Lukas 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...

I 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...

Nadja 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...

Raphael is "playing host" for a dialogue on Manuel's perspective on "RevOps" with a focus on Customer Success & subscription management to discuss How CRMs stop at Closed/Won and do not cover Customer Success For what "jobs to be done" Hubspot "vs" Salesforce make sense How to reflect multi-year subscription contracts with one-time revenue components in your systems Why maintaining multiple systems for marketing, sales, customer success & finance is messy How an ideal solution...

#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...

There is a huge difference between selling and truly understanding the pains of a customer. Sascha Meier brings up amazing and insightful examples of his own career that illustrate this difference and help you change to become more curious and change from selling to "helping your customers buy". This can make a huge difference in your career. Happy listening!

Nicole started her sales career at SAP back in 2007. Now she is leading a team of Account Managers as well as Account Executives as CSO at the CRM company BSI. Have you heard of an outside-in vs. inside-out approach? I did not. Nicole explains what she means by that and how you can apply it in your company. 

Dave started as Sales no. 1 with Osso VR around 4 years ago. Now, they employ more than 215 people remotely. No offices. Dave learned what it needs to build a strong connection between team members so that the fluctuation is not going through the roof and he shares those tactical learnings in this episode. Obviously, they are also using VR for that. Listen in and learn how. 

The fragmented B2B SaaS SDR/AE/CSM model slows down learning. Promoting SDRs too fast might be setting them up to fail. John Barrows is a Top 0.001% Sales Legend  “door-to-door printer full-cycle sales graduate”, playing the infinite game and enjoying the journey. 👉 Here are 5 Top 1% Tactical Sales Nuggets from him on our Europe’s B2B SaaS Sales Podcast (1st comment). 1️⃣ Get commitment for a “follow-up on the follow-up” When asked for a follow-up email, commit indeed. Send 5-7 bullets...

We know that people only care about themselves. As a salesperson, you should listen a lot more than you talk. The ability to be in silence is one of the most difficult and valuable skills you can develop as a salesperson. And listening is not easy. We talk about what is needed to really develop that muscle, and how you can answer to some of the most difficult objections. Have fun and happy learning.

Have you heard of the challenger sales approach? Most salespeople have heard of it, but do not know how to actually use it. Manuel Marquine explains exactly how he is using that effective sales methodology....and much more. Listen in and learn!

Firaas is sharing all he knows about keeping customers in your SaaS business. What do you need to understand from a customer perspective? Furthermore, he is answering the question of how he thinks CSM and Sales should be working together to grow an account effectively. Listen in and learn!

Sales is about people. BtoB is BtoI. Every sales process is business to individual and much of what matters are the people you are talking to. Who they are, what they are interested in, and how they react. You need to adjust your approach and your talking to the individual. That is what Daniel and Patrick talk about in this episode. For a lot of tactical advice, tune in and learn

Money is not the answer to sales hiring. Embrace consistency & focus. Enter Maximilian Karpf. 👉 Here are 5 insights from him on how to qualify more & better with Max Karpf on our Europe’s B2B SaaS Sales Podcast (1st comment). 1️⃣ Never miss 1:1s with your team It is so important to stay close to your sales reps. Therefore also pick up the phone, make some cold calls. This way, you retain empathy & respect for your team & customers. 2️⃣ Doing “everything sales” alone...

Andreas shares his two best tips on how to not f*ck up the first meetings with your customer. And this applies as much to Europe as it probably does to any other region. 

Volker Hein is the Master of the pitch. All said. Volker brought two questions (not tips this time), which will change the way how you think about deals and pitches. Have fun and happy learning.

Nobody 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...

Cosuno is a success story from Germany. Michael started at Cosuno in November 2020 when they were 8 people. Today, the company employs almost 200, out of which 60 are in sales. How can you find and hire the right talent so quickly in the current "war for talent"? Michael shares a few answers to that question. 

Pricing is part science, part art. And huge for profitability. Jeffrey Tjiok worked with 25+ B2B Tech companies, many of them VC-backed unicorns. 👉 Here are 5 Insights from him on how to make pricing a game changer for you with Jeffrey Tjiok on our Europe’s B2B SaaS Sales Podcast (1st comment). 1️⃣ Master your pricing toolbox to defend value Many startups immediately rush into discounting. Instead find out WHY the offered price seems too high. Then offer value-add, low-cost items...

Martin Giese is a B2B Startup Sales legend that interviewed many hypergrowth scaleups such as Personio, SAP Hybris, LeanIX & many more for "Fast Forward: Accelerating B2B sales for startups". 👉 Here are 3 Insights from him on how to scale 0-100(!) million ARR quickly on our Europe’s B2B SaaS Sales Podcast (1st comment) 1️⃣ Increase your prices with confidence Go to your pricing page and increase prices by 20%. You could charge (way) more without losing deals. Most startups don’t...

Jan’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...

“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...

Telling somebody "to be authentic" does not mean much at first. Because authenticity is relative to the person you are telling to be so. Martin and I unlock what it means in the context of selling. Because what we actually want to say is that some traits are important in sales (be honest, direct, speak about problems, say no to business that has no positive long term effects) and that those traits should come naturally to salespeople. What do you think?

Bisho 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...