103 episodes

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

Europe's B2B SaaS Sales Podcast Unique x SalesPlaybook

    • Business
    • 5.0 • 1 Rating

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

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

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

    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 difficulty following up with potential clients. Happy learning and let us know your feedback.

    • 27 min
    #98 How to stop flying blind on Customer Success with Valentina Ricupero, former Head of Customer Success Beekeeper

    #98 How to stop flying blind on Customer Success with Valentina Ricupero, former Head of Customer Success Beekeeper

    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 and what works before you can improve.

    Focus on people, technology, strategy and processes.

    Stop flying blind and start making decisions based on data.



    2️⃣ Plan: Craft a vision for Customer Success as a company.

    Dig deeper on the customer journey phases, visualize them and share with the team and customers.

    Be honest about what does not work. And how to fix it.

    “Hustling” is not the answer. Industrialise & automate where you can.

    • 29 min
    #97 Why a multi touchpoint approach is needed for prospecting and sending video messages is not enough with Mattia Schaper, SDR at Salesloft

    #97 Why a multi touchpoint approach is needed for prospecting and sending video messages is not enough with Mattia Schaper, SDR at Salesloft

    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 personas and why video messaging alone is not enough you learn in this episode.

    • 32 min
    #96 How to improve your sales/marketing/customer success by making hypothesis testing an integral part of the organisation with Rouven Mayer, CRO at bexio

    #96 How to improve your sales/marketing/customer success by making hypothesis testing an integral part of the organisation with Rouven Mayer, CRO at bexio

    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 like, you will be hearing from Rouven in this episode. Happy learning!

    • 28 min
    #95 How to bring in more focus into your sales activities with Stephan Grimm, VP of Sales EU at Fleet Compleet

    #95 How to bring in more focus into your sales activities with Stephan Grimm, VP of Sales EU at Fleet Compleet

    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 to do that? Listen in. 

    • 29 min
    #94 What a tough situation can teach you about life that you will not regret with Michael Moran, Head of Sales DACH at Nexcom

    #94 What a tough situation can teach you about life that you will not regret with Michael Moran, Head of Sales DACH at Nexcom

    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.

    • 27 min

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