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 gibt es morgens einen gemeinsamen Start in den Tag. Beide haben früh Aufgabenpakete für z.B. Kaltkakquise abgegeb ..read more

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 contribute to my core business? Answering tenders is often cumbersome and therefore costly. You don’t want to ..read more

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 for guidance to execute. 2️⃣ Be adamant with your time management Nadja worked all day, every day early in ..read more

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 to go "beyond Quote-to-Cash" would need to look like - and who could build it What to do with limited resourc ..read more

#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” zäh ..read more

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 ..read more

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.  ..read more

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 on priority, timing and impact. Realise senior people reply much more often. Aim for a 25-30% rate. Clos ..read more

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 ..read more

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 ..read more