Europe's B2B SaaS Sales Podcast
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Europe's B2B SaaS Sales Podcast
B2B SaaS Sales is still an emerging domain in Europe. European salespeople and their leaders share actionable initiatives, best practices and insights on how you can source and close more deals faster and become a better sales professional. For more free resources please visit - https://www.unique....
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#148 Wieso Konsistenz & Kultur König sind im Sales & mehr mit Lukas Götting & Robin Engelbrecht, Salescircle Podcast Hosts
Lukas Götting & Robin Engelbrecht haben 60+ Sales Expert:innen interviewed in Ihrem Sales Circle Podcast.
Hier sind 5 “Nuggets” aus unserem Dial...
#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto
I personally hate tenders / RfPs / RfIs, with a passion.
Because they often lead nowhere if you are out of control.
Patrick interviewed 20...
#146 How to take ownership of your sales career & not burn out with Nadja Komnenic, 2x Head of Sales, led sales@lemlist 1->10M+ ARR
Nadja helped lemlist scale 1->10M+ ARR quickly as 1st sales hire.
Taking ownership of her career was a game changer for her.
Nadja Komneni...
#145 How CRMs stop at Closed/Won with Raphael Gindrat, Co-Founder Bestmile
Raphael is "playing host" for a dialogue on Manuel's perspective on "RevOps" with a focus on Customer Success & subscription management to discuss
#144 “Vertrieb spielt sich fast immer gleich ab(?)” mit Patrick Utz, Coach & Salestrainer, patrickutz.com
“Vertrieb spielt sich fast immer gleich ab”.
Inwiefern dies wirklich so ist durfte ich mit Patrick Utz besprechen.
👉 Hier sind 5 Top 1% S...
#143 How to connect your client's needs to your purpose with Sascha Meier, Country Manager Switzerland at EQS Group
There is a huge difference between selling and truly understanding the pains of a customer. Sascha Meier brings up amazing and insightful examples of...
#142 How to use an outside-in rather than inside-out approach with prospects with Nicole Becker, CSO at BSI
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 com...
#141 How to build a great remote-first sales organization with Dave Howe, VP of Sales at Osso VR
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...
#140 Top 1% Tactical Sales Nuggets with John Barrows, Founder of JBarrows Sales Training
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...
#139 How to react to a prospects who really wants to see a demo with Yoav Susz, VP Global Revenue at Contractbook
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 t...
#138 How to reframe the conversation with a client/prospect with Manuel Marquina, Head of Sales Region Zurich at Swisscom AG
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 e...
#137 How to keep your customers forever with Firaas Rashid, CEO & Founder of Hook
Firaas is sharing all he knows about keeping customers in your SaaS business. What do you need to understand from a customer perspective? Furthermore,...
#136 How to hyper-personalize your sales approach with Daniel Recher, now Chief Commercial Officer, vVARDIS Professional
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 the...
#135 Money is not the answer to sales hiring with Maximilian Karpf, Founder of FM Sales
Money is not the answer to sales hiring.
Embrace consistency & focus.
Enter Maximilian Karpf.
👉 Here are 5 insights from him on how...
#134 Two simple tricks that build a lot of trust with Andreas Geist, Head of Sales South at becon GmbH
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 t...
#133 (7th German episode) How to pitch with Volker Hein, Co-Founder of Pitch Corporation
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 dea...
#132 Nobody Regrets Qualifying Out with Andy Whyte, Founder of MEDDICC
Nobody Regrets Qualifying Out. But so few people do it enough.
Andy Whyte has a few thoughts here on value, stakeholders & process.
👉 Her...
#131 How to find and hire the right candidates with Michael Jezela, VP Sales at Cosuno
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...
#130 How to make pricing a game changer with Jeffrey Tjiok, Director at Simon-Kucher
Pricing is part science, part art. And huge for profitability.
Jeffrey Tjiok worked with 25+ B2B Tech companies, many of them VC-backed unicorns...
#129 How to scale 0-100(!)M ARR quickly with Martin Giese, Coach & Advisor & Investor
Martin Giese is a B2B Startup Sales legend that interviewed many hypergrowth scaleups such as Personio, SAP Hybris, LeanIX & many more for "Fast Forwa...
#128 Why to write & sell like you speak normally with Jan Mundorf, AE@Pleo & Tech Sales Ambassador
Jan’s getting job offers for 3x the money he is making today - rejecting them all.
Because he’s prioritising People, Product & Personal Developm...
#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...
#126 (6th German episode) Unlocking the mystery of being authentic and the difference of that aspect in services and product sales with Martin Mühlbach, Head of Sales & Marketing at ITARICON
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...
#125 How to deal with rejection & build resilience as an SDR with Bisho Chamssuddin, SDR Coach
Bisho Chamssuddin went “from molecular biology to sales”, thriving in face-to-face sales.
He is OK with rejection & resilience, but not unrealis...
#124 How to do AI Startup sales with close to zero industry knowledge with Christian Fontius, Co-Founder & Co-CEO Turbit
Christian Fontius studied business, but learnt 0 about B2B Sales there.
So he went “learning by doing” as StackFuel’s 1st business employee (sho...
#123 What focus really means and how to track the effectiveness of your sales process with Patrice Geiger, CSO Empolis Information Management
Patrice and Patrick talk about the single most important metric "pipeline velocity rate", how it is calculated and what you should do in case the numb...
#122 Why MEDDICC can be outdated for some sales organizations with Bruno Teuber, CRO at commercetools
Bruno started in enterprise sales back in 1995 - that is longer than most salespeople on this planet. He has seen how buying changed and what that mea...
#121 Wie Marketing & Verkauf gemeinsam eine top Customer Journey sicherstellen mit Marvin Karis, Teamlead Sales & Market Development Echobot
Marvin Karis hat die Verkaufsstrukturen bei Echobot mitaufgebaut.
Bisher haben alle 40+ Verkäufern “Full-Stack” gearbeitet (Lead Gen + Closing)....
#120 How to change your hardware to become an even better cold caller with Murad Sah, Head of Sales Product line Athena at Dampsoft
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 h...
#119 How to genuinely compliment your prospects and create real relationships with Alessandro Graf, Head of Business Development isolutions AG
Alessandro has been in IT sales for the past 12 years. He is a master in building relationships through genuine feedback, real compliments and asking...
#118 How to start your day right with Torsten Sauer, Head of Digital Sales at Uhlmann Pac-Systeme
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 To...
#117 How to execute your sales strategy properly and invest time with the right tasks as a sales leader with Oliver Manojlovic, VP of Sales at Personio
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 wo...
#116 How to learn from other sales organizations with Alexander Naydenov, Head of Direct Sales at GraphCMS
Alex shares some amazingly tactical tips on how you can learn from other company's salespeople. Additionally, Alex and Patrick talk about the differen...
#115 Why sales hiring is a marathon at a sprint pace right now with Tim Fetzer, Partner 3C
Tim Fetzer in 2022 staffed a talent within 10 days from 1st call to signed contract.
Speed, attitude, persistency & relationships are crucial in...
#114 How a great hiring process can look like with Chris Funk, Founder & CEO of Xenagos
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 alm...
#113 How to successfully use the challenger sales approach with Lisa Glassner, Head of Sales Europe at Comfy
Lisa knows how not to be afraid, create positive tension and disagree with C-level executives of potential customers. Lisa and Patrick uncover the tac...
#112 Why content contribution is underrated and product market fit should not be skipped with Sandro Meyer, Partner & Co-Founder at GrowthBay
Sandro Meyer won all of his customers at Growthbay from his audience funnel.
Now what is the difference between an audience funnel vs a prospect...
#111 How to set a focus in prospecting and reach out to future clients with Jaap Boven, Sales Director RoE at Netcore Cloud
Jaap Boven worked himself up from SDR to Sales Director in 5 years. He is sharing his experience in regards to compiling a great target list and reach...
#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...
#109 How to start your discovery with your best, open-ended questions with Jonathon Ilett, VP of UK & I at Cognism
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 challe...