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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.ch/ to increase sales with winning moments in every customer conversation - https://thesalesplaybook.io/ on coaching committed B2B startups to exceed their sales goals
 
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show series
 
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, ma…
 
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” eno…
 
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 s…
 
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…
 
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 mobil…
 
“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 b…
 
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…
 
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 S…
 
Christian Fontius studied business, but learnt 0 about B2B Sales there. So he went “learning by doing” as StackFuel’s 1st business employee (shout out to Leo Marose) Here are 3 Insights on how he’s bringing innovation with AI to a traditional market (wind industry) from our dialogue in our Europe’s B2B SaaS Sales Podcast: 1️⃣ Sales is Service & Sto…
 
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 number is off. Additionally, Patrice shares insights into his sales process. Listen in and learn!
 
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 means for sales organizations. That is why we are talking about older methodologies such as MEDDICC and how we should be using them today.
 
Marvin Karis hat die Verkaufsstrukturen bei Echobot mitaufgebaut. Bisher haben alle 40+ Verkäufern “Full-Stack” gearbeitet (Lead Gen + Closing). Im Rahmen der Internationalisierung evaluiert Echobot nun den Split BDR/AE/x. Hier sind 3 Insights aus unserem Dialog im Europe’s B2B SaaS Sales Podcast: 1️⃣ Je besser Produkt & Strukturen, desto einfacher…
 
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…
 
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 for personal goals. If you really mean it, according to Alessandro, you will be able to create those relationships much faster.
 
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 …
 
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 inste…
 
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…
 
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 “doing sales twice a day” - 1x to the candidate & 1x to the company. Here are 3 key insights I learnt from Tim having him on our Europe’s B2B SaaS …
 
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 sal…
 
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? Here’s 3 insights I gained from having him on our Europe’s B2B SaaS Sales Podcast. 1️⃣ Content contribution is underrated: Many companies invest heavily into creation, hit publish and then “wait…
 
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 reaching out to those in a way that you get to talk to them. He also shares some important tips on how you can stand out in today's crowded sales market.
 
“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 / month?“ “NO - if product-market-fit is not there and you have only few potential buyers.” Here’s 3 great insights from having him Theo Shikov, CEO & Founder Out2Bound on our Europe’s B2B SaaS Sales Podca…
 
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.…
 
“Before I begin telling you what I think, I want to establish that I’m a “dumb shit” who doesn’t know much relative to what I need to know. Whatever success I’ve had in life has had more to do with my knowing how to deal with my not knowing than anything I know.” (Ray Dalio) Jonas Gesslein invested 8 years of his career in face-to-face sales on the…
 
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 …
 
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 Europe’s B2B SaaS Sales Podcast. 1️⃣ Sales-centricity: Alex started Saa…
 
Beekeeper is one of Switzerland’s 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 Europe’s B2B SaaS Sales Podcast. Here’s 3 great insights from him 1️⃣ “Be paranoid”: Constantly “have you…
 
Raphael Schifferle, newly promoted to CMO at Brugg Lifting has a long background selling cars and industrial products. An angle we have not looked at in the podcast. However, there are still very important takeaways for all sellers in SaaS and tech. Raphael is always preparing well and goes into a customer meeting with a positive mindset. How he ma…
 
Patrick Minder's story is an incredible success. At 34 years old, he is leading Swisscom's Platform and Software B2B sales business - a unit consisting of over 1'000 sellers and supporters. Prior to working at Swisscom, he was building up JLS Digital as CEO and CSO. In this episode, Patrick is sharing some of the wisdom that got him where he is tod…
 
Paolo Donnarumma is a sales legend and knows exactly what you need to succeed in large enterprise sales deals. Even though there might be negative short-term consequences, Paolo is an advocate of closing opportunities that are not hot anymore quickly. It sounds easy but is actually really hard. "But they said they buy in three months!" Well, you do…
 
For more than 10 years, Manfred has been engaged in tech B2B business development. In his current role as Head of Growth at RAQUEST, he helps the FinTech with scaling up the business and hire talents. Moreover, together with other sales leaders, he has founded acceederate a network of business angels helping B2B startups to win their first customer…
 
The first episode of this podcast was a discussion between Manuel, Lars and Patrick. That is how it all started. Back then, Lars and Yokoy were at 20 people with three in sales. 1.5 years later, Yokoy finished series A and employs more than 100 people, 40 of which are in Lars' team. Learn how he managed to grow his team so fast and what tactics the…
 
You do not want to be ghosted again? Then, this episode is for you. James 'saywhatsales' Buckley is currently Chief Evangelist & Master of Ceremonies @ JB Sales and definitely earned his evangelist title. One can literally feel his energy and he has a lot of interesting tactical tips to share for all the salespeople who do regular demos and have di…
 
Focusing on customer acquisition in a startup is crucial. But you need to stop flying blind on existing customers. Because Customer Success only works if you commit to understand, plan & implement. Here are 3 steps to execute on this I learned from Valentina: 1️⃣ Understand: Start with a Status Quo Assessment. You need to understand the challenges …
 
Mattia is working as an SDR for Salesloft in the DACH market and consistently reached her target last year. Considering the person you need to get the attention of is the VP of Sales or CSO, that is not easy. They not only know all the tricks salespeople apply but also are targeted by more salespeople than others. How you get the attention of busy …
 
Rouven built sales at bexio and is now leading marketing, customer success and sales. He has some ideas on how to align marketing and sales and even more importantly improve his organisation through constant testing. The salespeople for instance are testing at least 3 hypotheses every year. It is one of their Key results. How such a test can look l…
 
Stephan is leading a sales team of 50+ sellers in 13 European countries. There are huge cultural differences in those countries but one thing he finds important for everybody: Focus on those activities that have the most impact. He thinks salespeople should spend time thinking about their approach and targets so that they have maximum impact. How t…
 
Michael faced and survived a really difficult illness a few years ago - and got out more conscious of life in general and what you need to live a happy and fulfilling life. Patrick and Michael talk about that experience and what five aspects of life you need to care about.
 
Yokoy is on a mission - and on track - to become a FinTech unicorn. This means growing from 50 to 250 people in record time. Ben Bauer leads the way for DE, building his team from scratch to 30+ reps quickly. Here are 3 things I learnt from Ben: 1️⃣ 1% bad gut feeling is 100% no in talent acquisition. Ben only hires sales talent where his gut feell…
 
People use a lot of phrases and terms nobody really understands in sales - it can be highly confusing. That is detrimental for salespeople because they need to know how to communicate with their prospects. People who have never heard about them before. Patrick only understood many of these terms very late in his career and that is why he wants to m…
 
This is Patrick's third session (after the discovery call and cold call sessions) in which he talks about what he thinks a pitch should consist of and how you tackle these two situations: The "give me your pitch" and the "long pitch after a discovery" situations. You will get applicable techniques you can use right away and apply to your product or…
 
Guillaume Moubeche is a true legend in B2B SaaS Sales. Not only did he scale lemlist $10M ARR in <4 years. He also did so with 0 external capital & stayed incredibly humble. I am incredibly grateful for having him on our B2B Podcast recently. Here are the 3 things from Guillaume that impressed me the most: 1️⃣ His mindset on sales Sales is all abou…
 
Stay true to your pipeline and yourself in sales. Simple to say, not easy to do, but so important. Was a true pleasure learning from Pascal van Dalen recently. 👉Here are 3 best things I learnt from him on our podcast 1️⃣ Focus on conversations, not pitches The dialogue with your customer shifts if you listen. Learn & understand first, create a pull…
 
Andrei and Patrick talk about the six principles that help you become a company that is literally generating demand. Andrei first worked more than 5 years in sales and then got into marketing before he started and grew his own company. He walks the talk and has more than 13k followers on LinkedIn today.…
 
From Principle Consultant to CEO, Bernd Schopp built Namics into a company with more than 600 people over 19 years. Recently he started as CCO at Squirro, one of the most promising Swiss Scale-ups. The big difference? In contrast to selling professional services, Bernd now sells a product. Bernd and Patrick have a discussion that might be interesti…
 
Winning by Design helped transform SaaS sales "from art to science". Yes, there might be some competitive overlap with SalesPlaybook. Collaboration before competition is a core value - which Harold shares. It was a true pleasure learning from him on our podcast. Here are the 3 key insights I took from sharing the mic with him: 1️⃣ Storytelling is k…
 
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