Funky Sales Show | Der Podcast für modernen B2B-Vertrieb und Management

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How to pivot your start-up successfully:

Many founders know the struggle.
They launch their business and realize: Our market needs a different approach.
Or: We can make a much bigger impact - but need to adapt our product or business model radically.

The latter happened to @Florian Kramer.
With their startup @Lene Health they initially opted for a project-based solution in the sensitive field of mental health at work.

But in order to make an impact with their clients and their growth, the team recognized that a shift to a recurring SaaS model was essential.

Shifting from a low-tech project-based setup to a sophisticated tech-driven solution required a change in mindset and strategy.

So in today's #thesaassymphony podcast episode we talk about:
how they are managing their change from project-based to software as a service
what are their key indicators for success during that time
how to pivot without having big investors on board already

Tune in, have a listen and take what you need for your growth journey to be successful.

#b2bsaas #startup #pivot #investment


Florians LinkedIn
Lene Health Website

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Most start-ups have no clue who they are talking to - until they hit Series B.

There’s certainly no shame in that - most start-ups operate that way in their early stages.

Later on though, when they start raising capital and/or looking to scale they need a completely different approach.
Founder sales doesn’t work anymore.
The clients they have don’t have expansion potential.

So... what to do? Which levers do have when you want to professionalize your revenue generation process and surpass the magical 2-3 million ARR?

Glad you asked - because that’s what Jonathan Gregory and I talked about in the recent #thesaassymphony podcast episode.

Join us on this ride where we talk about crucial levers in positioning, how to come up with compelling value propositions and how to identify who you are really talking and selling to.

Have fun - and take what you can!

#b2bsaas #founder #startup #revenueorganization

Jonathan on LinkedIn

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Scaling without data is impossible. But gathering too much data will slow down growth. 
Scaling without growing your team? Won’t work. But scaling your team too quickly will also break your neck.

Many sales and revenue leaders struggle immensely under the pressure that scaling puts on them. 

Not because they aren’t capable - but rather because many of them have no experience in what it means to scale.

In order to help you avoid critical mistakes when scaling your team, I invited Benedikt Meuthen to join me for an episode of #thesaassymphony podcast.

Scaling his team from zero to 15 he knows all the pitfalls there are.

Ben shares his three greatest lessons in what to look for and what to avoid when you’re being tasked with growing revenue.

Spoiler: How much “process” do you really need? Which data is crucial to gather - and how much time should you spend in enablement?

Tune in, have fun and take what you need in order to level up your #RevOrg

#b2bsaas #scaling #tech 

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Your customer success team is only a cost center at your company - and you’d like to change this? Fortunately, you can (and this episode tells you how).

Actually, your CS-team can even secure your growth story and become a profit center!

Like it or not, more and more SaaS companies these days have a hard time growing new clients.

The only logical question therefore is: How can we expand and develop our existing ones even better?

In this episode of #thesaassymphony, Linus Haferkemper and I talk about exactly what has to be done in order to grow revenue from already existing clients – and even monetizing services that you are giving away for free right now.


We talked about what non-value-adding activities you should cut out, how to actually quantify your CS-teams impact and what you can do right away when thinking about leveraging your customer success potential.

Tune in, have fun!

#b2bsaas #customersuccess #growth

Linus' LinkedIn
Linus' Website

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Deep Dive: Sales Process Engineering - understanding the key decisions that need to be taken at each stage.

In this episode Patrick Trümpi and I get really nerdy.

Our talk focuses on qualification and sales process for both new customers and expansion.
We discussed different methodologies for crafting a sales process, including defining the steps and decisions that need to be made for every stage of the sales process.

You will learn about

- ensuring and facilitating smooth handovers
- creating alignment and accountability of all involved stakeholders
- the right timing to introduce a mutual action plan

And much more!

You wanted nerdy, deep dive content - I heard you and here we go.
Have a cold drink, lean back and enjoy this deep dive!


Patricks LinkedIn
Unique Website

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Imagine you start your job as an AE - and suddenly find yourself building the entire outbound-motion of the company.

Sounds crazy? Well that's what Tillmann Horn did. He started as a full cycle account executive and then built up the entire outbound motion.

Now, he is leading the outbound SDR & Inbound BDR motion in DACH & international markets for Xentral.

We talked about how to combine an underlying data suite (sourcing & analytics) with smart sales engagement technology and aligning marketing with sales - focusing all go-to-market efforts on annual recurring revenue.

Have a cold drink and enjoy this episode.


Tillmann on LinkedIn
Xentral

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How do you ACTUALLY set up a revenue organization?
What metrics should you use in order to align everyone on the same goal?
When building revenue teams, what should you look out for?

At some point in your life as a sales or revenue leader you gotta restructure how your company drives revenue.

You’ve simply grown too big - so you lack oversight over which activities actually drive pipeline.

But… how? How do you actually do this? How do you set up an org structure in your already existing one - and which people should you get on the team?

That’s exactly what Frank Piotraschke and I talked about in my recent podcast episode “How to set a revenue org (that you won’t regret)”.

Frank has been Senior Director Sales EMEA at Optimizely, Senior Vice President Global Sales at Staffbase and now Chief Revenue Officer at SoSafe - so he for sure knows a thing or two.

Get yourself a cold drink and enjoy this ride of an episode.

Franks LinkedIn
SoSafe Website

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Building up a revenue organization in hyper growth startups is tough.

My guest today is Maxim Markert -  former Chief Revenue Officer  at Skribble and Go-to-Market advisor for Corporate Rebels. 

Together, we are exploring the challenges of scaling an entire revenue organization and avoid creating silos between marketing, sales,  customer success and product - and how to overcome them.

Maxim and I share this intense experience - we both learned the hard way how tiny failures can make or break a growth engine's momentum - and that scaling and leading during hyper growth phases can feel like a complete rollercoaster .


Strongly influenced by his findings at and with Corporate Rebels we discussed how modern organizations and GTM teams can be organized entirely differently.


On top of it you will learn how to boost the reliability of your CRM data.

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Mastering the entire customer journey can become complicated quite quickly. 
Especially, if you bare in mind that - most probably - we are talking about different departments like:

Marketing
Sales
Customer Success
And Product


So, sooner than later mastering the entire customer journey will become complicated. 
That’s for sure.


Even more important to add some simplicity to the equation.


In today’s episode we will have a thorough look into the recurring revenue operating model - originally created by winning by design but now a free open standard.  
You will learn that on a meta level you only need 3 metrics to measure to achieve ground breaking results.

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When companies are growing, they often tend to note that their whole go to market process is not really aligned anymore.

Marketing is doing something else than the BDRs are doing. Sales is not selling what marketing offers and everyone in the company actually pitches the product in a different way.

That leads to efficiency losses at large scale.

In today’s episode I’ve got a guest with me: Alexander Müller - former consultant at Roland Berger, head of revenue operations at FORTO and vice president revenue operations at Cognigy. 
Together, we are talking about what appears to be the solution to all these problems: revenue operations.

We talk about:
- What are the indicators to set up a revenue, op steam 
- Who should be on your team, and 
- To whom should you report?

Tune in, have fun.

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