9 episodes

This podcast shall help founders and sales people of B2B startups find product-market-fit faster and accelerate sales without hiring expensive sales reps.

B2B Startup Sales SalesPlaybook

    • Entrepreneurship
    • 5.0, 1 Rating

This podcast shall help founders and sales people of B2B startups find product-market-fit faster and accelerate sales without hiring expensive sales reps.

    #9 Antoine Amiel, VP Sales Europe Starmind / The Art of closing a Deal and important Traits of successful Salespeople

    #9 Antoine Amiel, VP Sales Europe Starmind / The Art of closing a Deal and important Traits of successful Salespeople

    1' How Antoine got from a Hotel School into Tech Sales 

    5' What Antoine likes most about sales: Andrenaline, human contact, and pressure 

    8' When is the Adrenaline pike in a sales cycle and why it matters 

    11' How COVID impacted sales 13' When should mention price in sales 

    14' why mimicking is important and what to do about it 

    21' Why you should talk openly about your competition 

    23' What are key traits to look for in salespeople 

    27’ Why sales is not for everyone 

    34’ What makes a good closer and why it is important 

    40’ Tactics to shorten the sales cycle

    • 43 min
    #8 Maddy Agrawal, Founder startuptoscaleupnow / Building Sales Funnels That Work

    #8 Maddy Agrawal, Founder startuptoscaleupnow / Building Sales Funnels That Work

    2' What sales and software engineering have in common 

    5' Why Maddy stopped MVPs but believes in Minimum Sellable Products 

    8' Why founders should differentiate between numbers and process 

    13' Why skipping steps in the sales process of building relationships does not work 

    19' What "Differentiate or Die" really means for sales 

    23' How building funnels bottom-up but executing them top-down matters 

    31' Why customer acquisition costs is not (only) a job of sales & marketing 

    32' Why you should only ever automate what already works  

    36' Why closing knowledge gaps can help shorten sales cycles - if prospects feel comfortable 

    44' How starting to build a sales funnel in an Excel file or a canvas works perfectly well

    • 48 min
    #7 Martin Peters, Co-Founder Xtatio - The value of customer feedback in sales

    #7 Martin Peters, Co-Founder Xtatio - The value of customer feedback in sales

    1' How sales reps increased revenue by up to 89% after gaining real-time insights from customers

    3' How relative feedback scales such as a Likert scale can help sales reps set the right learning priorities 

    7' What 5 key traits Martin looks for when hiring sales reps 

    11' Why sales people should adopt the same mentality of constant iterations and learning as in agile, scrum etc. 

    14' How sales people using the right technology and tools have a competitive advantage 

    19' How remote sales forces sales people to transition to a value-delivering advisor 

    22' How people fixing 2-3 key improvement areas instantly increase their conversion rates 

    28' How sales people in DACH are fundamentally working against a relatively change-resistant culture 

    31' Why Martin thinks the sales profession will gain more recognition and attractiveness in the years to come 

    35' What value he got from having worked with sales coaches and when leveraging tools make sense

    • 38 min
    #6 Moritz Aemisegger, Regional Director Transperfect / The Evolution of A Life-Long Sales Career

    #6 Moritz Aemisegger, Regional Director Transperfect / The Evolution of A Life-Long Sales Career

    2' How Moritz experienced a cold call-heavy, "push-style" sales approach early in his career 

    4' How he went from cold calling to "Cold Looming" and why videos are underused in sales in Europe 

    7' Why sales people need to be driven for success - and need to be successful in itself 

    12' How he sees the importance of competitiveness and curiosity as key traits for sales 

    17' Why people that experienced severe failure see sales as an opportunity to prove something 

    20' Why Moritz is a super big fan of hiring door-to-door sales people 

    24' How buying something at a street food festival convinced him of the value of sales coaching 

    27' Why all the content is out there to consume, but execution is key 

    33' How he implemented sales habits changing behaviour by practicing real-life scenarios (40x...) 

    38' How local culture have a direct influence on how you approach prospects 

    43' Why building strong relationships is crucial especially in Switzerland 

    45' How Moritz actually started his sales career in primary school with candy and Pokemon cards...

    • 49 min
    #5 Validate value with Virtual Brands / Raphael Nerz & Yves Terrier, Co-Founders Innohack

    #5 Validate value with Virtual Brands / Raphael Nerz & Yves Terrier, Co-Founders Innohack

    3' Why Yves & Raphael are obsessed about customer centricity 

    7' Why gathering evidence along the way is key to succeed for iterative product development

    11' How they design experiments to test assumptions and hypotheses of their clients 

    16' How they make pivoting as cheap as possible 21' When Virtual Brands with thought-up products make a lot of sense 

    25' Why inviting a bunch of people to your innovation laboratory is a completely different ballgame 

    29' Why spending a little money upfront is great value-for-money to "bet on the right horse" 

    34' How product validation and B2B sales are in some ways very similar 

    39' Why "keeping it up" on learning is crucial to get maximum value from market validation 

    44' Why sales is an essential part of product development

    • 45 min
    #4 Building Customer Success & Product Marketing From Scratch / Lisa Starita, Head of Product Marketing Beekeeper

    #4 Building Customer Success & Product Marketing From Scratch / Lisa Starita, Head of Product Marketing Beekeeper

    2' How Lisa started building up Customer Success Management (CSM) from scratch 

    5' Why doing CSM initially for free makes sense until figuring out what people want to pay for 

    9' Why reflecting if and how your product can generate Customer Lifetime Value without people 

    12' What to consider when assigning responsibility for renewals to sales vs CSM 

    18' Why sales needs to be ambitious and creative on how to sell the product in the market 

    22' How she channeled customer feedback from sales to product management over time 

    28' What a Product Marketing Manager is actually doing 

    32' How fast-changing companies require fast-changing adaptations and methods 

    35' How sales, marketing and product marketing can collaborate to figure out what to build next 

    38' Why the usual job interview answer "patience is my weakness - which is OK" does not work for CSM 

    40' What Lisa is up to next...

    • 41 min

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