Shows
Europe's B2B SaaS Sales Podcast#148 Wieso Konsistenz & Kultur König sind im Sales & mehr mit Lukas Götting & Robin Engelbrecht, Salescircle Podcast HostsLukas Götting & Robin Engelbrecht haben 60+ Sales Expert:innen interviewed in Ihrem Sales Circle Podcast.
Hier sind 5 “Nuggets” aus unserem Dialog im Europe’s B2B SaaS Sales Podcast.
1️⃣ Konsistenz ist König #1
“Attitude kannst Du nicht fixen”.
Nur wer beständig ist und bleibt wird früher oder später erfolgreich.
Dies gilt auch für eine hohe Eigeninitiative, beständig besser zu werden.
2️⃣ Kultur ist König #2
Lukas & Robin haben viel in die Team-Kultur investiert.
Bis heute gibt es morgens einen gemeinsamen Start in den T...2023-02-0430 min
Europe's B2B SaaS Sales Podcast#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of SequestoI personally hate tenders / RfPs / RfIs, with a passion.
Because they often lead nowhere if you are out of control.
Patrick interviewed 200+ companies on that after experiencing similar pain over 20+ years, which is why he co-founded Sequesto.
Here is a great 5 point tender checklist that emerged from our podcast:
1️⃣ Can I even win?
Many tenders are written for your competitors and already pre-decided.
(Why) Did you (not) know about a tender before receiving a request.
2️⃣ Would this contribute to my core business?
Answering tenders...2023-02-0232 min
Europe's B2B SaaS Sales Podcast#146 How to take ownership of your sales career & not burn out with Nadja Komnenic, 2x Head of Sales, led sales@lemlist 1->10M+ ARRNadja helped lemlist scale 1->10M+ ARR quickly as 1st sales hire.
Taking ownership of her career was a game changer for her.
Nadja Komnenic grew up in Serbia, where sales is not a respected career path.
Here are the 5 key take aways from Nadja’s sales journey on our podcast:
1️⃣ Don’t wait for others to make you successful
This allowed her to move quickly in a hyper-growth company.
Instead, she learnt sales from podcasts, interviews, blogs etc.
Nadja did not wait for Guillaume Moubeche for guidance to execu...2022-12-2333 min
Europe's B2B SaaS Sales Podcast#144 “Vertrieb spielt sich fast immer gleich ab(?)” mit Patrick Utz, Coach & Salestrainer, patrickutz.com#144 “Vertrieb spielt sich fast immer gleich ab(?)” mit Patrick Utz, Coach & Salestrainer
“Vertrieb spielt sich fast immer gleich ab”.
Inwiefern dies wirklich so ist durfte ich mit Patrick Utz besprechen.
👉 Hier sind 5 Top 1% Sales Nuggets von unserem Europe’s B2B SaaS Sales Podcast diskutiert
1️⃣ Geschäftsführer:innen sind “tolle natürliche SDRs”
Auch als Geschäftsleitungsmitglied bei Campari hat Patrick konsistent “Türen geöffnet” für die Firma, auch um glaubwürdig gegenüber dem eigenen Verkaufsteam zu bleiben. (“Ich bin nicht CEO und mein Titel funktioniert nicht in der Kaltakquise” zählt nich...2022-12-2234 min
Europe's B2B SaaS Sales Podcast#132 Nobody Regrets Qualifying Out with Andy Whyte, Founder of MEDDICCNobody Regrets Qualifying Out. But so few people do it enough.
Andy Whyte has a few thoughts here on value, stakeholders & process.
👉 Here are 5 Insights from him on how to qualify more & better
with Andy Whyte on our Europe’s B2B SaaS Sales Podcast (1st comment).
1️⃣ Focus on value instead of your pipeline.
Very few sales people qualify “hard” enough.
They focus primarily on if they can add a deal to their pipeline.
Instead focus on if you, your company & your offering adds enough value.
2022-05-3038 min
Europe's B2B SaaS Sales Podcast#128 Why to write & sell like you speak normally with Jan Mundorf, AE@Pleo & Tech Sales AmbassadorJan’s getting job offers for 3x the money he is making today - rejecting them all.
Because he’s prioritising People, Product & Personal Development before money (now).
👉 Here are 3 Insights from him on our Europe’s B2B SaaS Sales Podcast (1st comment)
1️⃣ Write like you speak
Jan validates his outreach with his growth manager, reading it on a mobile phone & more.
Then being relentless about A/B testing if the system is running reasonably well.
And never forget: Write like you speak, keep it natural, don’t overthi...2022-05-1330 min
Europe's B2B SaaS Sales Podcast#127 How to close the biggest deal of your career with Jamal Reimer, Founder of Mega Deal Secrets“Run-rate selling” sucks. The constant pressure, pace & pain of potentially not hitting quota.
Jamal Reimer went from missing quota to closing 8-figure deals repeatably. Here’s how:
👉 Here are 3 Insights on how to (>)10x the size of your biggest deal from having a true enterprise sales legend on our Europe’s B2B SaaS Sales Podcast:
1️⃣ Dig a well before you’re thirsty
Provide tons of value to executives and key opinion leaders BEFORE you need their help.
Jamal shared valuable industry insights with his management team proactively.
The first time...2022-05-1225 min
Europe's B2B SaaS Sales Podcast#125 How to deal with rejection & build resilience as an SDR with Bisho Chamssuddin, SDR CoachBisho Chamssuddin went “from molecular biology to sales”, thriving in face-to-face sales.
He is OK with rejection & resilience, but not unrealistic goals for SDRs without getting external support.
Here are 3 Insights on how to build a predictable demand generation process after getting a lot of sales coaching from our dialogue in our Europe’s B2B SaaS Sales Podcast:
1️⃣ Rejection requires resilience
The rejection he experienced was “unreal” in terms of having 200+ “outreaches” per day.
And getting rejected 180+ times of it. Every day.
A key for him was to not take re...2022-05-0829 min
Europe's B2B SaaS Sales Podcast#124 How to do AI Startup sales with close to zero industry knowledge with Christian Fontius, Co-Founder & Co-CEO TurbitChristian Fontius studied business, but learnt 0 about B2B Sales there.
So he went “learning by doing” as StackFuel’s 1st business employee (shout out to Leo Marose)
Here are 3 Insights on how he’s bringing innovation with AI to a traditional market (wind industry) from our dialogue in our Europe’s B2B SaaS Sales Podcast:
1️⃣ Sales is Service & Stories
Detach from the outcome & embrace a service mindset.
Give your buyer’s champion a nice story to tell internally.
If this does not work out, don’t get frustrated...2022-05-0320 min
Europe's B2B SaaS Sales Podcast#121 Wie Marketing & Verkauf gemeinsam eine top Customer Journey sicherstellen mit Marvin Karis, Teamlead Sales & Market Development EchobotMarvin Karis hat die Verkaufsstrukturen bei Echobot mitaufgebaut.
Bisher haben alle 40+ Verkäufern “Full-Stack” gearbeitet (Lead Gen + Closing).
Im Rahmen der Internationalisierung evaluiert Echobot nun den Split BDR/AE/x.
Hier sind 3 Insights aus unserem Dialog im Europe’s B2B SaaS Sales Podcast:
1️⃣ Je besser Produkt & Strukturen, desto einfacher der Verkauf
Der angehende Split BDR / Account Executive ist ermöglicht durch ein einfacher zu verkaufendes Produkt.
Weiterhin hilft dem Team ein professionelles Stack sowie team-übergreifende Pods.
2️⃣ Hire for attitude, train for skill
Echobot setzt a...2022-04-1927 min
Europe's B2B SaaS Sales Podcast#115 Why sales hiring is a marathon at a sprint pace right now with Tim Fetzer, Partner 3CTim Fetzer in 2022 staffed a talent within 10 days from 1st call to signed contract.
Speed, attitude, persistency & relationships are crucial in sales recruiting - like in sales.
Actually, recruiting is “doing sales twice a day” - 1x to the candidate & 1x to the company.
Here are 3 key insights I learnt from Tim having him on our Europe’s B2B SaaS Sales podcast.
1️⃣ Hire for attitude & speed.
You need people who are willing to go the extra mile and make team successful.
Stock options & equity are becoming more value...2022-03-1527 min
Europe's B2B SaaS Sales Podcast#112 Why content contribution is underrated and product market fit should not be skipped with Sandro Meyer, Partner & Co-Founder at GrowthBaySandro Meyer won all of his customers at Growthbay from his audience funnel.
Now what is the difference between an audience funnel vs a prospecting funnel?
Here’s 3 insights I gained from having him on our Europe’s B2B SaaS Sales Podcast.
1️⃣ Content contribution is underrated: Many companies invest heavily into creation, hit publish and then “wait, see, and hope for the best”. Instead of re-purposing content “gems”.
2️⃣ Saying no to offer requests:
3️⃣ Don’t skip PMF (Product-Market-Fit): x
Thanks so much for sharing your learnings and insights from the last...2022-03-0830 min
Europe's B2B SaaS Sales Podcast#110 Why being genuine matters in outbound sales with Theo Shikov, CEO & Founder Out2Bound“We need more leads. This will solve all or at least tons of sales problems.
Can you please do outbound sales at scale for me for EUR 2’000-5000 / month?“
“NO - if product-market-fit is not there and you have only few potential buyers.”
Here’s 3 great insights from having him Theo Shikov, CEO & Founder Out2Bound on our Europe’s B2B SaaS Sales Podcast.
1️⃣ Following up is everything: In Europe, there is still this stigma that following up can be negative. It is not. Countless prospects only reply after 5-7 touchpoints. And t...2022-03-0322 min
Europe's B2B SaaS Sales Podcast#104 (5th German episode) How to always be positive and focus on customer's needs (and not your own) with Raphael Schifferle, CMO Brugg LiftingRaphael Schifferle, newly promoted to CMO at Brugg Lifting has a long background selling cars and industrial products. An angle we have not looked at in the podcast. However, there are still very important takeaways for all sellers in SaaS and tech. Raphael is always preparing well and goes into a customer meeting with a positive mindset. How he manages to do that every day and how he can put the customer's needs in the centre you learn in this episode. Happy learning and stay unique. 2022-02-1226 min
Europe's B2B SaaS Sales Podcast#93 How to build a sales team from scratch to add EUR >10M ARR in 2022 with Ben Bauer, Managing Director Germany at YokoyYokoy is on a mission - and on track - to become a FinTech unicorn.
This means growing from 50 to 250 people in record time.
Ben Bauer leads the way for DE, building his team from scratch to 30+ reps quickly.
Here are 3 things I learnt from Ben:
1️⃣ 1% bad gut feeling is 100% no in talent acquisition.
Ben only hires sales talent where his gut feelling is a 100% yes.
Even under high pressure to staff open positions quickly.
Because hiring talent that is not a fit is just too...2021-12-2930 min
Europe's B2B SaaS Sales Podcast#92 What is the difference between Use case, benefit, pain, gain, problem, feature, function and value proposition, and why that is important with Patrick, CSO at UniquePeople use a lot of phrases and terms nobody really understands in sales - it can be highly confusing. That is detrimental for salespeople because they need to know how to communicate with their prospects. People who have never heard about them before. Patrick only understood many of these terms very late in his career and that is why he wants to make them available for others earlier. Happy learning!2021-12-2312 min
Europe's B2B SaaS Sales Podcast#91 How to pitch with Patrick Trümpi, CSO at UniqueThis is Patrick's third session (after the discovery call and cold call sessions) in which he talks about what he thinks a pitch should consist of and how you tackle these two situations: The "give me your pitch" and the "long pitch after a discovery" situations. You will get applicable techniques you can use right away and apply to your product or service.2021-12-2024 min
Europe's B2B SaaS Sales Podcast#86 Why multi-threading & storytelling matter especially for >20k deals with Harold Roegiers, Partner Winning by DesignWinning by Design helped transform SaaS sales "from art to science".
Yes, there might be some competitive overlap with SalesPlaybook.
Collaboration before competition is a core value - which Harold shares.
It was a true pleasure learning from him on our podcast.
Here are the 3 key insights I took from sharing the mic with him:
1️⃣ Storytelling is key:
“Sales is a numbers game”. OK, but well…
People take decisions emotionally, and then justify them rationally.
Get a clear framework for the story you tell. Then...2021-12-0934 min
Europe's B2B SaaS Sales Podcast#78 How to start a discovery call and not fail to ask questions anymore with Patrick Trümpi CSO at UniquePatrick has done hundreds of discovery calls with customers with less than 20% talking time. Most salespeople struggle with asking the right and deepening questions and really find the meat on the bone. After listening to this episode, you will have learned several techniques that help you have better conversations with your prospect. For once, Patrick is a guest rather than the host - interviewed by Manuel.2021-11-1831 min
Europe's B2B SaaS Sales Podcast#76 (4th German episode) Wieso der Dialog mit "grünen Bananen" auf LinkedIn so wichtig ist mit Susann Herbrich, Director Marketing DRACOONWas haben grüne Bananen mit LinkedIn zu tun?
Die meisten Deiner Zielkunden sind noch nicht “reif zum kaufen” - aber schätzen Mehrwert.
Professionelles Lead Nurturing wird immer wichtiger. Die Tools gibt es, Wissen ist oft rar.
👉Hier sind 3 Dinge, die ich von Susann lernen durfte in unserem Podcast
(Link zur Episode im 1. Kommentar):
1️⃣ Mehrwert ist ein Muss: Niemand “tauscht ”seine Email-Adresse mehr für einen 1-Pager. Whitepaper, Reports und Case Studies müssen inhaltlich wertvoll sein.
2️⃣ Smarketing: Sales & Marketing müssen eng zusammenarbeiten. SDRs sind bei DRACOON im Marketing ang...2021-11-1524 min
Europe's B2B SaaS Sales Podcast#75 How to not lose a single customer and going 3x ARR in <2 years with Dominik Waltburger, Head of Customer Success LARIPatrick and I told Dominik he cannot lose a single client building customer success at LARI.
He did not - which is truly amazing over nearly 2 years, while going 3x ARR in that time.
Customer Success (CS) is still a young discipline in Europe & it was great to learn from him.
👉Here are 3 things I learnt from Dominik on our podcast (full episode in 1st comment):
1️⃣ Stay close to your customers: Domink & his team have regular conversations with all their existing customers, no matter how small to drive 100%(+) Net Revenue Retention.
2...2021-11-1128 min
Europe's B2B SaaS Sales Podcast#74 Why B2B tech sales does not require talent to have a B2B tech background with Joseph Fung, Founder & CEO UvaroNo upfront cost. Unlimited income potential. Absolutely love this tagline from Uvaro.
Sales Talent Acquisition is one of the biggest challenges of B2B Startups as I see it.
There are simply not enough great sales people available on the market.
👉Here are 3 things I learnt from Joseph Fung on our podcast (full episode in 1st comment):
1️⃣ Empathy is everything: B2B Tech Sales is a lot about the ability to listen actively.
About the consistency to understand, help and communicate with customers, NOT pitching.
2️⃣ Capabilities & Experience transfer: E...2021-11-0528 min
Europe's B2B SaaS Sales Podcast#73 How to hire the right people and ask the right question during the hiring process with Hendrik Volp, interim CRO e-bot7 and former CRO of adjustHendrik has led and grown his sales team at adjust.com to over 100 salespeople. Most impressively, during his time, he lost only two of his whole team. He knows exactly how a hiring process should look like, what questions to ask, and what needs to be done so that candidates do not say what we want to hear but rather who they really are. That is exactly what we cover in this episode with Patrick, CSO Unique.2021-11-0330 min
Europe's B2B SaaS Sales Podcast#72: Sales for Video 2.0: How to leverage "video bots" to make sales more human, authentic and dynamic with Dov Kauffmann, Co-Founder & CEO of TolstoyVideo is the future of sales. For prospecting, for building trust, for more pleasant sales.
But having meaningful video conversations at scale are “a beast”.
Tolstoy is bridging the gap between authentic conversation and robust scalabability
Here’s 3 takeaways from Dov on “Sales for Video 2.0”:
1️⃣Video is about making sales human: No make-up, script, perfection required
2️⃣Conversational Video: “Videobots” help to have a dialogue instead of just a “movie”
3️⃣Ongoing dialogue: Flexibility is power to build Mutual Action Plans, Q&A & more.
Also love Dov’s “value-first” mindset of build...2021-10-3124 min
Europe's B2B SaaS Sales Podcast#71 (3rd German episode) Wie du besser auf deine Kunden hörst und eine hybride Veranstaltung richtig lancierst mit Frank Stampa, Head of Sales bei FoxBaseFrank, der Gründer von "FoxCast", hat wertvolle Erfahrungen in Sales und Marketing und weiss ganz genau wo die Probleme und Lösungen in der Zusammenarbeit dieser zwei Abteilungen liegen. Wie und wo Ihr Eure B2B Buyer ansprecht, weshalb das Pferd nicht die Zukunft war, und der Umstieg auf einen Webshop nach 1999 keinen Sinn gemacht hat, erfahrt Ihr in dieser Folge. Ausserdem sprechen wir über die Amerikanische Vorgehensweise über Angst zu verkaufen und wie das in Europa ankommt.2021-10-2931 min
Europe's B2B SaaS Sales Podcast#70 (2nd German Episode) Wie man einen potenziellen Kunden in den ersten 30 Sekunden zum lachen bringt, weshalb das wichtig ist und wie Du damit am Gatekeeper vorbei kommstSebastian Oetzel, Head of Sales Field Services bei der LMIS AG ist einer der talentiertesten Storyteller, dem wir je begegnet sind. Er erzählt, wie er die potenziellen Kunden in den ersten Sekunden eines Gesprächs zum lachen bringt und wir er mit einer persönlichen Story an den Gatekeeper vorbei kommt. Überzeuge Dich selber von Sebastian's Talent und schaue Ihm seine zwei besten Tricks direkt ab.2021-10-2529 min
Europe's B2B SaaS Sales Podcast#69 (1st German Episode) Wie man mit einfachen Initiativen mehr Kontakte ins CRM hinein bekommt und neue Verkäufer:innen unterstützen kann mit Katrin Brugger, Head of Sales bei QualityMinds GmbHKatrin Brugger ist seit über 10 Jahren im BtoB Sales unterwegs (wie auch als Co-Pilotin im Profi Rally Sport) und hat schon unterschiedliche und vor allem auch konservative Unternehmenskulturen erlebt - das ging so weit, dass Sales Leute Ihre Kontakte nicht teilen oder ins CRM eintragen wollten. Aus Angst das Wissen an die Kollegen weiter zu geben und damit selber weniger wert zu sein. Wie sie mit solchen Situationen umgegangen ist und was sie von Cold Calling hält, hört Ihr in dieser Episode moderiert von Patrick, CSO Unique2021-10-2328 min
Europe's B2B SaaS Sales Podcast#68 How to develop your own sales style and why you should pick up the phone for every single question with Thomas Filkorn, Head of Sales Development at UserlaneThomas has built up a team of 18 SDRs in the past two years. He shares his two absolute favourite tips when it comes to selling as well as his favourite outbound tactics and sequences. For (aspiring) sales leaders, we are also talking about the difficulties to hire and training an SDR team remotely. 2021-10-2128 min
Europe's B2B SaaS Sales Podcast#67 How to use a closing plan and ask the right questions at the right time with Katharina Göppinger, Head of Sales Strategic Clients, IBM SwitzerlandIn case somebody approaches us with a problem, we talk about a solution way too quickly. In sales as well as relationships. Katharina and Patrick talk about the GROW model, with which in mind you will become better at asking questions. The model, originally from coaching, will help you arrange the thoughts and find question. We are role playing a situation as well as talk about how to write a closing plan after the customer agreed on a solution. Have fun and we are looking forward to receiving your feedback.2021-10-1724 min
Europe's B2B SaaS Sales Podcast#66 MOCKUP Discovery Call with Alexis and Patrick from Unique.chImagine you have no product to sell yet and have to get into a first call with your customer. What do you do? Patrick and Alexis are playing a prospect interaction - Patrick is the salesperson and Alexis the customer. The Unique product is just about to be released and both have not talked too many prospects yet. Listen in to learn how to structure your first call and really get to the bone of the meat with the right discovery questions at the right time2021-10-1442 min
Europe's B2B SaaS Sales Podcast#65 How to ask great hiring questions and find more information about prospects without reaching them with Gerke Buss, Head of Growth Warehousing1Right after the start, Gerke is sharing his two tactical tips you as a salesperson can use immediately thereafter. It is about getting more information on prospects you do not reach and properly follow-up. As Gerke hired a significant number of salespeople the past 6 months, he is also sharing concrete exercises to do and questions to ask during the hiring process. 2021-10-1227 min
Europe's B2B SaaS Sales Podcast#64 How to focus on the right opportunities and set your mind before every cold call with Nicholas De Swetschin, Sales Director at noCRM.ioMany salespeople focus on the wrong opportunities and keep spending time with people who do not want to buy. That is why Nicholas and Patrick talk about Nicholas' approach to focus and qualification early in the sales process. The second main topic of this episode is cold calling. Ho do you prepare and launch a cold call? What mindset do you need? Listen in and give us some feedback. If you want to check out: noCRM.io2021-10-0822 min
Europe's B2B SaaS Sales Podcast#63 Building Skaled from $0-5M+ annual revenue and why sales is about People & Process, but also technology with Jake Dunlap, Founder & CEO of SkaledJake Dunlap is a leader in the Sales Enablement space I’ve been following for the last 18 months. He overachieved my already high expectations as a guest for our B2B Startup Sales Podcast. Let me share 3 arguments why.
Humble Hustling: He built Skaled from the ground up to $5M annual revenue with 0 external funding. After he scaled Glassdoor’s sales team from 1 to 30+ people and $1M M!(R)R in 12 months. He made 0 fuzz about these achievements, but focused on providing value to the audience.
Value before price: Even if he surely could, their firs...2021-10-0840 min
Europe's B2B SaaS Sales Podcast#62 How to lead your sales team and grow more than 300% during the corona crisis with David Turnbull, VP of Sales at Byrd TechnologiesDavid joined Byrd as a VP of Sales rigt before the corona crisis. He managed to build and develop a great sales team that was able to grow revenue by more than 300%. What exactly he has done to achieve those amazing results, you will hear in this episode with Patrick.2021-10-0832 min
Europe's B2B SaaS Sales Podcast#61 How to ask the right questions at the right time with Jan-Boyke Seemann, Head of Sales Central Europe Treasure DataBoyke has been into sales for the past 25 years. The sales profession changed a lot during that time, and Boyke grew with it. He is a firm believer in value selling and knows what questions to ask at what time in the sales cycle. You will hear a lot of examples you can use directly for your own calls. 2021-09-2934 min
Europe's B2B SaaS Sales Podcast#60 How to build referral teams that work with Simon Severino, Co-Founder of Strategy Sprints“We will help you to double your revenue in 90 days” sounds a lot like clickbait.
Having Simon Severino from Strategysprints on the podcast was however a true pleasure as he shares our mindset of “playing long-term games with long-term people”.
Here are 3 things we learnt from the conversation with him:
1. Referral Teams require mutual commitment: He built a JVC - a Joint Venture Club to institutionalise who does what in what rhythm to make sure things actually happen and make referrals (more) predictable.
2. Lifetime Referral Fees: He embraces a 20% lifetime referral fee - wh...2021-09-2434 min
Europe's B2B SaaS Sales Podcast#59 How to convince your prospects to buy and not give up too early with Saša Savic, CSO at CobrainerSaša is a passionate salesman. One can definitely feel that from the way he speaks about such topics as "pitching", "resilience" and "persistence". You can put more pressure on your prospects than you think. How you do that? We guess you have to listen to learn that :)2021-09-1638 min
Europe's B2B SaaS Sales Podcast#58 How to build up a sales team from scratch and why transform from sales to product-led growth with Timo Flemming, VP Sales Jobmatch.meTimo and Patrick talk about Timo's journey at Jobmatch.me when he joined the startup 1.5 years ago. The company made a shift from sales-led to product-led growth and at the same time, Timo had to build up a well-oiled sales team that can follow-up with leads from the free trial as well as are able to reach out cold to the most important accounts. If you want to know what it takes to build a team that wants to work together every day, listen to that episode. 2021-09-1038 min
Europe's B2B SaaS Sales Podcast#57 How to crack large enterprises and get C-level meetings with Daniel Kravtschenko, Manager ACH Enterprise Sales Team for ZoomDaniel worked for all the well-known companies in the tech industry: Microsoft, IBM, AWS, SAP, Gartner and recently became the Manager of the Enterprise Sales Teams in Switzerland and Austria for Zoom. Daniel and Patrick talk about his approach to defining an ICP and focus the sales team on the best opportunities, what difference to expect when selling to large corporation and how to reach out to prospects with those restrictive data protection laws in Europe. 2021-09-0647 min
Europe's B2B SaaS Sales Podcast#56 How to consistently create great LinkedIn content with Finn ThormeierFinn Thormeier claims to still have no clue about life after just turning 25. We heartily disagree and think he has more clues about life than 99% of 25-year olds. Especially about creating consistency in video content creation and publishing.
Stephanie Biebel and Manuel discuss with Finn about different ideation and content creation strategies and mindsets, but also the variable effort behind what it takes to publish attractive content consistently.2021-09-0624 min
Europe's B2B SaaS Sales Podcast#55 Why B2B sales in 2021 is all about human conversations with the one and only Aaron RossAaron Ross is one of the true grandmasters of B2B Outbound Sales after building it up at Salesforce, writing Predictable Revenue and Impossible to Inevitable and more than a decade helping sales teams coach and build SDR teams.
Here are 3 things among the many more I learnt from him:
1) "Done for You" is not a silver bullet: Predictable Revenue offers both "teaching you how to fish" and "going fishing for you", but running both at the same time is hard. Also, it is a lot about expectation management.
2) Western Europe is still...2021-08-3044 min
Europe's B2B SaaS Sales PodcastNo. 5 of "The 10 Commandments of Sales" - The Special Series with applicable sales tacticsOne of the most underestimated assets you have as a company is the value you can bring to your customers not only with the product but also with a sophisticated sales process and well-trained and knowledgable salespeople. Your reps need to be in a mindset to be useful to your prospects and customers.
Are you looking for sales tips you can apply immediately? Then this is series for you. Markus Eilers and Patrick Trümpi talk about the 5th commandment in sales: Be useful first!
2021-08-2526 min
Europe's B2B SaaS Sales Podcast#54 How to hit 60% reply rates by having a conversation with Mark ColganPatrick and I loved interviewing 50+ sales leaders for our B2B Startup Sales podcast.
But we honestly never imagined to build a demand generation business out of it.
Mark did so very successfully with Speak on Podcasts to help B2B Tech Brands increase brand awareness and generate more demand by speaking on podcasts your audience listens to and trusts.
After spending 12 years in B2B sales, marketing and recruiting, Mark and I talked about the value of having conversations instead of pitches, always be connecting and why cold email is not dead at...2021-08-2435 min
Europe's B2B SaaS Sales Podcast#53 How to sell 4- to 6-figure deals remotely and other learnings from 150+ Swiss entrepreneurs with Silvan Krähenbühl, Enterprise Account Director at RentouchSilvan successfully founded and sold GymHopper cold-calling independent gyms and closing deals quickly.
He then moved on to sell 6-figure deals for RenTouch 100% remote from Switzerland to +/- 50% US customers.
He also interviewed 150+ Swiss entrepreneurs on the Swisspreneurs podcast and shares with us his insights he gained from successful entrepreneurs such as Ariel Lüdi and Tobias Häckermann.
2021-08-1929 min
Europe's B2B SaaS Sales Podcast#52 The nine stages of the sales process that help you get people through the funnel and close more deals with Simon Severino, Founder Strategy Sprints and long-time SalesmanSimon and Patrick talk about the nine stages in Simon's sales process that help you to categorise your Leads/Opportunities to get your prospects through the funnel and engage with them the right way at the right time. Simon has been in sales for more than 18 years and loves the profession. You can feel that with every word that crosses Simon's lips.2021-08-1842 min
Europe's B2B SaaS Sales Podcast#51 Julius Göllner / How to accelerate growth from Pre-Seed to Series A with external FTEJulius Göllner was at Zalando while the company was growing from roughly 200 to 10’000 employees and since then founded, advised and invested in multiple B2B SaaS companies himself.
Here’s 3 things we learnt from him:
Sales coaching is crucial for a sales team’s success, but the DACH market is quite intransparent on what’s worth investing in.
Founders are often not 100% clear on what they require at which stage regarding product-market-fit, hiring sales talent and how to sell to which buyer personas.
Figured out sales is a lot about cooperati...2021-08-0228 min
Europe's B2B SaaS Sales Podcast#50 Dan Englander / The anti-fragility of email in today's noisy worldDan Englander is doing truly impressive work on finding a fine line between personalization and scale in outbound sales.
We talked with him about how to execute relationship-based sales at scale, why most sales people fail due to inconsistency and also how email is still the most anti-fragile sales channel in today's noisy world.2021-06-2526 min
Europe's B2B SaaS Sales Podcast#49 Natalie Luneva / Leveraging virtual summits and community-led growthHosting an online summit is one of the smartest growth strategies and lead generation tools on the market today.
In this session, Natalie shares step by step how you can organise an online summit for your SaaS to promote your thought leadership, grow your email list, build partnerships while generating a year's worth of content.
Besides that, we talk about how to validate an idea with first paying customers before building and failing in months instead of years.2021-06-1523 min
Europe's B2B SaaS Sales Podcast#48 Alen Cerovina / Always be coaching to always be closingYou start to hire. You want experts – sales talents with experience. They will reduce your effort and increase revenue at the same time. They know how to sell, right? And there the problems start.
This myth is very common in growing organizations. And that’s in a lot of cases the reason why the growth is slowing down or even stopping. It’s like hiring an expensive player for your football team and expecting him to train himself.
Which is why we wanted to learn from Alen why it is worth the investment to move to “AB...2021-06-1129 min
Europe's B2B SaaS Sales Podcast#47 How to get the basics of selling as a engineer with Andrea Schlapbach, CCO at Daedalean AIEngineers usually underestimate the importance of selling after they built their first product. Andrea and Patrick talk about Andrea's experience in sales after he got into the profession with a master's degree in physics. 2021-06-1033 min
Europe's B2B SaaS Sales Podcast#46 Tactical advice for prospecting in though situations with Jonas Wälti, VP Sales EMEA at LionstepJonas and Patrick are talking about techniques that will help you get into a cold call with the right mindset, and use the right tricks to get that person on the phone you actually want to. 2021-06-0831 min
Europe's B2B SaaS Sales Podcast#45 On fact sheets, pitches and sales coaching with Ryan Frederick, Principal at AWH in DublinWe got the following learnings from that episode: First, collateral, fact sheets, and other sales tools can actually become crutches that actually make salespeople less effective. This is also why Ryan wrote a book called "Naked Selling", convinced that the most natural sale can and often does happen with 0 technical aid. Secondly, Salespeople often start pitching way too early. As they don't understand the prospect's problem well enough, they fail to craft a compelling story and build enough trust to successfully sell. Thirdly, ongoing sales coaching is better than one-off sales training. People benefit from accountability over time instead...2021-06-0429 minEurope's B2B SaaS Sales PodcastNo. 4 of "The 10 Commandments of Sales" - The Special Series with applicable sales tacticsAre you looking for sales tips you can apply immediately? Then this is for you. Markus Eilers and Patrick Trümpi talk about the 4th commandment in sales: "Become a student of your customer"2021-06-0130 min
Europe's B2B SaaS Sales Podcast#44 How to truly identify your customers challenges and help them solve those with Enzo Wälchli, Head of Trade Marketing at HiltiAfter his studies at University St. Gallen, Enzo went into sales at the large corporate Hilti. What he learned about sales and why he has not yet transferred to a startup, you can learn in this episode.
3 things we learnt from him:
1) Focus on customer success: Selling is not about the product. Every HILTI sales person spends several months, typically more in field sales, being on construction sites, talking to real customers every week.
2) Empower champions, understand skeptics: Help positive, high-energy change agents “spread the love” with success stories, but also be open and t...2021-05-1434 minEurope's B2B SaaS Sales PodcastNo. 3 of "The 10 Commandments of Sales" - The Special Series with applicable sales tacticsAre you looking for sales tips you can apply immediately? Then this is for you. Markus Eilers and Patrick Trümpi talk about the 3rd commandment in sales: "Pick a fight" - which basically means that you have to choose your niche before you get selling going. How and why you can do that, we explain in this episode.2021-05-0322 min
Europe's B2B SaaS Sales Podcast#43 How to incentivise your sales and customer success with Mathijs Ruigrok, GM at Vainu NetherlandsMathijs started and built up the branch in the Netherlands for Vainu. In this episode, you learn about his journey and how he is setting goals, measures success, and incentivizes his sales and customer success teams. 2021-05-0324 min
Europe's B2B SaaS Sales Podcast#42 How to start a cold call and handle the most difficult objections with Patrick Trümpi, Head of Sales @ LARICold Calling is really tough. At least that is what Patrick thought five years ago, a time he has not practiced cold calling almost every day. Much is about how you approach it and with what mindset you go into a cold call. In this episode, Patrick talks about principles in cold calling, shows simple techniques on how to launch a call, handle objections and build raport - and how not to mess up.2021-04-2639 min
Europe's B2B SaaS Sales Podcast#41 How to build a LinkedIn audience +20k by focusing on value rather than engagement engineering with Finn Thormeier, Co-Founder of Project 33Finn, 24, has built up a large LinkedIn audience over the past two years and is now helping CEOs of Startups to build their own. In this episode, he explains why posting valuable stuff is much more important than engagement engineering (or: playing with people's emotional triggers to generate followers) when we look into such variables as "generated leads" or "revenue" and why he is not wasting time convincing people to start themselves who have not bought into the idea yet. 2021-04-2232 min
Europe's B2B SaaS Sales Podcast#40 How to build a company in your early twenties without exactly knowing how to solve the problem you want to solve / with Jo Dietrich, Co-Founder of ZeamYaël and Jo started their own agency in their early twenties. They knew what problem they wanted to solve but did not exactly know how exactly they can achieve this. As Simon Sinek taught us, the "why" is more important than the "how". In his episode, you learn about their impressive journey and might be inspired by what they have achieved at a very young age.2021-04-2131 min
Europe's B2B SaaS Sales Podcast#39 How to talk less on outbound generated discovery calls / Patrick Trümpi, Head of Sales @ LARIAre you familiar with this problem: You are reaching out to prospects (cold email, call, or LinkedIn) and booked the first meeting with them, and they almost always come to that meeting "wanting to hear about your product and what you can do for them?" Most salespeople struggle to really have their prospects do most of the talking in those first meetings. In this special episode, Patrick Trümpi (CSO LARI) is sharing tactical advice on how to increase the time your prospects talk and, thus, make that time most valuable for both, the sales and the prospect. 2021-04-1926 min
Europe's B2B SaaS Sales Podcast#38 Why people don't use CRMs and how to fix that with Jeroen Corthout, Co-Founder Salesflare"The best CRM user is often the worst-performing sales rep" is an extreme quote from a VP Sales we know.
But the reality is, CRM adoption is an issue most, if not all entrepreneurs struggle with to get value from technology and not only wasted efforts.
3 things we learnt from Jeroen Corthout, Co-Founder of Salesflare are
1️⃣ Don't over-integrate: No-code, vendor-agnostic solutions like Zapier can often help you setup workflows and transparency quicker, easier, at a lower investment than (over-)paying for Enterprise / Ultimate editions from established CRM providers.
2️⃣ Confidence is king: Many sal...2021-04-1638 minEurope's B2B SaaS Sales Podcast#37 About the biggest traps BtoB SaaS startups fall into regarding their early marketing/sales initiatives with Andrew Allsop (founder Wunderkind)In this episode, Andrew and Patrick talk about how Andrew supports Startups with their marketing activities - with a focus on data-driven decision making. 2021-04-1626 min
Europe's B2B SaaS Sales Podcast#36 Automation vs hyper-personalisation in outbound lead with Max Romanchuk, Founder Leadgen-CloseHow to balance automation vs personalisation in lead generation. An interesting trend we see is that people like Max Romanchuk from https://leadgen-close.com/ with a ton of automation go back to (hyper-)personalisation.
3 things that we learnt from him:
1️⃣ Outbound lead gen is very local: Things that work in the US don’t work in Western Europe and vice versa. Also, database-based automation options (say Apollo.io) are great for non-GDPR geographies, but should be avoided
2️⃣ Stop selling, start having a conversation: Automation via Dux Soup, snov.io etc. has its charms. But salesp...2021-03-2527 min
Europe's B2B SaaS Sales Podcast#35 How to build a hyper-growth sales organisation from 5 to 50 sales within 24 months with Björn Schäfer (Head of International Sales at Urban Sports until March 2021)In case you are planning to build a fast-growing startup and need some advice on how to structure your sales organization and what metrics (in and out) to use, this episode is for you. Björn built Urbansports from 5 to 50 salespeople within 24 months. An amazing achievement. You can probably learn from him - as we could as well. 2021-03-2229 min
Europe's B2B SaaS Sales Podcast#34 Dominic Blank / Tackling the shortage of B2B tech sales talent with Headstart AcademyFinding, attracting and ramping sales talent as an entrepreneur is really hard.
Turns out the root cause for this is not the above task, but the shortage of overall available trained sales talent in relation to demand.
Dominic co-founded https://www.headstartacademy.co/ to tackle exactly this problem and these are 3 things that we learnt from him:
1️⃣ Great sales talent shares 5 traits: coachability, curiosity, drive, resilience and prior success. These do NOT need to be sales-related, but e.g. top 1% of class, in sports, in vocational training or similar (Source: Dominic & Team interviewed 50+ VP Sale...2021-03-1930 min
Europe's B2B SaaS Sales Podcast#33 Garrett Jackson / Creative selling done rightGarrett Jackson won our unofficial "LinkedIn Cold Outreach Award of 2020"...but does not consider himself a sales person!?
3 things that we learnt from him:
1️⃣ Vary your messaging: Be very aware on the impact of your marketing. Broadcasting the same single ad to a person too many times can even result in bad Google Reviews because people appreciate variety and added value. (5')
2️⃣ Invest into customers: Garrett focuses on over-deliver on great service to clients (we can confirm) but not overcharging to establish long-term relationships (9')
3️⃣Focus on hands-on execution, but invest into technolo...2021-03-1719 min
Europe's B2B SaaS Sales Podcast#32 Helmut Käser / Stop selling, start solving problemsWas a true pleasure to discuss B2B startup sales with Helmut Käser who leads SMB sales for Avrios and why "stop selling, start solving problems for customers" matters to him.
3 things that we learnt from him:
1️⃣ "Nature vs Nurture" in sales: Talent is great, but without training you will not become an outstanding professional - be it in sports, be it in sales. The process can be learnt, but a well-developed "sensory system" in client interactions, especially remote are soft factors. (5')
2️⃣ Start...and continue with WHY: Sales people often jump to quickly...2021-03-1628 minEurope's B2B SaaS Sales PodcastNo. 2 of "The 10 Commandments of Sales" - The Special Series that gives you an unfair advantageAre you looking for sales tips that help you gain an unfair advantage? In that case, this series is for you. Markus Eilers and Patrick Trümpi talk about the 2nd commandment in sales: "Win before the battle" (Sun Tzu) - why and how to prepare for a sales call. Following that advice may increase your sales success more than 2-fold. Have fun and give us some feedback.
2021-03-1241 min
Europe's B2B SaaS Sales Podcast#31 Why sales should become more human / James Harper, Founder of Agencyflare.comJames is an expert in Marketing and Sales. We talk about how to make the best out of both worlds to help your company grow. Additionally, we embrace to use speers when it comes to outbound BtoB sales and tell you the reasons behind this. It will automatically make the sales and buyer journey more human - which is really necessary.2021-03-1126 min
Europe's B2B SaaS Sales Podcast#30 Robert Anders / Getting Sales Demos, Hiring & Onboarding right in 2021True pleasure discussing how to improve sales demos, tackle sales hiring and onboarding and more with Robert Anders, VP Sales Services at Cremanski and former Head of Sales at Comtravo.
3 things that we learnt from him:
1️⃣ Sales is about interaction: A company he advises is called Demodesk, but out of a 30min "demo" call, only the "middle" 5-10min should be about your solution while the time before is spent on discovery & qualification and the time after to define the further process. (7')
2️⃣ Hire two sales reps at a time: Hiring 2 SDRs (Sales Developm...2021-03-0831 minEurope's B2B SaaS Sales PodcastNo. 1 of "The 10 Commandments of Sales" - The Special Series that gives you an unfair advantageAre you looking for sales tips that give you an unfair advantage? Then this is for you. Markus Eilers and Patrick Trümpi talk about the 1st commandment in sales: "you should have a "why" sooooo big that any "how" will surrender". Following that advice may improve your mindset and sales success immediately. Have fun and give us some feedback.2021-03-0416 min
Europe's B2B SaaS Sales Podcast#29 Fredrik Ström / Learning B2B SaaS sales in a unicornWas a true pleasure to discuss B2B SaaS Scaleup sales with Fredrik Ström who before coaching entrepreneurs at Plug and Play Tech Center helped Dataiku in enterprise sales to hit a $2.8B valuation.
3 things that we learnt from him:
1️⃣ Enter the client's world: Empathy and active listening are are essential to understand how clients understand, evaluate and buy in THEIR world, instead of trying to "map" them onto your sales process, deal stages or similar
2️⃣ Selling is learning. The co-founder & CEO needs to remain close to customers to learn quick enough and feed...2021-03-0322 min
Europe's B2B SaaS Sales Podcast#28 Bootstrapping SaaS lead gen startup from 0-2M ARR within 3 years / Steven Brady, former VP Sales IntersellerHere are a few take-aways from the discussion with Steven:
Founder-led growth is exciting but many startups rush into scaling and struggle with the initial motion. "From impossible to inevitable" is an amazing book that helps avoid many struggles founders have with early sales.
When he joined Interseller, the first thing Steven did is raise the price. Because the founders got into "fighting for price". He promised to keep the closing rates - and was successful. Focus on driving one metric after another.
Even if you have a really good and easy-to-use tool, you may want to go w...2021-02-2829 min
Europe's B2B SaaS Sales Podcast#27 Julian Jobstreibizer / Empathy & Value in Selling AutomationWe had the pleasure of learning from a great Sales Leader with Julian Jobstreibizer who helps to build sales at UiPath in Switzerland.
3 things that we learnt from him
1️⃣ The vision of the CEO or Sales Leader and the ability to get people to buy into this is essential to retain great sales talent. Great sales people want to get paid, but money is not the primary driver. (2’)
2️⃣ You’re always selling, no matter what. If the CEO does not connect to sales, he or she does not connect to the customer. (5’)
3️⃣You need...2021-02-2834 min
Europe's B2B SaaS Sales Podcast#26 Philipp Ströhemann, Co-Founder & CEO of ComX / First Hunt, THEN Farm!? The struggle with predictable prospectingWe all struggle with prospecting. What are the right tools? The right messages? Are there cultural differences among countries? How do I increase the likelihood of being heard significantly? With Philipp from ComX, a company that provides outreach for a lot KMUs as a service, we are talking about the big struggles in prospecting and how you can better predict the outcome of your messages.2021-02-2828 min
Europe's B2B SaaS Sales Podcast#25 Sam McKenna / BDR Hotline, All-Female Salesforce & moreLearn from a true Sales Leader with Sam from https://www.samsalesconsulting.com/ who built an all-female salesforce (not even by design) and a “BDR as a Service” offering + a helpdesk for clients’ BDRs.
4 things to be learnt from her
1️⃣ LinkedIn is still people-rich, but content-poor. Personalisation when reaching out to people with an authentic desire to help still matters - a lot. And no “More sales, less time, mutual connections” is not working (anymore). (5’)
2️⃣ Why a BDR hotline makes sense. “Delegating” daily Q&A of regular BDR (Business Development Representative) questions to a “helpdesk” in a subscr...2021-02-1930 min
Europe's B2B SaaS Sales Podcast#24 Christoph Schittny / Understanding ProcurementThis is about learning from a true Procurement Leader with Christoph - who started his career in sales and since then “moved between both worlds” intensely over the last 15 years
3 things to be learnt from Christoph
1️⃣ “Procuring is necessary, (Traditional) Procurements is not”: Professionals buy digitally for even 7-digit amounts and procurement people need to move towards providing solution and a consulting role (3’)
2️⃣ Less than 1(!) out 10 people typically ask Christoph about his internal buyer journey. Dear sales people, please strive to understand before wanting to be understood - people like Christoph are more than happy to help...2021-02-1840 min
Europe's B2B SaaS Sales Podcast#23 Max Breckbill / Sourcing Top Sales Talent"How to find, attract and retain great B2B Tech Sales Talent without paying CHF 150-300k per year?"
The root cause of extraordinarily high salaries for sales people in DACH might actually be a lack of "talent supply"...due to a lack of sales culture + education...2021-01-2744 min
Europe's B2B SaaS Sales Podcast#22 Joël Capt / Mastering Growth Hacking and Product-Led GrowthWe had the pleasure of learning from one Switzerland’s best growth hackers with Joel Capt, who built up the growth team at Beekeeper and just launched his own market offering in the space.
2 things that we learnt from Joel
1️⃣ Growth Hacking done right is not a “black box” and also not a scam or hype, but a sound, coherent method to generate B2B leads at scale by using best practices, technology and data combined with a genuinely curious mindset of people that are embracing continuous learning.
2️⃣ Why moving from a sales-led to a product-l...2021-01-2136 min
Europe's B2B SaaS Sales Podcast#21 Social selling done right with Christian Krause, Account Executive at Salesforce1’ How the “Salesforce Sales MBA” works
6’ How interactive small-group work triggered Christian to look into sales
10’ Why asking great questions is crucial in sales
16’ How to gather valuable prospect information from LinkedIn
22’ Why he values and facilitates warm introductions as much as possible
28’ Why he thinks Switzerland’s “LinkedIn Maturity” is not there yet
34’ What he teached 100 Salesforce reps about social selling
39’ Why he sees health as extremely important especially in sales
43’ Why Christian fiercely defends his calendar2021-01-1345 min
Europe's B2B SaaS Sales Podcast#20 Umar Hameed, Founder No Limits Selling / Getting the right mindset for sales1’ Why the right mindset is what differentiates A- from B-players
3’ Why for Umar mindset and not sales training is the new frontier for sales success
8’ How to connect to what’s unconsciously going on and fix limiting beliefs
13’ Why moving from “I know what to do” to “I do it” is so essential
19’ Why showing up fully present is crucial for sales success
23’ How to boost one’s self-esteem before a important sales conversation
31’ How Umar found his mission to help people positively change their mindset2021-01-0636 min
Europe's B2B SaaS Sales Podcast#19 Valentin Splett, Founder Peak Spirit / How to shorten your sales cycle and build a good process at the beginningAre you a startup founder and do not really know where to start with building up your sales or you are not happy with the revenue goals you reached so far? This episode will help you: We talk about why it is important to start with your ICP, tactics that help you shorten the sales cycle, and how a sales process actually could look like. There are some special tips in this episode for startups who have a physical product such as healthcare.2020-12-1844 min
Europe's B2B SaaS Sales Podcast#18 How to accelerate F&B sales with Constantin Papadopoulos & Cyrill Kressibucher, Food & Beverage Sales Leads1’ Why Constantin & Cyrill founded a Sales Accelerator for Food & Beverage (F&B)
4’ How the opportunity for F&B is still the same as people still consume the same, but differently
7’ Why getting access to and feedback from the right distributors is crucial
9’ How F&B startups can get their products listed faster now than ever
12’ Why startups need to understand when customers now consume their products
15’ Why focus is key for sales
19’ How to spread out from local ambassadors towards big retailers
21’ How to balance opportunity and...2020-11-1034 min
Europe's B2B SaaS Sales Podcast#17 Hyper-local, people-driven, customer-centric sales with Kajal Sanghrajka, Entrepreneur & Director LSE Accelerator1’ How Kajal launched her own startup with next to no B2B sales experience despite her MBA
4’ Why the narrative around sales is often misunderstood
7’ Why sales is a people-driven process
12’ How performance-driven incentives are not necessarily commission payments
16’ Why getting clear and transparent on one’s mission is crucial for sales success
19’ The role of being hyper-local on the ground is important in sales
23’ How customer segmentation got smarter over time
27’ Why - and how - writing a monthly newsletter can still work
33’ How understa...2020-11-1044 min
Europe's B2B SaaS Sales Podcast#16 How to build sales from 500k to 5M ARR with Matthias Erhart, Senior Account Executive at Avrios1' How Matthias' inherently curious mindset brought him into Car Fleet Management
4' How Avrios' failure-tolerant culture helped young people with litte experience to prosper
9' Why being vulnerable in sales creates trust
14' Why customer-centricity is very key in sales
18' How feeling if and how a customer can buy now or later is crucial
22' How having a champion at the customer can help you get even through the Betriebsrat
26' That finding driven & persistent, but also empathic & coachable sales people is really hard
2020-10-1654 min
Europe's B2B SaaS Sales Podcast#15 From Sales to Product Led Growth with Stephanie Cox, CEO at Lumavate1' What brought Stephanie from Salesforce Marketing Cloud (back) to the startup world
6' Why starting product-led growth is a lot easier if you started out that way
10' How product-led growth can cause anxiety in Type A sales people losing control
15' Why really good sales reps might struggle at first with product-led growth
19' How Lumavate defines product-market-fit industry-agnostically
23' How marketing initiatives like custom baseball trading cards stand out
27' Why Stephanie cares about brand awareness instead of conversion for paid ads
31...2020-10-0950 min
Europe's B2B SaaS Sales Podcast#14 How to grow a company from 3 to 130 employeeswith Dirk Schuran, Chief Sales Officer COMATCH & Business Angel1' Dirk's start as a call center agent
2' What Dirk learned during his career
5' How to go about the sales processes at a Startups
10' Why consultants never learn to sell
13' Why sportspeople make great salespeople
20' How to balance salespeople's goals with long term goals of the company
22' What makes a good bonus system
25' How to shorten and define the sales cycle
30' How to improve onboarding time
35' Why Dirk joined a startup
2020-10-0743 min
Europe's B2B SaaS Sales Podcast#13 Data-driven Marketing for a BtoB Startup with Vijay Viswanathan, former VP Marketing Starmind1' Vijay's story
3' Why Vijay is on a one-year sabbatical
6' Urgency vs. importance
10' Founders: The most important trait looking for the first sales/marketing hire
14' What should or should not be outsourced in marketing
19' KPIs
25' What channels Vijay would go about first as a BtoB startup
35' Recent changes in BtoB marketing
37' Top skills needed in marketing2020-10-0246 min
Europe's B2B SaaS Sales Podcast#12 The three secrets to selling in a downturn with Markus (Max) Eilers, Co-Founder MikeMax2' How Max started his first company...
11' ...and got into a burnout
16' The first "secret": Meaningful conversations & summarizing
21' The one thing that helps to shorten the sales cycle
24' How salespeople's actions led to a broken model of selling
28' The technique to start a meaningful sales conversation
32' The second "secret": The irresistible offer
37' The third "secret": Sell results that are relevant in a downturn
44' summarizing the most important points
45' What an irresistible offer...2020-09-0353 min
Europe's B2B SaaS Sales Podcast#11 Why sales without commission is better in the long run and how to handle objections, Nicolas Witt, Co-Founder Netlight Consulting Zurich3' How Nico got into sales
11' Why a great company culture is the solution for most corporate challenges
14' What Nico learned in his first sales job
18' On the most important task to succeed in sales
25' The one universal rule in sales
27' On sales salaries and commission
43' Salary Intransparency
44' How Nico grew the consultancy from 2 to 30 people
53' The four layers of objection handling
2020-08-311h 02
Europe's B2B SaaS Sales Podcast#10 Why trust, care and purpose are important in Sales with Daniel Jordi, Founder Leadersbridge1' Why entrepreneurship is a lifestyle for Daniel since he was 16 years old
4' Why recruiting is sales at the very core and why trust is key
8' Why "care" is the most important aspect Daniel cares about in recruiting
14' How performance also in sales is more than just numbers
18' Why observing behaviour is a process, making recruiting fundamentally difficult
24' Why Daniel asks less about characteristics and more what they mean to a person
27' Why he was and is impressed by the recruiting proces...2020-08-1947 min
Europe's B2B SaaS Sales Podcast#9 The Art of closing a Deal and important Traits of successful Salespeople with Antoine Amiel, VP Sales Starmind1' How Antoine got from a Hotel School into Tech Sales
5' What Antoine likes most about sales: Andrenaline, human contact, and pressure
8' When is the Adrenaline pike in a sales cycle and why it matters
11' How COVID impacted sales
13' When you should mention price in sales
14' why mimicking is important and what to do about it
21' Why you should talk openly about your competition
23' What are key traits to look for in salespeople
27’ Why sales is not for ev...2020-08-1445 min
Europe's B2B SaaS Sales Podcast#8 Building Sales Funnels That Work with Maddy Agrawal, Founder startuptoscaleupnow2' What sales and software engineering have in common
5' Why Maddy stopped MVPs but believes in Minimum Sellable Products
8' Why founders should differentiate between numbers and process
13' Why skipping steps in the sales process of building relationships does not work
19' What "Differentiate or Die" really means for sales
23' How building funnels bottom-up but executing them top-down matters
31' Why customer acquisition costs is not (only) a job of sales & marketing
32' Why you should only ever automate what already works
36...2020-07-2949 min
Europe's B2B SaaS Sales Podcast#7 The value of customer feedback in sales with Martin Peters, Co-Founder Xtatio1' How sales reps increased revenue by up to 89% after gaining real-time insights from customers
3' How relative feedback scales such as a Likert scale can help sales reps set the right learning priorities
7' What 5 key traits Martin looks for when hiring sales reps
11' Why sales people should adopt the same mentality of constant iterations and learning as in agile, scrum etc.
14' How sales people using the right technology and tools have a competitive advantage
19' How remote sales forces sales people to transition to a valu...2020-07-2339 min
Europe's B2B SaaS Sales Podcast#6 The Evolution of A Life-Long Sales Career with Moritz Aemisegger, Regional Director Transperfect2' How Moritz experienced a cold call-heavy, "push-style" sales approach early in his career
4' How he went from cold calling to "Cold Looming" and why videos are underused in sales in Europe
7' Why sales people need to be driven for success - and need to be successful in itself
12' How he sees the importance of competitiveness and curiosity as key traits for sales
17' Why people that experienced severe failure see sales as an opportunity to prove something
20' Why Moritz is a super big fan of hi...2020-07-2150 min
Europe's B2B SaaS Sales Podcast#5 Validate value with Virtual Brands with Raphael Nerz & Yves Terrier, Co-Founders Innohack3' Why Yves & Raphael are obsessed about customer centricity
7' Why gathering evidence along the way is key to succeed for iterative product development
11' How they design experiments to test assumptions and hypotheses of their clients
16' How they make pivoting as cheap as possible 21' When Virtual Brands with thought-up products make a lot of sense
25' Why inviting a bunch of people to your innovation laboratory is a completely different ballgame
29' Why spending a little money upfront is great value-for-money to "bet on the right hors...2020-07-1648 min
Europe's B2B SaaS Sales Podcast#4 Building Customer Success & Product Marketing From Scratch with Lisa Starita, former Head of Product Marketing Beekeeper2' How Lisa started building up Customer Success Management (CSM) from scratch
5' Why doing CSM initially for free makes sense until figuring out what people want to pay for
9' Why reflecting if and how your product can generate Customer Lifetime Value without people
12' What to consider when assigning responsibility for renewals to sales vs CSM
18' Why sales needs to be ambitious and creative on how to sell the product in the market
22' How she channeled customer feedback from sales to product management over time
...2020-07-1442 min
Europe's B2B SaaS Sales Podcast#3 Onboarding sales reps in weeks instead of months with Lars Mangelsdorf, Co-Founder & CCO Yokoy3' Why he let's new sales reps join sales calls even before formally starting at the company
7' Why starting a sales career as a BDR (Business Development Rep) makes sense
11' When hiring senior sales people makes total sense 16' Why sales is about having a conversation and not pitching
20' Why starting hunting a startup only when you are "ready" is too late
25' Why measuring BDRs in SQLs (Sales Qualified Leads), but also revenue contribution makes sense
30' How culture influences sales compensation structure - "0 vs 2x com...2020-07-1448 min
Europe's B2B SaaS Sales Podcast#2 T-Shaped SDRs, Self-Awareness and fighting a "Deutsche Industrienorm Mindset" in sales with Thibaut Souyris, Founder SalesLabs0' How Thibaut came up with the name SalesLabs and why he became an entrepreneur
4' How he moved from 2.5k to 10k+ LinkedIn followers within 6 months
9' How he balances automated outreach and tools with high-quality engagement
14' Why building habits is key for consistency to achieve sustainable success
21' Why self-awareness is key to be(come) a good VP Sales
25' How he found out that is easier to selling to SDRs than VP Sales
28' Why it is very tough but crucial to make sales...2020-07-0245 min
Europe's B2B SaaS Sales Podcast#1: Quarterly quotas, Kodiak bears and expenses in startup sales with Lars Mangelsdorf, Co-Founder & CCO Yokoy0’ How he installed Beekeeper’s sales-driven attitude at Yokoy
4’ How breaking down annual goals helps driving continuous sales performance
8’ Why customers need to accept the closing plan and fully commit to it
12’ Why Business Development Reps (BDRs) are a sales guys best friend
16’ Why he is not afraid of signing Kodiak bears now but have them start later
19’ Why attitude is much more important than degrees in sales
22’ Why there is nothing more honest than selling to sales guys
28’ Why it makes sense to have introverted tech p...2020-06-2250 min