8 episodes
Sell, Scale, Thrive. SPB
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- Business
This is more than a podcast, this is the audio playbook you need to scale your B2B startup to the level it deserves. Our bi-weekly episodes will introduce you to the best B2B SaaS sales experts, update you on current industry-shaping trends, and help you to learn and build sales skills and capabilities to get predictable results.
We are your sales journey partner, helping you learn how to build and scale sales at every stage of your 0-20MM ARR growth journey, focusing on how to overcome the 5 common B2B SaaS sales challenges. Tune in to acquire the sales knowledge that you need to scale!
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Raise VC funding on your terms: The TOP 5 sales challenges every B2B SaaS founder needs to overcome
Many B2B SaaS startup founders encounter the same sales challenges when on the 0-20MM journey, in this episode you will learn how to overcome these challenges and ultimately raise VC funding on your terms.
In this episode, Manuel Hartmann and Marco Bronda from SalesPlaybook break down these 5 challenges and respond to a few questions about the topic too.
Topics:
The top 5 sales challenges every B2B SaaS founder needs to overcome
What founders usually overlook
Affordable, effective outreach
Don’t hire more SDRs
Fundraising in 2023
Trends in B2B sales
Head over to our website for more information:
https://www.thesalesplaybook.com -
Sales Power for Account Executives
Improving your Account Executives' effectiveness to hit their revenue targets is the #1 driver to scaling your startup, especially in a recession. Learn how your AEs can consistently close bigger deals faster for predictable growth in this LIVE DEAL DESK session.
Meet the expert: Manuel Hartmann, Founder & CEO at SalesPlaybook who has worked with 200+ B2B startups to help them build and scale sales capabilities at all stages of their 0-20MM ARR sales growth journey.
Topics:
How Founders can benefit from enabling their Sales Reps to get trained on deal closing
The 5 sales skills Account Executives need to master to improve their effectiveness
Founders: Send your Account Executives for a LIVE DEAL DESK to get on-the-spot help
Head over to our website for more information:
https://www.thesalesplaybook.com -
Hacking Sales Cycles: How to Avoid or at Least Shorten PoCs
How can B2B SaaS startups find out if their solution has a viable market? PoCs are not the answer. Why not?
Proof of Concepts are time-consuming, capacity-consuming and unprofitable. They don't provide you with a clear path to revenue and startups often run out of cash because of long sales cycles.
In this episode, Manuel Hartmann takes us through - Hacking Sales Cycles: How to Avoid or at Least Shorten PoCs.
Topics:
Why Manuel hates PoCs :-)
What are other ways to build credibility and avoid PoC completely?
How to achieve 70-90% PoC to ARR conversion rate
How to increase average contract value
How to shorten sales cycles
QnA
Head over to our website for more information:
https://www.thesalesplaybook.com -
Ideal Customer Profile: The foundation "for everything" & how to improve it
When a Startup doesn't focus on a narrow ICP - it simply won't scale. Why? There is no message-market fit, there are no relevant unique selling points and there will be high acquisition costs.
When you nail down your ICP, you will be able to:
Validate message-market fit
Generate use cases to attract more of those customers
Quickly scale
Lower acquisition costs
Marketing and Sales efficiency
Align product development priorities
In this episode, Manuel Hartmann from SalesPlaybook gives his playbook on how to define and validate your ICP.
Topics:
The importance of ICP
What is ICP?
The biggest targeting mistakes B2B startups are making
Total addressable market vs ICP
How to define your ICP
Minimum viable ICPs
QnA
Head over to our website for more information:
https://www.thesalesplaybook.com -
Designing your pricing architecture for growth ft. Dr. Ian Tidswell
Startup pricing expert, Dr. Ian Tidswell from Ideal Price, talks to us about how to get pricing architecture right.
To be successful, your sales team needs to be confident about your offer's value to customers, and your price architecture must be well-designed. Ian walks us through a checklist, so you can assess your company's pricing readiness for growth.
About Ian: Ian Founded Ideal Price to address the lack of pricing help for start-ups & scale-ups. He is also a Mastermind and helps SalesPlaybook customers with their pricing.
Topics:
Pricing foundations
The 4 steps to pricing
Value & price positioning
Price carriers
Pricing psychology
QnA
Head over to our website for more information:
https://www.thesalesplaybook.com -
MAP in recessions to help B2B SaaS founders & sales leaders close more deals faster
An economic downturn is NOT the time to leave your deals to chance. Selling in the B2B world is much harder today than it was this time last year – and whether you’re a sales leader, front-line manager, or rep, you’ve had to adapt. Tune in to learn how to avoid losing winnable deals and up-level your team.
In this episode, Manuel Hartmann is co-hosting with CEO & Founder Ross Rich from Accord, and joined by sales pros:
Keith Weightman, RVP, National Accounts at Bullhorn
Johnston Gilfillan, Sr Sales Manager, Enterprise Retail at Affirm
Raphael Köpf, Journey Executive at SalesPlaybook
Topics:
The what / when / why / how of Mutual Action Plans
Best practices for driving MAP adoption & accountability with buyers
B2B sales tactics from the exec, VP, manager, and rep level
Head over to our website for more information:
https://www.thesalesplaybook.com