CDATA[3/4 of all buyers at sales fairs are not really there to find new products or services. So if you really want to go, this is what you need .]]></description><link>https://www.startup-2-business.online/post/how-to-succeed-at-a-b2b-sales-fair-as-a-startup</link><guid isPermaLink="false">654f50259fcdd756d6259da8</guid><pubDate>Tue, 02 Aug 2022 09:42:54 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_c696ae5687844e21a627352e15539ffe~mv2.jpeg/v1/fit/w_275,h_183,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Step out of the box to identify the full gap potential of your product]]></title><description><![CDATA[Impact can be quantified also for your product, not only services, software and technical products. But you need to think out of the box.]]></description><link>https://www.startup-2-business.online/post/step-out-of-the-box-to-identify-the-full-gap-potential-of-your-product</link><guid isPermaLink="false">654f50259fcdd756d6259dad</guid><pubDate>Sun, 31 Jul 2022 10:28:32 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_12723bb2cca341ecad741065c05e56b4~mv2.png/v1/fit/w_267,h_189,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Skills vs Industry Experience - what to prioritise when hiring B2B sales people on a budget]]></title><description><![CDATA[What if your dream sales person with experience and gap selling approach is too expensive? Which to prioritise? Solve it with competencies.]]></description><link>https://www.startup-2-business.online/post/skills-vs-experience-what-to-prioritise-when-hiring-b2b-sales-people-on-a-small-budget</link><guid isPermaLink="false">654f50259fcdd756d6259da1</guid><pubDate>Sun, 31 Jul 2022 09:30:40 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/e63643c2b5da4a308a32eb689864913d.jpg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Why gap selling is your best chance in a recession]]></title><description><![CDATA[Recessions increase buyer uncertainty and risk avoidance. Gap selling helps you overcome those hurdles and get customers to the final yes.]]></description><link>https://www.startup-2-business.online/post/why-gap-selling-is-your-best-chance-for-sales-in-a-recession</link><guid isPermaLink="false">654f50259fcdd756d6259db8</guid><pubDate>Sun, 31 Jul 2022 09:29:59 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/db977a_5034e599675f4624bb6825ff453d24ce~mv2.jpeg/v1/fit/w_276,h_183,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Gap selling - revolutionary game changer or hype?]]></title><description><![CDATA[It is neither. Because in it's core it is not new. 
But here is why you should still read it and apply it in your organisation.]]></description><link>https://www.startup-2-business.online/post/gap-selling-revolutionary-game-changer-or-hype</link><guid isPermaLink="false">654f50259fcdd756d6259da5</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Sun, 17 Jul 2022 19:51:46 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/11062b_d1b23fd392024a5d8284a9760f72f00c~mv2.jpg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item><item><title><![CDATA[Don't start with "why" - start with "WHAT"]]></title><description><![CDATA[B2B sales seem hard. It is hard work. But the winning strategy is easy. It's not about you - it's about solving your customer's problems.]]></description><link>https://www.startup-2-business.online/post/don-t-start-with-why-start-with-what</link><guid isPermaLink="false">654f50259fcdd756d6259dab</guid><category><![CDATA[Gap selling basics]]></category><pubDate>Sun, 17 Jul 2022 16:23:08 GMT</pubDate><enclosure url="https://static.wixstatic.com/media/11062b_ca91ec6399b245b1b28cb118d87ddcfa~mv2.jpg/v1/fit/w_1000,h_1000,al_c,q_80/file.png" length="0" type="image/png"/><dc:creator>Michael Bist</dc:creator></item></channel></rss>