Europe's B2B SaaS Sales Podcast

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 abgegeben. 3️⃣ Trefft Euer Team persönlich Du bist die Summe der Menschen, mit denen Du Dich umgibt. Gerade im Aufbau von Sales Teams ist es wichtig, präsent zu sein. Nur Video Calls ersetzen den physischen Austausch zusammen nicht. 4️⃣Mikromanagement bringt nichts, Kennzahlen schon Qualität und Konsistenz vor Quantität. Deal Coaching vor “Lass mich mal machen”. “Wie nahe ist die Person am Kunden?” vor “Telefonier mal mehr.” 5️⃣Nicht erfolgreiche Verkäufer:innen = Nicht erfolgreiche Sales Leader:innen “Welche Rolle nehmen New Hires im eigenen Team ein?” Sales Reps für Misserfolge verantwortlich zu machen greift zu kurz. Wenn Verkäufer:innen nicht performen liegt dies auch an der Führungskraft. #salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas

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 involve your team for non-core business activities. 3️⃣ (How) Am I uniquely positioned to win? You should be crystal clear why a customer should select you. If you cannot make that argument, how should a buyer? 4️⃣ Is the timeline aligned with my internal capabilities? Tendering is not a “let’s quickly do this game”. Large companies have a dedicated team for this for a reason. If you need to rely on external resources already here, be cautious. 5️⃣Is the tender stating the customer’s pain specifically enough? If the problem is not framed clearly, you cannot craft a specific solution. In this case strive to better understand before asking to being understood. #salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas

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 her career. At one point, she realised that taking a step back is highly useful. She prefers to be adamant with her time management vs time blockers. 3️⃣ Imagine if you had 0 tech in sales. Doing things 100% manually has huge value. Go “customer first”, imagine a day in the life of your buyer. Only once validated move to scale and automate sales motion. 4️⃣ Make peers successful to spark action. Great coaching & training is technically useful. But reps will only take relentless action once peers succeed. Even initially resistant reps will adopt new practices once they see success. 5️⃣ Focus on what you can control - on average. Set your own goals for activities to be successful. Ask yourself regularly “What could I have done better?” If you do what you & your leader expected from you… …but the outcome is not there - let’s analyse it together. #salessuccess #podcast #startupsales #startup #salesplaybook #b2bsaas

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 resources until that solution exists

#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 nicht.) 2️⃣ Akquise-Zeitfenster auf Zielkund:innen ausrichten CEOs von Industrieunternehmen sind oft gut 07:00-08:00 oder 12:00-13:00 erreichbar. Es geht im Sales darum, den KUNDEN erfolgreich zu machen. Nicht um möglichst in der eigenen Komfortzone zu bleiben. 3️⃣ Hürden aufbrechen “im Rudel” mit Call Sessions - mit Live-Calls Patrick macht nie fiktive Calls - immer direkt mit realen Kunden, gemeinsam. Verkäufer:innen das richtige “Werkzeug” dafür zu geben essenziell. 4️⃣ Qualifikation professionell durchführen VOR dem Outreach Relevanz ist wichtiger als Volumen - für die Person, nicht nur das Unternehmen. Es gibt kaum etwas Frustrierendes als Verkauf ohne die Möglichkeit, erfolgreich zu sein. 5️⃣ C-Level direkt ansprechen lohnt sich Geschäftsführer:innen haben eine wertvolle “übergeordnete” Sicht auf Herausforderungen. Klar wird es dann operativer in der Zusammenarbeit - aber an den richtigen Themen. Spielt sich Vertrieb nun fast immer gleich ab Patrick? Technisch ja, inhaltlich weitgehend. Branchen-Referenzen helfen aber definitiv in der Kundenakquise. Spannenderweise kommt dieses Bedenken kaum noch auf CxO-Ebene. #podcast #startupsales #b2bsaassales #startup #salesplaybook

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 on priority, timing and impact. Realise senior people reply much more often. Aim for a 25-30% rate. Close 90% of them. 2️⃣ Replace the subject line 2x After 2-3 emails, change the subject to “Still Interested?” “Either way, I don’t want to unnecessarily email you”. If unsuccessful, change again to “Did I lose you?” 3️⃣ Focus on quality before quantity Do NOT over-automate your outreach for quantity’s sake. Focus instead on how to integrate your touches. Impact people in different ways. Be a “mini-marketer” yourself. The “Social” matters. 4️⃣ Relevance trumps Personalisation all day People do not care about personalisation. They care about relevance. Stop fake personalisation. Be relevant. 5️⃣ Hire for attitude instead of skills You can technically develop B- to A- players. You can teach skills, technique & methods. But you cannot teach attitude. Be consistent. For years. Ignore competition. Play the infinite game. 🚀🚀🚀 Thanks so much for your contribution to helping sales leaders step up their game!

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.