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Der Podcast für Unternehmer, Selbstständige und alle, die Marketing Stars werden wollen. Wir machen digitales Marketing machbar. Erfahren Sie, wie Sie clever die neuen Möglichkeiten des Marketings online und offline nutzen können, um neue Kunden zu finden und bestehende Kunden langfristig an sich zu binden. Nutzen Sie diesen Podcast und die zugehörigen Beiträge, um die Ideen und Werkzeuge, die wir Ihnen liefern, auch wirklich schnellstmöglich in die Praxis umzusetzen: https://content-marketi ...
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
Telefon, Fax, E-Mail, Instant Messenger, Wikipedia, Blogs, Twitter, Unconferences, Bloggercons... die Kanäle, über die Menschen kommunizieren, haben sich im Zuge der Digitalisierung unseres Alltags grundlegend gewandelt. Räumliche und zeitliche Grenzen stehen auf dem Prüfstand; traditionelle Kommunikationsprinzipien und tradierte Vermarktungsansätze erfahren eine Umkehrung; der Kunde bestimmt längst selbst, welche Informationen und Produkte seine Aufmerksamkeit verdienen. Wie kann nun mein U ...
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Europe's B2B SaaS Sales Podcast
1
#148 Wieso Konsistenz & Kultur König sind im Sales & mehr mit Lukas Götting & Robin Engelbrecht, Salescircle Podcast Hosts
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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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Europe's B2B SaaS Sales Podcast
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#147 How to answer tenders the right way with Patrick Dalvinck, Co-Founder & CEO of Sequesto
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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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Marketing Star
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Der Einstieg ins digitale Marketing für IT-Unternehmen
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Wissen Sie, welchen Fehler IT-Unternehmen im Marketing und der Vorstellung ihrer Leistungen am häufigsten begehen? Sie vergessen, dass der potenzielle Kunde nicht zwingend die Person ist, die das Produkt am Ende auch nutzt. Viel zu technische Texte voller Fachbegriffe schrecken den Interessenten ab – er verlässt die Seite oder scrollt im Feed weite…
Ihre E-Mails werden kaum geöffnet? Gründe und Abhilfe in dieser Episode! Zum Nachlesen auch auf dem ! ↳ ↳By Stephan Heinrich
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Marketing Star
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Wie kann ich meine Blogbeiträge verbreiten?
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16:18
Wenn ein Blogbeitrag veröffentlich ist, dauert es einige Zeit, bis Google ihn rankt. Damit er bis dahin trotzdem schon gefunden wird, sollten Sie unbedingt manuell auf die Veröffentlichung hinweisen. In dieser Episode schauen wir uns ein paar Wege dafür an. Zum Nachlesen auch auf dem !By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
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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
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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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Europe's B2B SaaS Sales Podcast
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#145 How CRMs stop at Closed/Won with Raphael Gindrat, Co-Founder Bestmile
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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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Europe's B2B SaaS Sales Podcast
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#144 “Vertrieb spielt sich fast immer gleich ab(?)” mit Patrick Utz, Coach & Salestrainer, patrickutz.com
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#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” …
Ein komplexes Thema verständlich, gut nachvollziehbar und im besten Fall auch noch unterhaltsam als Blogbeitrag aufbereiten – ein Ding der Unmöglichkeit? Wenn Sie ein paar Dinge verstanden haben, ist das tatsächlich machbar! Zum Nachlesen auch auf dem ! ↳ ↳By Stephan Heinrich
Spätestens seit LinkedIn-Beiträge in Google-Suchergebnissen erscheinen, ist klar: Jedes Unternehmen sollte auf LinkedIn aktiv sein. In dieser Episode geht's um Best Practices für LinkedIn. Zum Nachlesen auch auf dem ! ↳ ↳ ↳By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
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#143 How to connect your client's needs to your purpose with Sascha Meier, Country Manager Switzerland at EQS Group
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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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Europe's B2B SaaS Sales Podcast
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#142 How to use an outside-in rather than inside-out approach with prospects with Nicole Becker, CSO at BSI
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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.…
Ohne Social Media geht heute nichts mehr. Klar. Aber auch im B2B? Ja, natürlich – wenn Sie also noch nicht angefangen haben, wird es höchste Zeit! In dieser Folge erfahren Sie Schritt für Schritt, wie Sie Ihren Auftritt planen. Zum Nachlesen auch auf dem !By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
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#141 How to build a great remote-first sales organization with Dave Howe, VP of Sales at Osso VR
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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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Europe's B2B SaaS Sales Podcast
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#140 Top 1% Tactical Sales Nuggets with John Barrows, Founder of JBarrows Sales Training
35:26
35:26
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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…
Kennzahlen fürs Content Marketing gibt es in allen Größen, Formen und Farben. Nicht jede ist schon am Anfang wichtig. Das Motto unserer Agentur ist aber: Wir machen digitales Marketing machbar. Also machen wir auch die Kennzahlen-Auswertung machbar. In dieser Episode will ich deshalb mit Ihnen die grundlegenden Kennzahlen durchgehen und erklären, w…
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Marketing Star
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Sales Funnel: Wie aus Interessenten Kunden werden
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Der Sales Funnel filtert aus einer großen Gruppe von Interessenten automatisch potenzielle Kunden heraus. Besprechen wir in dieser Folge, wie ein Sales Funnel funktioniert und wie Sie ihn erstellen! Zum Nachlesen auch auf dem !By Stephan Heinrich
Ein kleines Budget, wenig Erfahrung, kaum Zeit: Das sind wohl die häufigsten Probleme, die kleine Unternehmen zum Verzweifeln bringen, wenn sie mit Marketing anfangen wollen. Hier gibt's Tipps, wie Sie in dieser Situation trotzdem Ihre Reichweite steigern können! Zum Nachlesen auch auf dem ! ↳ Ihr Link zum…
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Marketing Star
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5 vermeintlich relevante Inhalte, die Ihre Interessenten nicht brauchen
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In dieser Episode geht's um vermeintlich relevante Inhalte, die Ihre Interessenten nicht brauchen – und Tipps, wie Sie wirklich passenden Content liefern! Zum Nachlesen auch auf dem ! Wie versprochen: Der Link zum . Nicht vergessen, Land und Sprache einzustellen!By Stephan Heinrich
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Marketing Star
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Guter Content – was ist das und wie geht das eigentlich?
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Guter Content – was ist das und wie geht das eigentlich? Eine wichtige Frage, die sich jedes Unternehmen stellen sollte, das nicht in die Werbefalle tappen will. Klären wir sie in dieser Episode! Zum Nachlesen auch auf dem ! Lust auf mehr Praxis? ➜By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
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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
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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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Europe's B2B SaaS Sales Podcast
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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
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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!
Lust auf einen Cocktail? Sie bringen das Schirmchen mit, den Rest haben wir im Kühlschrank – nämlich die Zutaten für einen rundum gelungenen Marketing-Mix. Zum Nachlesen auch auf dem ! Lust auf mehr Praxis? ➜By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
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#137 How to keep your customers forever with Firaas Rashid, CEO & Founder of Hook
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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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Europe's B2B SaaS Sales Podcast
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#136 How to hyper-personalize your sales approach with Daniel Recher, now Chief Commercial Officer, vVARDIS Professional
29:04
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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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Marketing Star
1
Wann lohnt sich die Zusammenarbeit mit einer Marketingagentur?
23:35
23:35
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Digitales Marketing ist in etwa so leicht navigierbar wie eine Kopfsteinpflaster-Straße, die ihre besten Tage hinter sich hat. Eine Marketingagentur könnte Unterstützung bieten – aber kommt das für Sie überhaupt in Frage? Finden Sie es mit dieser Folge heraus! Lust auf mehr Praxis? ➜By Stephan Heinrich
Kennen Sie Buyer Personas? Sollten Sie, denn sie sind noch wichtiger als Zielgruppen. Erfahren Sie im Podcast, warum das so ist, und wie Sie Schritt für Schritt Ihre eigenen Buyer Personas erstellen. Lust auf mehr Praxis? ➜By Stephan Heinrich
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Marketing Star
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5 Tipps für eine gute Zusammenarbeit von Marketing und Vertrieb
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13:13
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Die schleppende Neukundengewinnung ist immer die Schuld des anderen? In dieser Episode gibt es Tipps, wie Marketing und Vertrieb endlich an einem Strang ziehen. Zum Nachlesen auch auf dem Lust auf mehr Praxis? ➜By Stephan Heinrich
Social Media ist essenzieller Bestandteil jeder digitalen Marketingstrategie. Doch nicht jede Plattform eignet sich für jedes Unternehmen. Besonders im B2B gilt: Augen auf! In dieser Episode vergleichen wir daher die wichtigsten sozialen Netzwerke und betrachten dabei relevante Faktoren wie Zielgruppe, Content-Formate und Werbemöglichkeiten. Damit …
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Europe's B2B SaaS Sales Podcast
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#135 Money is not the answer to sales hiring with Maximilian Karpf, Founder of FM Sales
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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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Europe's B2B SaaS Sales Podcast
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#134 Two simple tricks that build a lot of trust with Andreas Geist, Head of Sales South at becon GmbH
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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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Europe's B2B SaaS Sales Podcast
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#133 (7th German episode) How to pitch with Volker Hein, Co-Founder of Pitch Corporation
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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.
By Stephan Heinrich
By Stephan Heinrich
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Europe's B2B SaaS Sales Podcast
1
#132 Nobody Regrets Qualifying Out with Andy Whyte, Founder of MEDDICC
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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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Europe's B2B SaaS Sales Podcast
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#131 How to find and hire the right candidates with Michael Jezela, VP Sales at Cosuno
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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.…
Einfach loslegen und hoffen, dass man an einem netten Ort ankommt? Das ist nur beim Spazieren gehen eine gute Idee. Denn wer im Business erfolgreich sein will, braucht klareMarketingziele. Und natürlich auch die richtigen Maßnahmen, um diese auch zu erreichen. In unserem heutigen Podcast geben wir Ihnen daher einige wertvolle Tipps, welche Schwerpu…
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Europe's B2B SaaS Sales Podcast
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#130 How to make pricing a game changer with Jeffrey Tjiok, Director at Simon-Kucher
29:03
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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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Europe's B2B SaaS Sales Podcast
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#129 How to scale 0-100(!)M ARR quickly with Martin Giese, Coach & Advisor & Investor
37:06
37:06
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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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Europe's B2B SaaS Sales Podcast
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#128 Why to write & sell like you speak normally with Jan Mundorf, AE@Pleo & Tech Sales Ambassador
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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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Europe's B2B SaaS Sales Podcast
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#127 How to close the biggest deal of your career with Jamal Reimer, Founder of Mega Deal Secrets
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“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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Europe's B2B SaaS Sales Podcast
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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
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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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Europe's B2B SaaS Sales Podcast
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#125 How to deal with rejection & build resilience as an SDR with Bisho Chamssuddin, SDR Coach
29:08
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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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Europe's B2B SaaS Sales Podcast
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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
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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…
Neukunden gewinnen – eine wunderbare Sache. Zumindest, wenn sie funktioniert. Denn die beiden Standard-Werkzeuge Kaltakquise und Werbeanzeigen kommen nicht für jedes Unternehmen in Frage. Sei es, weil die talentierten Verkäufer fehlen oder weil das Know-How zur Schaltung erfolgreicher Ads nicht reicht: Oft braucht es einfach andere Methoden. Zum Gl…
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Europe's B2B SaaS Sales Podcast
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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
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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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Europe's B2B SaaS Sales Podcast
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#122 Why MEDDICC can be outdated for some sales organizations with Bruno Teuber, CRO at commercetools
42:11
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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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Europe's B2B SaaS Sales Podcast
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#121 Wie Marketing & Verkauf gemeinsam eine top Customer Journey sicherstellen mit Marvin Karis, Teamlead Sales & Market Development Echobot
27:24
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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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Marketing Star
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Welche Fragen Sie sich stellen sollten, wenn Sie eine Marketing-Strategie entwickeln
24:37
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Was war Ihre Obsession als Kind? Ritter? Pferde? Drachen? Cowboys? Star Wars? Polizei und Feuerwehr? Die Müllabfuhr? Alles nacheinander? Oder waren Sie eines dieser Kinder, die völlig versunken in Geschichten übers alte Ägypten waren? In jedem Fall hoffen wir, dass Sie sich für eine gute Piratengeschichte begeistern können. Denn die liefert den Hin…
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Europe's B2B SaaS Sales Podcast
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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
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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…
