1' Vijay's story

3' Why Vijay is on a one-year sabbatical

6' Urgency vs. importance

10' Founders: The most important trait looking for the first sales/marketing hire

14' What should or should not be outsourced in marketing

19' KPIs

25' What channels Vijay would go about first as a BtoB startup

35' Recent changes in BtoB marketing

37' Top skills needed in marketing

2' How Max started his first company...

11' ...and got into a burnout

16' The first "secret": Meaningful conversations & summarizing

21' The one thing that helps to shorten the sales cycle

24' How salespeople's actions led to a broken model of selling

28' The technique to start a meaningful sales conversation

32' The second "secret": The irresistible offer

37' The third "secret": Sell results that are relevant in a downturn

44' summarizing the most important points

45' What an irresistible offer needs to consist of

3' How Nico got into sales

11' Why a great company culture is the solution for most corporate challenges

14' What Nico learned in his first sales job

18' On the most important task to succeed in sales

25' The one universal rule in sales

27' On sales salaries and commission

43' Salary Intransparency

44' How Nico grew the consultancy from 2 to 30 people

53' The four layers of objection handling

1' Why entrepreneurship is a lifestyle for Daniel since he was 16 years old 

4' Why recruiting is sales at the very core and why trust is key 

8' Why "care" is the most important aspect Daniel cares about in recruiting 

14' How performance also in sales is more than just numbers 

18' Why observing behaviour is a process, making recruiting fundamentally difficult 

24' Why Daniel asks less about characteristics and more what they mean to a person 

27' Why he was and is impressed by the recruiting process of his new employer 

35' Why understanding time is crucial for startup hiring 

38' How he finds fulfilment in the process itself without an end-result 

42' Why he went from self-employed to employee after 7+ years

1' How Antoine got from a Hotel School into Tech Sales 

5' What Antoine likes most about sales: Andrenaline, human contact, and pressure 

8' When is the Adrenaline pike in a sales cycle and why it matters 

11' How COVID impacted sales 

13' When you should mention price in sales 

14' why mimicking is important and what to do about it 

21' Why you should talk openly about your competition 

23' What are key traits to look for in salespeople 

27’ Why sales is not for everyone 

34’ What makes a good closer and why it is important 

40’ Tactics to shorten the sales cycle

2' What sales and software engineering have in common 

5' Why Maddy stopped MVPs but believes in Minimum Sellable Products 

8' Why founders should differentiate between numbers and process 

13' Why skipping steps in the sales process of building relationships does not work 

19' What "Differentiate or Die" really means for sales 

23' How building funnels bottom-up but executing them top-down matters 

31' Why customer acquisition costs is not (only) a job of sales & marketing 

32' Why you should only ever automate what already works  

36' Why closing knowledge gaps can help shorten sales cycles - if prospects feel comfortable 

44' How starting to build a sales funnel in an Excel file or a canvas works perfectly well

1' How sales reps increased revenue by up to 89% after gaining real-time insights from customers

3' How relative feedback scales such as a Likert scale can help sales reps set the right learning priorities 

7' What 5 key traits Martin looks for when hiring sales reps 

11' Why sales people should adopt the same mentality of constant iterations and learning as in agile, scrum etc. 

14' How sales people using the right technology and tools have a competitive advantage 

19' How remote sales forces sales people to transition to a value-delivering advisor 

22' How people fixing 2-3 key improvement areas instantly increase their conversion rates 

28' How sales people in DACH are fundamentally working against a relatively change-resistant culture 

31' Why Martin thinks the sales profession will gain more recognition and attractiveness in the years to come 

35' What value he got from having worked with sales coaches and when leveraging tools make sense

2' How Moritz experienced a cold call-heavy, "push-style" sales approach early in his career 

4' How he went from cold calling to "Cold Looming" and why videos are underused in sales in Europe 

7' Why sales people need to be driven for success - and need to be successful in itself 

12' How he sees the importance of competitiveness and curiosity as key traits for sales 

17' Why people that experienced severe failure see sales as an opportunity to prove something 

20' Why Moritz is a super big fan of hiring door-to-door sales people 

24' How buying something at a street food festival convinced him of the value of sales coaching 

27' Why all the content is out there to consume, but execution is key 

33' How he implemented sales habits changing behaviour by practicing real-life scenarios (40x...) 

38' How local culture have a direct influence on how you approach prospects 

43' Why building strong relationships is crucial especially in Switzerland 

45' How Moritz actually started his sales career in primary school with candy and Pokemon cards...

3' Why Yves & Raphael are obsessed about customer centricity 

7' Why gathering evidence along the way is key to succeed for iterative product development

11' How they design experiments to test assumptions and hypotheses of their clients 

16' How they make pivoting as cheap as possible 21' When Virtual Brands with thought-up products make a lot of sense 

25' Why inviting a bunch of people to your innovation laboratory is a completely different ballgame 

29' Why spending a little money upfront is great value-for-money to "bet on the right horse" 

34' How product validation and B2B sales are in some ways very similar 

39' Why "keeping it up" on learning is crucial to get maximum value from market validation 

44' Why sales is an essential part of product development

2' How Lisa started building up Customer Success Management (CSM) from scratch 

5' Why doing CSM initially for free makes sense until figuring out what people want to pay for 

9' Why reflecting if and how your product can generate Customer Lifetime Value without people 

12' What to consider when assigning responsibility for renewals to sales vs CSM 

18' Why sales needs to be ambitious and creative on how to sell the product in the market 

22' How she channeled customer feedback from sales to product management over time 

28' What a Product Marketing Manager is actually doing 

32' How fast-changing companies require fast-changing adaptations and methods 

35' How sales, marketing and product marketing can collaborate to figure out what to build next 

38' Why the usual job interview answer "patience is my weakness - which is OK" does not work for CSM 

40' What Lisa is up to next...