Thomas has built up a team of 18 SDRs in the past two years. He shares his two absolute favourite tips when it comes to selling as well as his favourite outbound tactics and sequences. For (aspiring) sales leaders, we are also talking about the difficulties to hire and training an SDR team remotely. 

In case somebody approaches us with a problem, we talk about a solution way too quickly. In sales as well as relationships. Katharina and Patrick talk about the GROW model, with which in mind you will become better at asking questions. The model, originally from coaching, will help you arrange the thoughts and find question. We are role playing a situation as well as talk about how to write a closing plan after the customer agreed on a solution. Have fun and we are looking forward to receiving your feedback.

Imagine you have no product to sell yet and have to get into a first call with your customer. What do you do? Patrick and Alexis are playing a prospect interaction - Patrick is the salesperson and Alexis the customer. The Unique product is just about to be released and both have not talked too many prospects yet. Listen in to learn how to structure your first call and really get to the bone of the meat with the right discovery questions at the right time

Right after the start, Gerke is sharing his two tactical tips you as a salesperson can use immediately thereafter. It is about getting more information on prospects you do not reach and properly follow-up. As Gerke hired a significant number of salespeople the past 6 months, he is also sharing concrete exercises to do and questions to ask during the hiring process. 

Many salespeople focus on the wrong opportunities and keep spending time with people who do not want to buy. That is why Nicholas and Patrick talk about Nicholas' approach to focus and qualification early in the sales process. The second main topic of this episode is cold calling. Ho do you prepare and launch a cold call? What mindset do you need? Listen in and give us some feedback. If you want to check out: noCRM.io

Jake Dunlap is a leader in the Sales Enablement space I’ve been following for the last 18 months. He overachieved my already high expectations as a guest for our B2B Startup Sales Podcast. Let me share 3 arguments why.

Humble Hustling: He built Skaled from the ground up to $5M annual revenue with 0 external funding. After he scaled Glassdoor’s sales team from 1 to 30+ people and $1M M!(R)R in 12 months. He made 0 fuzz about these achievements, but focused on providing value to the audience.

Value before price: Even if he surely could, their first call with prospects is all about discovery, being helpful and understanding if they could be more helpful. NOT about a 0 value-adding “interrogation” of generic qualifications.

Collaboration before Competition: We are actually quite excited about the potential of expanding our footprint to help our clients in their go-to-market Europe (SalesPlaybook <-> North America (Skaled).

David joined Byrd as a VP of Sales rigt before the corona crisis. He managed to build and develop a great sales team that was able to grow revenue by more than 300%. What exactly he has done to achieve those amazing results, you will hear in this episode with Patrick.

Boyke has been into sales for the past 25 years. The sales profession changed a lot during that time, and Boyke grew with it. He is a firm believer in value selling and knows what questions to ask at what time in the sales cycle. You will hear a lot of examples you can use directly for your own calls. 

“We will help you to double your revenue in 90 days” sounds a lot like clickbait.

Having Simon Severino from Strategysprints on the podcast was however a true pleasure as he shares our mindset of “playing long-term games with long-term people”.

Here are 3 things we learnt from the conversation with him:

1. Referral Teams require mutual commitment: He built a JVC - a Joint Venture Club to institutionalise who does what in what rhythm to make sure things actually happen and make referrals (more) predictable.

2. Lifetime Referral Fees: He embraces a 20% lifetime referral fee - which investors typically hate - with a pure-play mindset of "making a bigger cake" and building trusted, long-term partnerships and even friendships.

3. Move "2 levels above fulfilment": A founder needs to work more ON the business than IN the business and remove herself from operations.

Saša is a passionate salesman. One can definitely feel that from the way he speaks about such topics as "pitching", "resilience" and "persistence". You can put more pressure on your prospects than you think. How you do that? We guess you have to listen to learn that :)