Patrick has done hundreds of discovery calls with customers with less than 20% talking time. Most salespeople struggle with asking the right and deepening questions and really find the meat on the bone. After listening to this episode, you will have learned several techniques that help you have better conversations with your prospect. For once, Patrick is a guest rather than the host - interviewed by Manuel.

Our Co-Host Manuel Hartmann is tested for his tactical knowledge - and withstands. If you want to learn how to finally send every follow-up as a video and how to actually get rid of the follow-ups completely, listen to this episode. Manuel and Patrick are interviewing each other for once. 

Was haben grüne Bananen mit LinkedIn zu tun?

Die meisten Deiner Zielkunden sind noch nicht “reif zum kaufen” - aber schätzen Mehrwert.

Professionelles Lead Nurturing wird immer wichtiger. Die Tools gibt es, Wissen ist oft rar.

👉Hier sind 3 Dinge, die ich von Susann lernen durfte in unserem Podcast

1️⃣ Mehrwert ist ein Muss: Niemand “tauscht ”seine Email-Adresse mehr für einen 1-Pager. Whitepaper, Reports und Case Studies müssen inhaltlich wertvoll sein.

2️⃣ Smarketing: Sales & Marketing müssen eng zusammenarbeiten. SDRs sind bei DRACOON im Marketing angesiedelt, Marketing-Mitarbeiter oft in Sales Calls dabei.

3️⃣Vernetzung hilft: Wir haben alle Tools, Plattformen und Podcasts um voneinander zu lernen. Wir müssen es nur tun, die Chancen dafür sind riesig!

P.S. Dracoon is hiring BDRs and Susann has some capacity on Fridays’ to help you as a “CMO as a service”...

Patrick and I told Dominik he cannot lose a single client building customer success at LARI.

He did not - which is truly amazing over nearly 2 years, while going 3x ARR in that time.

Customer Success (CS) is still a young discipline in Europe & it was great to learn from him.

👉Here are 3 things I learnt from Dominik on our podcast (full episode in 1st comment):

1️⃣ Stay close to your customers: Domink & his team have regular conversations with all their existing customers, no matter how small to drive 100%(+) Net Revenue Retention.

2️⃣ Few CS Experts: Customer Success is still a young discipline in Europe with few people who “have been there, done that”. Talent, Curiosity & Hunger seem therefore more important than experience here.

3️⃣CS is a profit center: Like sales, Customer Success exists to drive revenue.

Dominik loves to work in a function where he exists to increase ARR instead of saving costs.

P.S. LARI is hiring a Customer Success Manager for Suisse Romandie...

No upfront cost. Unlimited income potential. Absolutely love this tagline from Uvaro.

Sales Talent Acquisition is one of the biggest challenges of B2B Startups as I see it.

There are simply not enough great sales people available on the market.

👉Here are 3 things I learnt from Joseph Fung on our podcast (full episode in 1st comment):

1️⃣ Empathy is everything: B2B Tech Sales is a lot about the ability to listen actively.

About the consistency to understand, help and communicate with customers, NOT pitching.

2️⃣ Capabilities & Experience transfer: Empathy is independent of B2BTech.

3️⃣ A safe environment is key: People need practice & actionable feedback, like athletes.

Having them watching videos, throwing them in the field & shouting “sell more” doesn’t cut it.

I also love Joseph’s urgent curiosity to learn from others and staying so humble as a serial entrepreneur and just raising a $12 million Series A.

Shout-out to Joseph & Team for helping to add talent to the B2B Tech salesforce!

P.S. And yes, we’re thinking about how to best partner up re North America x Europe ;-)

Hendrik has led and grown his sales team at adjust.com to over 100 salespeople. Most impressively, during his time, he lost only two of his whole team. He knows exactly how a hiring process should look like, what questions to ask, and what needs to be done so that candidates do not say what we want to hear but rather who they really are. That is exactly what we cover in this episode with Patrick, CSO Unique.

Video is the future of sales. For prospecting, for building trust, for more pleasant sales.

But having meaningful video conversations at scale are “a beast”.

Tolstoy is bridging the gap between authentic conversation and robust scalabability

Here’s 3 takeaways from Dov on “Sales for Video 2.0”:

1️⃣Video is about making sales human: No make-up, script, perfection required

2️⃣Conversational Video: “Videobots” help to have a dialogue instead of just a “movie”

3️⃣Ongoing dialogue: Flexibility is power to build Mutual Action Plans, Q&A & more.

Also love Dov’s “value-first” mindset of building longer-term relationships first.

Shout-out also to Thibaut for sharing “the latest and greatest” on prospecting trends.

You nudged me to connect with Dov - keep up the amazing work!

Frank, der Gründer von "FoxCast", hat wertvolle Erfahrungen in Sales und Marketing und weiss ganz genau wo die Probleme und Lösungen in der Zusammenarbeit dieser zwei Abteilungen liegen. Wie und wo Ihr Eure B2B Buyer ansprecht, weshalb das Pferd nicht die Zukunft war, und der Umstieg auf einen Webshop nach 1999 keinen Sinn gemacht hat, erfahrt Ihr in dieser Folge. Ausserdem sprechen wir über die Amerikanische Vorgehensweise über Angst zu verkaufen und wie das in Europa ankommt.

Sebastian Oetzel, Head of Sales Field Services bei der LMIS AG ist einer der talentiertesten Storyteller, dem wir je begegnet sind. Er erzählt, wie er die potenziellen Kunden in den ersten Sekunden eines Gesprächs zum lachen bringt und wir er mit einer persönlichen Story an den Gatekeeper vorbei kommt. Überzeuge Dich selber von Sebastian's Talent und schaue Ihm seine zwei besten Tricks direkt ab.

Katrin Brugger ist seit über 10 Jahren im BtoB Sales unterwegs (wie auch als Co-Pilotin im Profi Rally Sport) und hat schon unterschiedliche und vor allem auch konservative Unternehmenskulturen erlebt - das ging so weit, dass Sales Leute Ihre Kontakte nicht teilen oder ins CRM eintragen wollten. Aus Angst das Wissen an die Kollegen weiter zu geben und damit selber weniger wert zu sein. Wie sie mit solchen Situationen umgegangen ist und was sie von Cold Calling hält, hört Ihr in dieser Episode moderiert von Patrick, CSO Unique