Episodi
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Christian Fontius studied business, but learnt 0 about B2B Sales there.
So he went âlearning by doingâ as StackFuelâs 1st business employee (shout out to Leo Marose)
Here are 3 Insights on how heâs bringing innovation with AI to a traditional market (wind industry) from our dialogue in our Europeâs B2B SaaS Sales Podcast:
1ď¸âŁ Sales is Service & Stories
Detach from the outcome & embrace a service mindset.
Give your buyerâs champion a nice story to tell internally.
If this does not work out, donât get frustrated, but ask âCan you help me understand betterâ
2ď¸âŁ Rehearse your 30 second intro for cold calls
When cold calling, you face a strong attention constraint.
You therefore want to have a rock-solid, sharp intro pitch.
Christian even uses bao (a Conversational Intelligence solution to iterate quickly here.
3ď¸âŁ Be hyper-precise when framing the buyer journey.
âThis is how we run things. After this call, hereâs what will happen next.
We will run an initial collaboration for 10 wind turbines for a low 5-figure investment.
When this works well, we roll-out the solution company-wide for a 6-figure investment.
âBONUSâ: Christian sees a misunderstanding in DACH about sales being about âonly moneyâ instead of solving customer problems.
P.S. Turbit closed 2 deals on the day of the recording & is looking for a Senior Account Executive
#podcast #startupsales #b2bsaassales #startup #salesplaybook #salesrecruiting
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Marvin Karis hat die Verkaufsstrukturen bei Echobot mitaufgebaut.
Bisher haben alle 40+ Verkäufern âFull-Stackâ gearbeitet (Lead Gen + Closing).
Im Rahmen der Internationalisierung evaluiert Echobot nun den Split BDR/AE/x.
Hier sind 3 Insights aus unserem Dialog im Europeâs B2B SaaS Sales Podcast:
1ď¸âŁ Je besser Produkt & Strukturen, desto einfacher der Verkauf
Der angehende Split BDR / Account Executive ist ermĂśglicht durch ein einfacher zu verkaufendes Produkt.
Weiterhin hilft dem Team ein professionelles Stack sowie team-Ăźbergreifende Pods.
2ď¸âŁ Hire for attitude, train for skill
Echobot setzt auf Absolvent(inn)en von Universitäten und entwickelt diese dann proaktiv.
Daher sind Soft Skills via Bewerbungsvideo wie Coachability & Offenheit hier wichtiger als Hard Skills wie Prospecting & Closing.
Auch mit mittlerweile 120 Mitarbeitern sind Marvin & Team das Aufrechterhalten Startup-Spirits mit gemeinsamen Events, Perks & eigenen Formaten sehr wichtig.
3ď¸âŁ Verschmelzung von Marketing & Verkauf
Vertriebsmitarbeiter bauen selber ein starkes Brand auf, was Marketing befähigt.
Marketing kann daraus bessere Landing Pages mit Custom Audiences bauen.
Der Vertrieb funktioniert hier als Ohr, das Marketing als Sprachrohr.
#podcast #startupsales #b2bsaassales #startup #salesplaybook #salesrecruiting
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Murad has a long history in telesales. He knows that what you say is very important, but how to say that is even more so. And there are methods that help you make changes in your voice and become a much better cold caller. These methods are basically changing the hardware of your system (mouth, jaw) and help you a much better communicator
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We have been talking about a lot of sales tactics. But doing sales all day is not possible if you do not feel great and start the day right, thinks Torsten Sauer. That is why he is sharing some tactical tips on starting the day and goal setting with the team and as an individual. Listen in if you also struggle with the long screen times in today's world full of screens.
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Oliver is leading >100 salespeople in the SMB business of Personio and was an integral part of building that team. This episode is for aspiring and working sales leaders. The priority of a first-line sales leader is coaching their salespeople to become the best version of themselves. However, many leaders are focusing on strategy and projects instead of training. What about you?
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Alex shares some amazingly tactical tips on how you can learn from other company's salespeople. Additionally, Alex and Patrick talk about the difference between selling to technical people compared to business-oriented people. You might not be able to just ask questions in a discovery call but also share some value and be genuinely helpful is going to help a lot.
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Tim 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 âdoing sales twice a dayâ - 1x to the candidate & 1x to the company.
Here are 3 key insights I learnt from Tim having him on our Europeâs B2B SaaS Sales podcast.
1ď¸âŁ 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 valued by sales reps, âeveryone is asking for itâ.
If the attitude is there, strive to hire âstart to finishâ within 1-3 weeks.
The hiring managers need to âplay alongâ with this, trust the process and make time.
2ď¸âŁ Itâs a marathon at a sprint pace right now.
Lots of companies are looking for hunters with 3-5 years of experience in SaaS.
Candidates often get multiple offers every week with double-digit InMail per week.
Companies are often impatient but unaware of the degree of the war for talent.
3ď¸âŁ Hire the right team leads (like @Ben Bauer)
Sales reps join - and stay with - team leads who help them get to the next level.
This also enables more affordable hiring to hire young hungry talent and develop them.
#podcast #startupsales #b2bsaassales #startup #salesplaybook #salesrecruiting
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Chris truly is an expert when it comes to recruiting. He first worked as VP at one of the largest recruiting companies worldwide called Adecco and almost 20 years ago started his own company Xenagos. He was also one of the first Sales podcasters in Europe with his "VertriebsFunk Podcast". Chris and Patrick discuss what it takes to recruit great salespeople and how you should build the best recruiting process.
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Sandro 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?
Hereâs 3 insights I gained from having him on our Europeâs B2B SaaS Sales Podcast.
1ď¸âŁ Content contribution is underrated: Many companies invest heavily into creation, hit publish and then âwait, see, and hope for the bestâ. Instead of re-purposing content âgemsâ.
2ď¸âŁ Saying no to offer requests:
3ď¸âŁ Donât skip PMF (Product-Market-Fit): x
Thanks so much for sharing your learnings and insights from the last 10 years as a marketing leader with us Sandro!
#selltoscale #salessuccess #salescoaching #salesacceleration #salesplaybook
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âWe 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 2â000-5000 / month?â
âNO - if product-market-fit is not there and you have only few potential buyers.â
Hereâs 3 great insights from having him Theo Shikov, CEO & Founder Out2Bound on our Europeâs B2B SaaS Sales Podcast.
1ď¸âŁ 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 then become customers.
2ď¸âŁ Embrace Personalisation at scale: Get to the DNA of your target company and buyer. Then decide via âABC-Bucketingâ where to invest into deep personalisation and where to âonlyâ nurture at scale.
3ď¸âŁ Donât skip PMF (Product-Market-Fit): Scaling outbound sales motion without nailing down your sales arguments and ICP (Ideal Customer Profile) can actually hurt you, especially if your market has <1â000 potential buyers.
Thanks so much for sharing your learnings and insights from the last 6 years with us Theo!
#selltoscale #salessuccess #salescoaching #salesacceleration #salesplaybook
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Jonathon Ilett is leading sales at Cognism, one of the fastest-growing sales tech scale-ups in Europe with over 300 employees. He faced several challenges young salespeople face in their careers and knows what is needed to become successful. For some great examples of open-ended questions, listen in.
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âBefore I begin telling you what I think, I want to establish that Iâm a âdumb shitâ who doesnât know much relative to what I need to know. Whatever success Iâve had in life has had more to do with my knowing how to deal with my not knowing than anything I know.â (Ray Dalio)
Jonas Gesslein invested 8 years of his career in face-to-face sales on the street (âDialogmarketingâ) before becoming an SDR leader and it was a true pleasure learning from him on having him on our Europeâs B2B SaaS Sales podcast.
Here are 3 insights he shared on our conversation:
1ď¸âŁ Prioritise learning to (only) KPIs: Enable coachees to figure out solutions themselves and empower them to take action and be confident and proactive themselves to fix problems.
2ď¸âŁ Be incredibly fast in hiring: Jonas dedicated 30-50% of his time as an SDR Leader at Solve Mate to hiring, then strived to âclose the dealâ within ideally a week if an A+ player.
3ď¸âŁSDRs deserve coaching: Either hire a fantastic sales leader that can lead SDRs. If not in place, get external help & invest into your SDRs to help them ramp quickly & be successful.
Thanks Jonas for sharing these great insights & happy prospecting!
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Max worked in several SaaS Sales Leadership positions at such companies as Personio, Homanoo, Oracle and Payfit, and recently started to build his own company. He learned the hard way that measuring important KPIs is really important for decision making in sales and customers success - and something that is not done enough. We are deep-diving into what KPIs you should measure and show you how to improve the game step by step. Happy learning.
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SaaStock has grown to be the biggest B2B SaaS Conference in Europe.
But behind the well-known event is a multi-product, fast-growing 7-figure ARR company.
Then revenue went to 0 with COVID-19 but its founder Alex Theuma adapted quickly.
It was a true pleasure having Alex on our Europeâs B2B SaaS Sales Podcast.
1ď¸âŁ Sales-centricity: Alex started SaaStock with 10+ years sales experience and embraced growing revenues & scaling the team with sales at the heart of the organisation.
2ď¸âŁ Adaptability & resilience: Alex needed to scale down the team from 24 to 9 people upon moving from physical to virtual setups, but went 0-1M revenue from virtual conferences.
3ď¸âŁ Educating the market: Professionals where not used to pay for virtual, but only physical events. Employees as well as founders also therefore asked more for discounts or even free tickets, unaware how high the investment is to put an event such as SaaStock is.
Love your âenthusiastic focusâ Alex & really looking forward to see you at SaaStock!
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Beekeeper is one of Switzerlandâs biggest B2B SaaS Startup success stories.
But to achieve 8-figure ARR, you need fantastic sales reps closing 6-figure deals.
Oliver Arber is one of the best in the game.
It was a true pleasure having him on our Europeâs B2B SaaS Sales Podcast.
Hereâs 3 great insights from him
1ď¸âŁ âBe paranoidâ: Constantly âhave your radar onâ what could go wrong until a deal is closed, avoid the âHappy Ears Phenomenonâ, embrace risks and deepen your discovery.
2ď¸âŁ You never do large deals alone: Working closely with your & the prospectâs team, Oliver brings in e.g. Cris Grossmann or Daniel Sztutwojner strategically.
3ď¸âŁ Get a Champion AND a Spy (Coach): You need to know whatâs going on in the buyerâs organization at all times, especially if youâre waiting for intelligence but donât get it.
Special credits to Mila Nussbaumer for keeping Oliver 4.5+ years at Beekeeper because she cares a lot about her people and developed them accordingly!
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