This week on the EU-Startups Podcast, Marcin Lewandowski interviews Zoltan Vardy, a seasoned B2B sales advisor, author, and speaker with over 30 years of experience in driving revenue growth. Zoltan has generated $2 billion in sales throughout his career, serving as a C-suite executive at major media companies like NBCUniversal International and ProSiebenSat.1 Media. He is the creator of The Launch Code, a comprehensive sales and marketing blueprint that has helped over 200 startups across 26 countries close high-ticket deals and scale their businesses .

In this conversation, Zoltan shares insights from his newly published book, The Launch Code, offering practical strategies for startup founders to simplify their sales processes. Topics include:

– Common pitfalls founders face in sales

– The importance of understanding your ideal customer

– Building a minimum viable sales setup

– Selling with confidence and avoiding time wasters

– Crafting effective value propositions

– The significance of referrals and optimizing sales decks

– The psychology behind pricing strategies

Takeaways

1. Understanding your ideal customer is crucial for sales success.

2. Sales is a learnable skill, not a magical talent.

3. Focus on solving problems rather than pushing products.

4. Sales decks should focus on the customer's problem first.

5. Avoid pitching to unqualified leads to save time.

Whether you're a founder looking to improve your sales approach or someone interested in B2B sales strategies, this episode provides valuable takeaways to help you build a predictable revenue engine.

Chapters

00:00 Introduction to Sales Simplification

03:07 Understanding the Sales Mindset

05:59 Building a Minimum Viable Sales Setup

08:54 Selling with Confidence as a Founder

12:05 Focus and Product-Market Fit

15:07 Avoiding Time Wasters in Sales

18:00 Crafting Effective Value Propositions

21:08 Turning Clients into Advocates

24:00 Optimizing Sales Decks

26:58 Emergency Moves for Dry Pipelines

29:54 Pricing Strategies for Startups

32:08 Cold Outreach vs. Warm Introductions

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