"How to find, attract and retain great B2B Tech Sales Talent without paying CHF 150-300k per year?"

The root cause of extraordinarily high salaries for sales people in DACH might actually be a lack of "talent supply"...due to a lack of sales culture + education...

We had the pleasure of learning from one Switzerland’s best growth hackers with Joel Capt, who built up the growth team at Beekeeper and just launched his own market offering in the space.

2 things that we learnt from Joel

1️⃣ Growth Hacking done right is not a “black box” and also not a scam or hype, but a sound, coherent method to generate B2B leads at scale by using best practices, technology and data combined with a genuinely curious mindset of people that are embracing continuous learning.

2️⃣ Why moving from a sales-led to a product-led organisation is hard and takes time as time-to-value without human intervention needs to decrease…

...but is essential to consider if you want to have (potential) customers using your product without requiring sales reps, especially for smaller accounts.

1’ How the “Salesforce Sales MBA” works

6’ How interactive small-group work triggered Christian to look into sales

10’ Why asking great questions is crucial in sales

16’ How to gather valuable prospect information from LinkedIn

22’ Why he values and facilitates warm introductions as much as possible

28’ Why he thinks Switzerland’s “LinkedIn Maturity” is not there yet

34’ What he teached 100 Salesforce reps about social selling

39’ Why he sees health as extremely important especially in sales

43’ Why Christian fiercely defends his calendar

1’ Why the right mindset is what differentiates A- from B-players

3’ Why for Umar mindset and not sales training is the new frontier for sales success

8’ How to connect to what’s unconsciously going on and fix limiting beliefs

13’ Why moving from “I know what to do” to “I do it” is so essential

19’ Why showing up fully present is crucial for sales success

23’ How to boost one’s self-esteem before a important sales conversation

31’ How Umar found his mission to help people positively change their mindset

Are you a startup founder and do not really know where to start with building up your sales or you are not happy with the revenue goals you reached so far? This episode will help you: We talk about why it is important to start with your ICP, tactics that help you shorten the sales cycle, and how a sales process actually could look like. There are some special tips in this episode for startups who have a physical product such as healthcare.

1’ Why Constantin & Cyrill founded a Sales Accelerator for Food & Beverage (F&B)

4’ How the opportunity for F&B is still the same as people still consume the same, but differently

7’ Why getting access to and feedback from the right distributors is crucial

9’ How F&B startups can get their products listed faster now than ever

12’ Why startups need to understand when customers now consume their products

15’ Why focus is key for sales

19’ How to spread out from local ambassadors towards big retailers

21’ How to balance opportunity and threat of scaling fast with production partners

24’ How word of mouth and key influence persons can boost your brand

28’ Why directly approaching “the big fish” is often the way to go

30’ Why nailing down a niche can help you not drive your price down

32’ How Planted got a lot of things right in 2020 while going B2B and B2C at the same time

33’ Why Cyrill loves “AldIPA” from Brewdog

1’ How Kajal launched her own startup with next to no B2B sales experience despite her MBA

4’ Why the narrative around sales is often misunderstood

7’ Why sales is a people-driven process

12’ How performance-driven incentives are not necessarily commission payments

16’ Why getting clear and transparent on one’s mission is crucial for sales success

19’ The role of being hyper-local on the ground is important in sales

23’ How customer segmentation got smarter over time

27’ Why - and how - writing a monthly newsletter can still work

33’ How understanding what’s top of mind for people enables outbound sales

37’ How operational activities can change but your DNA should not

39’ Why the biggest mistake of founders is (still) often overbuilding and not investing enough into customer discovery

1' How Matthias' inherently curious mindset brought him into Car Fleet Management

4' How Avrios' failure-tolerant culture helped young people with litte experience to prosper

9' Why being vulnerable in sales creates trust

14' Why customer-centricity is very key in sales

18' How feeling if and how a customer can buy now or later is crucial

22' How having a champion at the customer can help you get even through the Betriebsrat

26' That finding driven & persistent, but also empathic & coachable sales people is really hard

30' How the ego of corporates talking about themselves hurts sales success

34' Why startups need to see hiring through the lens of great sales people

39' That we have all the tools in Switzerland to thrive in B2B Startup Sales, but need to put it together

46' How getting a customer story online took up 9 months in a corporate vs 1/2 day in a startup

1' What brought Stephanie from Salesforce Marketing Cloud (back) to the startup world

6' Why starting product-led growth is a lot easier if you started out that way

10' How product-led growth can cause anxiety in Type A sales people losing control

15' Why really good sales reps might struggle at first with product-led growth

19' How Lumavate defines product-market-fit industry-agnostically

23' How marketing initiatives like custom baseball trading cards stand out

27' Why Stephanie cares about brand awareness instead of conversion for paid ads

31' How to leverage own personas even better

37' How creativity and rapid growth are difficult to combine

41' Why sales people hired as a startup need to have their hands dirty

46' When Stephanie was done being quiet and asking for permission

1' Dirk's start as a call center agent

2' What Dirk learned during his career

5' How to go about the sales processes at a Startups

10' Why consultants never learn to sell

13' Why sportspeople make great salespeople

20' How to balance salespeople's goals with long term goals of the company

22' What makes a good bonus system

25' How to shorten and define the sales cycle

30' How to improve onboarding time

35' Why Dirk joined a startup

38' Lead generation at Comatch

41' Dirk's last advice to you as a sales leader