Sales in DACH

Sales in DACH

Currently producing Season 2! 🎥 You're a Sales Leader and not sure how to support your team who is selling into the DACH (Germany, Switzerland, Austria) market? You want to learn new skills about how to sell into the DACH market? Then you're exactly right here! And even better - we promise to keep growing and supporting you, getting bigger and better stories and more guests to make sure you are always able to find answers here. But we can only do so much - the rest is in your hand. If you click on Subscribe, we can, however, support y

  1. Sep 7

    Enterprise VS Scale-up: Was Sales Reps wissen sollten bevor sie wechseln

    Mehr Struktur, klare Karrierepfade und etablierte Prozesse – oder mehr Ownership, Geschwindigkeit und die Chance, wirklich mitzubauen? Was passt besser zu dir: Enterprise oder Scale-Up? Camille von Arnim kennt beide Welten. Nach 13 Jahren bei Amazon wechselte sie zu Doctolib, wo sie heute als Senior Director Sales Vertriebsteams in Bayern und Baden-Württemberg sowie Sales Enablement verantwortet. In dieser Episode sprechen Camille und Helena darüber, was sich beim Wechsel von einem großen Corporate in ein Scale-Up wirklich verändert – und warum die Frage nicht lautet, welches Modell „besser“ ist, sondern welches Umfeld zu dir, deiner aktuellen Lebensphase und deinen Karriereplänen passt. Es geht unter anderem darum: → Welche Persönlichkeiten in Enterprise bzw. Scale-Ups aufblühen→ Struktur vs. Geschwindigkeit und „Blank Page“→ Wie viel Ownership du wirklich haben möchtest→ Wo du schneller lernst – und wo du tiefer Expertise aufbaust→ Worauf Camille bei Lebensläufen und Interviews achtet→ Welche Eigenschaften sie bei Sales-Kandidat:innen sucht→ Wie unterschiedlich Hiring-Prozesse sein können→ Welche Fragen DU einem potenziellen Arbeitgeber stellen solltest→ Wie du herausfindest, ob Targets überhaupt realistisch erreichbar sind→ Familienplanung, Flexibilität und Karriere→ Warum unterschiedliche Persönlichkeitstypen ein Sales-Team stärker machen Timestamps 00:33 – Enterprise vs. Scale-Up: Worum geht es?03:56 – Camille: 13 Jahre Amazon → Doctolib05:30 – Warum Camille Enterprise verlassen hat10:08 – Die größten Unterschiede: Struktur, Tempo & Ownership14:56 – Welcher Persönlichkeitstyp passt wohin?18:50 – Wie finde ich heraus, welches Umfeld zu mir passt?19:36 – Lebenslauf & Bewerbung: Worauf Camille wirklich achtet24:35 – Humility, Lernfähigkeit, Drive & Ownership26:43 – Enterprise vs. Scale-Up im Hiring-Prozess33:10 – Der Bewerbungsprozess funktioniert in beide Richtungen37:33 – 80 % fertig vs. 100 % perfekt38:36 – Diese Fragen solltest du im Interview unbedingt stellen40:08 – Wie viele Seller erreichen eigentlich ihr Target?41:39 – Familienplanung, Flexibilität & Karriere46:24 – Warum Diversity ein Sales-Team besser macht51:34 – Camille's wichtigste Entscheidungskriterien zusammengefasst Für alle Sales Reps, die gerade überlegen zu wechseln, oder sich fragen, ob ihr aktuelles Umfeld wirklich zu ihnen passt.

  2. Mar 13

    Quick Insight: Mental Health in Sales

    In this episode of Sales in DACH, Helena Klaus speaks with Carolina Bräuninger about a topic that is still rarely discussed in sales: mental health.Caro explains why you yourself are the most important tool in sales. If your mental and physical health suffer, your performance inevitably follows. Yet many people in sales continue to ignore the early warning signs until the pressure becomes overwhelming.Together, Helena and Caro discuss why mental health conversations can still feel uncomfortable in the workplace, how generational perspectives influence the topic, and why it is often harder to recognize mental struggles compared to physical injuries.Caro also shares her personal experiences from working in high-pressure sales environments and explains why burnout often develops slowly and quietly. Unrealistic targets, constant performance pressure, and the emotional highs and lows of closing or losing deals can create a cycle that many sales professionals struggle to escape.In this conversation, you’ll learn how to recognize early warning signs, why separating your personal identity from your job is essential, and how both individual contributors and leaders can create healthier, more sustainable sales careers.More about Caro:LinkedIn: https://www.linkedin.com/in/carolinabraeuninger/Her Masterclass: https://app.salesindach.com/offers/LQM5BKps/checkoutConnect with me (Helena Klaus):https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dachSubscribe and turn on notifications so you never miss fresh B2B sales insights.#SalesInDACH #MentalHealth #SalesPerformance #DACHSales #HelenaKlaus #CarolinaBräuninger #SalesTips #BurnoutPrevention #SalesPodcast

  3. Mar 6

    Quick Insight: Objection Handling in DACH – Why Sellers Lose Deals

    In this Quick Insight episode of Sales in DACH, we sit down with Lars Krüger to break down why objection handling fails for most sellers — and how to fix it. Lars explains why arguing with prospects kills momentum, why every sales team needs a clear objection-handling playbook, and why role plays are the most underrated sales skill builder. We also explore the psychology of objections in the DACH region, where buyers are more direct and culturally different from other markets. If you want to turn objections into real conversations instead of dead ends, this episode is for you. Before you hit play:How strong is your objection handling game?Take the free 3-minute AE Skill Check:https://salesindach.involve.me/aesale... • The biggest mistakes sellers make when handling objections• How to build a repeatable objection-handling playbook• Why role plays outperform scripts and theory• How to avoid arguing and uncover real buying motives• Why price objections are often buying signals Perfect for SDRs, Account Executives, and sales leaders selling into the DACH B2B market. You’ll learn:

  4. Feb 27

    Quick Insight: SMB vs. Enterprise Sales in DACH – What Really Changes

    In this episode of Sales in DACH, we sit down with Simon Asanger to break down the real differences between SMB and enterprise sales in the DACH region. From sales cycles and deal complexity to data, trust, and brand leverage, Simon shares what truly changes when you move from fast-paced SMB deals to long-term enterprise sales — and why success in DACH requires a different mindset than in other markets. If you’re deciding between SMB and enterprise sales, or want to understand how to win in both, this episode delivers clear insights and practical takeaways. Before you hit play:How strong is your Account Executive game, really?Take the free 3-minute AE Skill Check:https://salesindach.involve.me/aesale... • The key differences between SMB and enterprise sales in DACH• How sales cycles, stakeholders, and decision making change• Why trust beats brand in today’s DACH market• How data-driven selling impacts enterprise deals• Why personalization and flexibility are critical for long-term success Perfect for Account Executives, SDRs, founders, and sales leaders who want to understand the DACH market and choose the right sales path. More about Simon:LinkedIn: / simon-asanger Connect with me (Helena Klaus):/ helenaklaus Follow Sales in DACH:Instagram: / salesindachSales Hacks Newsletter:https://app.salesindach.com/newslette... 🔔 Subscribe so you never miss fresh B2B sales insights. In this episode, you’ll learn:

  5. Feb 20

    Quick Insight: How to Win Enterprise Deals in the DACH Market

    In this Quick Insight episode of Sales in DACH, we sit down with Jannis Ruß to break down what really works when prospecting and selling into DACH enterprise accounts. Jannis explains why enterprise deals in the DACH region follow a very different logic compared to the UK or US, why trust and relevance come before speed, and how smart sellers use bottom-up and top-down strategies to navigate complex account structures. We also talk about why enterprise prospecting can sometimes be easier than SMB, how to build internal trust without burning relationships, and why the best Account Executives usually started as SDRs. In this episode, you’ll learn: Why DACH enterprises need more trust before commitment How to prospect large accounts without mass automation When to use bottom-up vs. top-down approaches How internal trust accelerates enterprise deals What separates average SDRs from top-performing AEs Perfect for SDRs, Account Executives, and sales leaders who want to build pipeline strategically and win enterprise deals in the DACH B2B market.

  6. Feb 13

    Quick Insight: How to Choose the Right Company & Negotiate Your Salary in DACH

    In this Quick Insight episode of Sales in DACH, we sit down with Toygar Cinar to talk about one of the most overlooked success factors in sales careers: choosing the right company – and advocating for yourself once you’re in. Toygar explains why applying for a job is not a one-sided power dynamic, how to honestly assess whether a role and company truly fit your personality, and why ignoring this step often leads to burnout and frustration. We also dive into how to approach salary conversations with confidence, think in terms of value instead of entitlement, and build a clear development path with your manager – especially in the DACH market. If you want to grow sustainably in sales, avoid career mistakes, and negotiate from a position of strength, this episode is for you. In this episode, you’ll learn: Why choosing the wrong company can hurt your career more than a bad role How to assess leadership style and culture before accepting an offer Why honesty with yourself is key to long-term success How to approach salary talks without fear or entitlement How to position yourself as a long-term asset, not a cost Perfect for SDRs, Account Executives, and anyone building a sales career in the DACH region.

  7. Feb 6

    Quick Insight: What Great Sales Leadership Really Looks Like in DACH

    In this Quick Insight episode of Sales in DACH, we sit down with Niels Brabandt, leadership expert, to break down what effective leadership in sales actually means — beyond titles, micromanagement, and gut feeling. Niels explains why strong leadership is built on structure, transparency, and trust, how cultural differences shape leadership styles in the DACH market, and why blindly enforcing KPIs often leads to the opposite of what leaders want. We also discuss how to lead individuals instead of stereotypes, why one-on-ones are critical, and why leaders must carry the burden of proof when setting rules and expectations. If you lead sales teams — or want to — this episode will fundamentally change how you think about leadership. In this episode, you’ll learn: Why micromanagement kills performance and motivation How to lead individuals instead of managing averages Why transparency and plausibility matter more than authority How culture impacts leadership in the DACH region What high-performing sales teams really need from their leaders Perfect for sales leaders, founders, managers, and anyone aspiring to lead teams in the DACH market.

  8. Jan 30

    Quick Insight: How to Prospect Technical Personas

    Why is prospecting engineers, CTOs, and technical leaders so hard? In this Quick Insight episode, we sit down with Mafalda Johannsen to break down how to effectively prospect into technical personas — without sounding salesy or irrelevant. We talk about how engineers think, why generic outreach fails, and how to tailor your messaging so technical buyers actually recognize themselves in your emails. If you struggle with low reply rates, vague ICPs, or selling into highly technical teams, this episode will give you practical, no-fluff guidance. Why technical personas are the hardest to prospect How to adapt your outreach to engineers and CTOs How to build trust with technical buyers in the DACH market Why relevance beats creativity when selling to engineers How Customer Success, Sales, and Product alignment helps with expansion Perfect for Account Executives, SDRs, Customer Success Managers, founders, and sales leaders who want to open doors with technical decision-makers and build stronger long-term relationships. 💡 You’ll learn:

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About

Currently producing Season 2! 🎥 You're a Sales Leader and not sure how to support your team who is selling into the DACH (Germany, Switzerland, Austria) market? You want to learn new skills about how to sell into the DACH market? Then you're exactly right here! And even better - we promise to keep growing and supporting you, getting bigger and better stories and more guests to make sure you are always able to find answers here. But we can only do so much - the rest is in your hand. If you click on Subscribe, we can, however, support y

Information

  • Creator
    Sales in DACH
  • Years Active
    2025 - 2026
  • Episodes
    35
  • Rating
    Clean
  • Copyright
    © Sales in DACH
  • Show Website
    Sales in DACH