Podcast terbaik Vertrieb (2024)

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#148 Wieso Konsistenz & Kultur König sind im Sales & mehr mit Lukas Götting & Robin Engelbrecht, Salescircle Podcast Hosts 30:20

2y ago30:20

30:20

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 Eigeni…

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#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto 32:54

2y ago32:54

32:54

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 a…

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#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 33:28

2y ago33:28

33:28

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 …

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#145 How CRMs stop at Closed/Won with Raphael Gindrat, Co-Founder Bestmile 47:53

2y ago47:53

47:53

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 componen…

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#144 “Vertrieb spielt sich fast immer gleich ab(?)” mit Patrick Utz, Coach & Salestrainer, patrickutz.com 34:37

2y ago34:37

34:37

#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” …

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#143 How to connect your client's needs to your purpose with Sascha Meier, Country Manager Switzerland at EQS Group 29:11

2y ago29:11

29:11

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…

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#142 How to use an outside-in rather than inside-out approach with prospects with Nicole Becker, CSO at BSI 29:36

2y ago29:36

29:36

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.…

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#141 How to build a great remote-first sales organization with Dave Howe, VP of Sales at Osso VR 32:27

2y ago32:27

32:27

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…

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#140 Top 1% Tactical Sales Nuggets with John Barrows, Founder of JBarrows Sales Training 35:26

2y ago35:26

35:26

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 Pod…

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#139 How to react to a prospects who really wants to see a demo with Yoav Susz, VP Global Revenue at Contractbook 30:52

2y ago30:52

30:52

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 mos…

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#138 How to reframe the conversation with a client/prospect with Manuel Marquina, Head of Sales Region Zurich at Swisscom AG 30:37

2y ago30:37

30:37

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!

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#137 How to keep your customers forever with Firaas Rashid, CEO & Founder of Hook 27:24

2y ago27:24

27:24

Firaas is sharing all he knows about keeping customers in your SaaS business. What do you need to understand from a customer perspective? Furthermore, he is answering the question of how he thinks CSM and Sales should be working together to grow an account effectively. Listen in and learn!

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#136 How to hyper-personalize your sales approach with Daniel Recher, now Chief Commercial Officer, vVARDIS Professional 29:04

2y ago29:04

29:04

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 they are, what they are interested in, and how they react. You need to adjust your approach and your talking to the individual. That is what Daniel and Patrick talk about in this episode. For a lot of ta…

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#135 Money is not the answer to sales hiring with Maximilian Karpf, Founder of FM Sales 32:20

2+ y ago32:20

32:20

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…

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#134 Two simple tricks that build a lot of trust with Andreas Geist, Head of Sales South at becon GmbH 32:03

2+ y ago32:03

32:03

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 to any other region.

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#133 (7th German episode) How to pitch with Volker Hein, Co-Founder of Pitch Corporation 31:02

2+ y ago31:02

31:02

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 deals and pitches. Have fun and happy learning.

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#132 Nobody Regrets Qualifying Out with Andy Whyte, Founder of MEDDICC 38:34

2+ y ago38:34

38:34

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…

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#131 How to find and hire the right candidates with Michael Jezela, VP Sales at Cosuno 29:47

2+ y ago29:47

29:47

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.…

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#130 How to make pricing a game changer with Jeffrey Tjiok, Director at Simon-Kucher 29:03

2+ y ago29:03

29:03

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…

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#129 How to scale 0-100(!)M ARR quickly with Martin Giese, Coach & Advisor & Investor 37:06

2+ y ago37:06

37:06

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…

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#128 Why to write & sell like you speak normally with Jan Mundorf, AE@Pleo & Tech Sales Ambassador 30:58

2+ y ago30:58

30:58

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…

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#127 How to close the biggest deal of your career with Jamal Reimer, Founder of Mega Deal Secrets 25:42

2+ y ago25:42

25:42

“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…

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#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 29:23

2+ y ago29:23

29:23

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…

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#125 How to deal with rejection & build resilience as an SDR with Bisho Chamssuddin, SDR Coach 29:08

2+ y ago29:08

29:08

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…

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#124 How to do AI Startup sales with close to zero industry knowledge with Christian Fontius, Co-Founder & Co-CEO Turbit 20:23

2+ y ago20:23

20:23

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…

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#123 What focus really means and how to track the effectiveness of your sales process with Patrice Geiger, CSO Empolis Information Management 30:04

2+ y ago30:04

30:04

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!

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#122 Why MEDDICC can be outdated for some sales organizations with Bruno Teuber, CRO at commercetools 42:11

2+ y ago42:11

42:11

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.

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#121 Wie Marketing & Verkauf gemeinsam eine top Customer Journey sicherstellen mit Marvin Karis, Teamlead Sales & Market Development Echobot 27:24

2+ y ago27:24

27:24

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…

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#120 How to change your hardware to become an even better cold caller with Murad Sah, Head of Sales Product line Athena at Dampsoft 31:10

2+ y ago31:10

31:10

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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#119 How to genuinely compliment your prospects and create real relationships with Alessandro Graf, Head of Business Development isolutions AG 28:01

2+ y ago28:01

28:01

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.

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#118 How to start your day right with Torsten Sauer, Head of Digital Sales at Uhlmann Pac-Systeme 30:25

2+ y ago30:25

30:25

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 …

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#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 30:43

2+ y ago30:43

30:43

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…

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#116 How to learn from other sales organizations with Alexander Naydenov, Head of Direct Sales at GraphCMS 30:38

2+ y ago30:38

30:38

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…

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#115 Why sales hiring is a marathon at a sprint pace right now with Tim Fetzer, Partner 3C 27:54

2+ y ago27:54

27:54

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 …

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#114 How a great hiring process can look like with Chris Funk, Founder & CEO of Xenagos 32:02

2+ y ago32:02

32:02

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…

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#113 How to successfully use the challenger sales approach with Lisa Glassner, Head of Sales Europe at Comfy 29:47

2+ y ago29:47

29:47

Lisa knows how not to be afraid, create positive tension and disagree with C-level executives of potential customers. Lisa and Patrick uncover the tactical way to the challenger sales approach as she has been using that approach for a long time.

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#112 Why content contribution is underrated and product market fit should not be skipped with Sandro Meyer, Partner & Co-Founder at GrowthBay 30:22

2+ y ago30:22

30:22

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…

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#111 How to set a focus in prospecting and reach out to future clients with Jaap Boven, Sales Director RoE at Netcore Cloud 26:30

2+ y ago26:30

26:30

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.

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#110 Why being genuine matters in outbound sales with Theo Shikov, CEO & Founder Out2Bound 22:51

2+ y ago22:51

22:51

“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…

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#109 How to start your discovery with your best, open-ended questions with Jonathon Ilett, VP of UK & I at Cognism 31:48

2+ y ago31:48

31:48

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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#108 Why Ego is the Enemy and knowing how to deal with what you don’t know with Jonas Gesslein, SDR Coaching 35:42

2+ y ago35:42

35:42

“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…

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#107 How to measure the right KPIs in sales and customer success with Maximilian Karpf, Founder FM Sales and former Head of Sales Personio 30:24

2+ y ago30:24

30:24

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 …

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#106 Running SaaStock from 7-figure to 0 to 7-figure A(R)R with Alex Theuma, Founder 28:37

2+ y ago28:37

28:37

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…

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#105 How to close 6-figure deals in a B2B SaaS Scaleup with Oliver Arber, Senior Account Executive Beekeeper 29:19

2+ y ago29:19

29:19

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…

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#104 (5th German episode) How to always be positive and focus on customer's needs (and not your own) with Raphael Schifferle, CMO Brugg Lifting 26:59

2+ y ago26:59

26:59

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…

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#103 Why loving people and loving what you sell is important for your success as a salesperson with Patrick Minder, Executive Vice President Swisscom B2B 26:03

3y ago26:03

26:03

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…

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#102 How keeping your pipeline clear is helping you succeed with Paolo Donnarumma, CSO at Somnitec 31:24

3y ago31:24

31:24

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…

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#101 How you shorten the sales cycles with Manfred Artmeier, Head of Growth at RAQUEST 28:36

3y ago28:36

28:36

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…

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#100 How to manage insanly fast growth with Lars Mangelsdorf, Patrick Trümpi and Manuel Hartmann 31:08

3y ago31:08

31:08

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…

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#99 How to make sure that being ghosted is the past with James Buckley, Chief Evangelist & Master of Ceremonies at JB Sales 27:55

3y ago27:55

27:55

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…

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