3' Why he let's new sales reps join sales calls even before formally starting at the company 

7' Why starting a sales career as a BDR (Business Development Rep) makes sense 

11' When hiring senior sales people makes total sense 16' Why sales is about having a conversation and not pitching 

20' Why starting hunting a startup only when you are "ready" is too late 

25' Why measuring BDRs in SQLs (Sales Qualified Leads), but also revenue contribution makes sense 

30' How culture influences sales compensation structure - "0 vs 2x commission?" 

34' How an ARR leaderboard is motivating the whole sales team daily 

39' Why keeping the whole team together is key especially when scaling 

43' Why evaluating bad sales performance is sometimes like having a bad hand in poker

0' How Thibaut came up with the name SalesLabs and why he became an entrepreneur 

4' How he moved from 2.5k to 10k+ LinkedIn followers within 6 months 

9' How he balances automated outreach and tools with high-quality engagement 

14' Why building habits is key for consistency to achieve sustainable success 

21' Why self-awareness is key to be(come) a good VP Sales 

25' How he found out that is easier to selling to SDRs than VP Sales  

28' Why it is very tough but crucial to make sales person-independent 

31' Why your job in sales enablement is building products for the sales team 

37' How you can technically find phone numbers online, and why you should be careful with it 

40' Why "the DIN (Deutsche Industrie Norm) mindset" is hindering sales innovation in DACH

0’ How he installed Beekeeper’s sales-driven attitude at Yokoy

4’ How breaking down annual goals helps driving continuous sales performance

8’ Why customers need to accept the closing plan and fully commit to it

12’ Why Business Development Reps (BDRs) are a sales guys best friend

16’ Why he is not afraid of signing Kodiak bears now but have them start later

19’ Why attitude is much more important than degrees in sales

22’ Why there is nothing more honest than selling to sales guys

28’ Why it makes sense to have introverted tech people at the sales table

33’ Why sales is all about seeing what works, scale it and then not break it

37’ Why investing into a CRM and data is essential for everybody in sales

40’ Why laziness can be an asset

44’ Why culture shapes how many startups have too many expenses