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266: How to Get Enterprise Leads to LOVE You - with Patrick Trümpi
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, we will delve into Patrick Trumpi’s journey over the past nine months as Chief Sales Officer at Unique, exploring how they adapted a sales strategy, shifted their target market, and implemented value workshops to drive success in the enterprise space with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 266, "How to Get Enterprise Leads to LOVE You - with Patrick Trümpi"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Patrick Trumpi, Chief Sales Officer at Unique
TOP TIPS FROM THIS EPISODE
Navigating the Changing Landscape
- Exploring Compliance Opportunities in Europe
- Adapting to the Enterprise Segment
- Shifting to Enterprise Sales
EPISODE HIGHLIGHTS
- The Skillset for Enterprise Sales
- Identifying the Need for Deeper Understanding
- The Purpose and Structure of Value Workshops
- The Impact and Benefits of Value Workshops
- Workshop Process and Implementation
- Workshop Flow
TOP QUOTES
Patrick Trumpi
[15:58] "So you have much less friction, when you roll it out, you already have the first people who think it's actually like this, right? They came up with the use cases that we want to cover. You can make it perfect because you have then three use cases.
[19:48] “I realize it's one of the most important skills salespeople miss on their own. And I think you have to train your sales team”
Matt Wolach
[14:57] "I think it's a fantastic thing for a few weeks. In season one, especially in the early days of really understanding your ICP, you will have an up-close personal interaction with them to hear all the challenges and what they want us all to hear, why it's important for them. I mean, just to get to know your market, it's super invaluable."
LEARN MORE
To learn more about Unique, visit:
https://www.unique.ch/homepage
You can also find Patrick Trumpi on LinkedIn at:
https://www.linkedin.com/in/patrick-tr%C3%BCmpi/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
View all episodes
By Matt Wolach
5
1616 ratings
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, we will delve into Patrick Trumpi’s journey over the past nine months as Chief Sales Officer at Unique, exploring how they adapted a sales strategy, shifted their target market, and implemented value workshops to drive success in the enterprise space with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 266, "How to Get Enterprise Leads to LOVE You - with Patrick Trümpi"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Patrick Trumpi, Chief Sales Officer at Unique
TOP TIPS FROM THIS EPISODE
Navigating the Changing Landscape
- Exploring Compliance Opportunities in Europe
- Adapting to the Enterprise Segment
- Shifting to Enterprise Sales
EPISODE HIGHLIGHTS
- The Skillset for Enterprise Sales
- Identifying the Need for Deeper Understanding
- The Purpose and Structure of Value Workshops
- The Impact and Benefits of Value Workshops
- Workshop Process and Implementation
- Workshop Flow
TOP QUOTES
Patrick Trumpi
[15:58] "So you have much less friction, when you roll it out, you already have the first people who think it's actually like this, right? They came up with the use cases that we want to cover. You can make it perfect because you have then three use cases.
[19:48] “I realize it's one of the most important skills salespeople miss on their own. And I think you have to train your sales team”
Matt Wolach
[14:57] "I think it's a fantastic thing for a few weeks. In season one, especially in the early days of really understanding your ICP, you will have an up-close personal interaction with them to hear all the challenges and what they want us all to hear, why it's important for them. I mean, just to get to know your market, it's super invaluable."
LEARN MORE
To learn more about Unique, visit:
https://www.unique.ch/homepage
You can also find Patrick Trumpi on LinkedIn at:
https://www.linkedin.com/in/patrick-tr%C3%BCmpi/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips