In this Quick Insight episode of Sales in DACH, we sit down with Toygar Cinar to talk about one of the most overlooked success factors in sales careers: choosing the right company – and advocating for yourself once you’re in.

Toygar explains why applying for a job is not a one-sided power dynamic, how to honestly assess whether a role and company truly fit your personality, and why ignoring this step often leads to burnout and frustration.

We also dive into how to approach salary conversations with confidence, think in terms of value instead of entitlement, and build a clear development path with your manager – especially in the DACH market.

If you want to grow sustainably in sales, avoid career mistakes, and negotiate from a position of strength, this episode is for you.

In this episode, you’ll learn:

• Why choosing the wrong company can hurt your career more than a bad role

• How to assess leadership style and culture before accepting an offer

• Why honesty with yourself is key to long-term success

• How to approach salary talks without fear or entitlement

• How to position yourself as a long-term asset, not a cost

Perfect for SDRs, Account Executives, and anyone building a sales career in the DACH region.

In this Quick Insight episode of Sales in DACH, we sit down with Niels Brabandt, leadership expert, to break down what effective leadership in sales actually means — beyond titles, micromanagement, and gut feeling.

Niels explains why strong leadership is built on structure, transparency, and trust, how cultural differences shape leadership styles in the DACH market, and why blindly enforcing KPIs often leads to the opposite of what leaders want.

We also discuss how to lead individuals instead of stereotypes, why one-on-ones are critical, and why leaders must carry the burden of proof when setting rules and expectations.

If you lead sales teams — or want to — this episode will fundamentally change how you think about leadership.

In this episode, you’ll learn:

• Why micromanagement kills performance and motivation

• How to lead individuals instead of managing averages

• Why transparency and plausibility matter more than authority

• How culture impacts leadership in the DACH region

• What high-performing sales teams really need from their leaders

Perfect for sales leaders, founders, managers, and anyone aspiring to lead teams in the DACH market.

Why is prospecting engineers, CTOs, and technical leaders so hard?

In this Quick Insight episode, we sit down with Mafalda Johannsen to break down how to effectively prospect into technical personas — without sounding salesy or irrelevant.

We talk about how engineers think, why generic outreach fails, and how to tailor your messaging so technical buyers actually recognize themselves in your emails.

If you struggle with low reply rates, vague ICPs, or selling into highly technical teams, this episode will give you practical, no-fluff guidance.

• Why technical personas are the hardest to prospect

• How to adapt your outreach to engineers and CTOs

• How to build trust with technical buyers in the DACH market

• Why relevance beats creativity when selling to engineers

• How Customer Success, Sales, and Product alignment helps with expansion

Perfect for Account Executives, SDRs, Customer Success Managers, founders, and sales leaders who want to open doors with technical decision-makers and build stronger long-term relationships.

💡 You’ll learn:

Why do so many B2B deals fall apart during negotiation?

In this Quick Insight episode of Sales in DACH, Ibrahim Chebli explains why entering price discussions too early kills deal momentum — and how the best negotiations don’t feel like negotiations at all.

We talk about how to shift the conversation from price to value, how to guide prospects with the right questions, and why trust and professionalism matter more than hard tactics in the DACH market.

If you want to negotiate with confidence, avoid discount pressure, and close deals without damaging long-term relationships, this episode is for you.

• Why price is never the starting point in DACH negotiations

• How active listening changes the entire dynamic

• The question that instantly resets stalled negotiations

• How to protect value without turning negotiations into battles

• What makes negotiation culture in DACH different

Perfect for Account Executives, SDRs, founders, and sales leaders who want to close better deals through trust-based negotiation.

Customer Success is often misunderstood as account management or premium support — but in reality, it’s one of the strongest growth levers in B2B, especially in the DACH market.

In this episode of Sales in DACH, Helena sits down with Cara Benecke to unpack what Customer Success really means in practice — and how it directly impacts retention, expansion, and long-term revenue.

Cara shares how Customer Success should be built around partnerships, clear KPIs, and measurable outcomes, not just check-ins or QBRs. We also talk about how Sales and Customer Success need to align to prevent churn before it happens.

In this episode, you’ll learn:
• What Customer Success actually means beyond account management
• How to spot churn risks early — before customers disengage
• Cara’s approach to building long-term client partnerships
• Why Customer Success needs structure, ownership, and clear KPIs
• How aligning Sales and Customer Success drives sustainable growth

Perfect for Account Executives, Customer Success Managers, founders, and sales leaders who want to retain customers, expand accounts, and turn Customer Success into a real revenue driver in the DACH B2B market.

More about Cara:
LinkedIn: / cara-benecke
Masterclass: https://app.salesindach.com/offers/md...

Connect with Helena Klaus:
/ helenaklaus

Follow Sales in DACH on Instagram:
/ salesindach

Sales Hacks for DACH:
https://app.salesindach.com/newslette...

Trade Fairs That Actually Close Deals (Ft. Bjoern Andres)

Trade fairs don’t fail because of bad booth design — they fail because companies treat them like marketing shows instead of a real sales channel.

In this episode of Sales in DACH, Helena sits down with Bjoern Andres to break down how to turn trade fairs into a predictable source of pipeline and revenue in the DACH market.

With hundreds of fairs behind him, Bjoern shares what most companies get wrong, how to properly prepare sales teams, and why conversations, qualification, and follow-up matter far more than fancy stands or giveaways.

You’ll learn:
• Why most companies waste their trade fair budget
• How to attract, qualify, and convert visitors at your booth
• What makes trade fair conversations work in the DACH region
• Why preparation and follow-up beat booth design every time
• How to approach visitors without sounding salesy
• How Messe Boyz help companies reinvent trade fairs as a sales engine

A must-listen for Account Executives, SDRs, founders, and sales leaders who want to stop collecting business cards — and start closing deals at fairs.

More about Bjoern:
LinkedIn: / bjoern-andres
Podcast Ungefiltert: https://shorturl.at/TWtJm
Messe Boyz: https://www.messeboyz.com/

Connect with Helena Klaus:
LinkedIn: / helenaklaus

Follow Sales in DACH on Instagram:
/ salesindach

Sales Hacks for DACH:
https://app.salesindach.com/newslette...

Control & Commitment: How to Build Trust in DACH Sales (Ft. Vinzenz Dimpflmaier)

Selling to German-speaking buyers isn’t about pitching harder — it’s about building trust, giving control, and earning real commitment.

In this episode of Sales in DACH, Helena talks with Vinzenz Dimpflmaier about why prospects in Germany, Austria, and Switzerland are often skeptical toward salespeople — and how the right questions completely change that dynamic.

We break down how to structure discovery calls so buyers don’t feel interrogated, why expectation-setting matters from minute one, and how to qualify early without pressure.

You’ll learn:
• Why German buyers value control in sales conversations
• How transparency removes suspicion and builds trust
• Three questions that help you qualify or disqualify early
• How to spot window shoppers within the first call
• Why commitment in DACH is rare — but extremely reliable
• How DACH sales differ from US and French sales cultures

A must-listen for Account Executives, SDRs, BDRs, founders, and sales leaders selling in the DACH B2B market.

More about Vinz:
LinkedIn: / vinzenz-dimpflmaier-5886681a1
Masterclass: https://app.salesindach.com/offers/bV...

Connect with Helena Klaus:
LinkedIn: / helenaklaus

Follow Sales in DACH on Instagram:
/ salesindach

Sales Hacks for DACH:
https://app.salesindach.com/newslette...

If you’re planning to sell into the DACH market, AI is not where you should begin.

In this episode of Sales in DACH, Helena sits down with Thibaut Souyris to discuss how sellers can use AI the right way — without losing trust, authenticity, or control.

We break down why understanding German buyer behavior and culture comes before automation, how AI can help with data enrichment and repetitive tasks, and why most “AI sales tools” overpromise and underdeliver.

You’ll learn:
• Why AI won’t replace the human core of sales
• When automation actually helps — and when it hurts
• How to use AI for research and productivity without sounding fake
• Why templates don’t work anymore (especially on LinkedIn)
• How to think about prompting as training, not asking

A must-listen for SDRs, Account Executives, founders, and sales leaders selling in Germany, Austria, and Switzerland.

More about Thibaut:
LinkedIn: https://www.linkedin.com/in/thibautsouyris

Follow Sales in DACH on Instagram:
https://www.instagram.com/salesindach

Connect with Helena Klaus on LinkedIn:
https://www.linkedin.com/in/helenaklaus

STOP CHASING DEALS: Why Trust Wins in DACH Sales (Ft. Django)

Why do German and Swiss buyers react so differently to pressure, follow-ups, and “just checking in” emails?

In this episode of Sales in DACH, we sit down with Account Executive Django to break down what actually works in the DACH market: trust-first selling, relationship-building, and value-led follow-ups — especially when prospects are skeptical or just “window shopping.”

💥 In This Episode You Will Learn:

1. Why Trust Is the #1 Sales Asset in DACH
   Why German and Swiss prospects need more time to open up — and what that means for your sales process.

2. Stop Following Up Like Everyone Else
   Why generic follow-ups annoy DACH buyers and how to re-engage only when you have real value (e.g., personalized demo setups).

3. How to Spot Window Shoppers Early
   How Django protects his time, qualifies faster, and avoids chasing prospects who won’t buy.

4. DACH Meeting Etiquette That Matters
   Punctuality, efficiency, and how to handle late prospects without creating embarrassment (“Is the link not working?”).

Share this episode with anyone selling into Germany, Austria, or Switzerland — especially AEs, SDRs, BDRs, founders, and sales leaders.

Connect with Helena on LinkedIn:
https://www.linkedin.com/in/helenaklaus

More about Django:
• LinkedIn: https://www.linkedin.com/in/django-bola-63a277192/
• Masterclass: https://app.salesindach.com/offers/wu...

Sales in DACH on Instagram:
https://www.instagram.com/salesindach

#SalesInDACH #B2BSales #AccountExecutive #DACH #GermanSales #SwissSales #SaaSSales #SalesPsychology #FollowUpStrategy #HelenaKlaus #Django

Trade Fairs That Actually Close Deals (Ft. Bjoern Andres)

Trade fairs don’t fail because of bad booth design — they fail because companies treat them like marketing shows instead of a real sales channel.

In this episode of Sales in DACH, Helena sits down with Bjoern Andres to break down how to turn trade fairs into a predictable source of pipeline and revenue in the DACH market.

With hundreds of fairs behind him, Bjoern shares what most companies get wrong, how to properly prepare sales teams, and why conversations, qualification, and follow-up matter far more than fancy stands or giveaways.

You’ll learn:
• Why most companies waste their trade fair budget
• How to attract, qualify, and convert visitors at your booth
• What makes trade fair conversations work in the DACH region
• Why preparation and follow-up beat booth design every time
• How to approach visitors without sounding salesy
• How Messe Boyz help companies reinvent trade fairs as a sales engine

A must-listen for Account Executives, SDRs, founders, and sales leaders who want to stop collecting business cards — and start closing deals at fairs.

More about Bjoern:
LinkedIn: / bjoern-andres
Podcast Ungefiltert: https://shorturl.at/TWtJm
Messe Boyz: https://www.messeboyz.com/

Connect with Helena Klaus:
LinkedIn: / helenaklaus

Follow Sales in DACH on Instagram:
/ salesindach

Sales Hacks for DACH:
https://app.salesindach.com/newslette...