In this episode of Sales in DACH, Helena Klaus speaks with Carolina Bräuninger about a topic that is still rarely discussed in sales: mental health.Caro explains why you yourself are the most important tool in sales. If your mental and physical health suffer, your performance inevitably follows. Yet many people in sales continue to ignore the early warning signs until the pressure becomes overwhelming.Together, Helena and Caro discuss why mental health conversations can still feel uncomfortable in the workplace, how generational perspectives influence the topic, and why it is often harder to recognize mental struggles compared to physical injuries.Caro also shares her personal experiences from working in high-pressure sales environments and explains why burnout often develops slowly and quietly. Unrealistic targets, constant performance pressure, and the emotional highs and lows of closing or losing deals can create a cycle that many sales professionals struggle to escape.In this conversation, you’ll learn how to recognize early warning signs, why separating your personal identity from your job is essential, and how both individual contributors and leaders can create healthier, more sustainable sales careers.More about Caro:LinkedIn: https://www.linkedin.com/in/carolinabraeuninger/Her Masterclass: https://app.salesindach.com/offers/LQM5BKps/checkoutConnect with me (Helena Klaus):https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dachSubscribe and turn on notifications so you never miss fresh B2B sales insights.#SalesInDACH #MentalHealth #SalesPerformance #DACHSales #HelenaKlaus #CarolinaBräuninger #SalesTips #BurnoutPrevention #SalesPodcast

In this Quick Insight episode of Sales in DACH, we sit down with Lars Krüger to break down why objection handling fails for most sellers — and how to fix it.

Lars explains why arguing with prospects kills momentum, why every sales team needs a clear objection-handling playbook, and why role plays are the most underrated sales skill builder. We also explore the psychology of objections in the DACH region, where buyers are more direct and culturally different from other markets.

If you want to turn objections into real conversations instead of dead ends, this episode is for you.

Before you hit play:
How strong is your objection handling game?
Take the free 3-minute AE Skill Check:
https://salesindach.involve.me/aesale...

• The biggest mistakes sellers make when handling objections
• How to build a repeatable objection-handling playbook
• Why role plays outperform scripts and theory
• How to avoid arguing and uncover real buying motives
• Why price objections are often buying signals

Perfect for SDRs, Account Executives, and sales leaders selling into the DACH B2B market.

You’ll learn:

In this episode of Sales in DACH, we sit down with Simon Asanger to break down the real differences between SMB and enterprise sales in the DACH region.

From sales cycles and deal complexity to data, trust, and brand leverage, Simon shares what truly changes when you move from fast-paced SMB deals to long-term enterprise sales — and why success in DACH requires a different mindset than in other markets.

If you’re deciding between SMB and enterprise sales, or want to understand how to win in both, this episode delivers clear insights and practical takeaways.

Before you hit play:
How strong is your Account Executive game, really?
Take the free 3-minute AE Skill Check:
https://salesindach.involve.me/aesale...

• The key differences between SMB and enterprise sales in DACH
• How sales cycles, stakeholders, and decision making change
• Why trust beats brand in today’s DACH market
• How data-driven selling impacts enterprise deals
• Why personalization and flexibility are critical for long-term success

Perfect for Account Executives, SDRs, founders, and sales leaders who want to understand the DACH market and choose the right sales path.

More about Simon:
LinkedIn: / simon-asanger

Connect with me (Helena Klaus):
/ helenaklaus

Follow Sales in DACH:
Instagram: / salesindach
Sales Hacks Newsletter:
https://app.salesindach.com/newslette...

🔔 Subscribe so you never miss fresh B2B sales insights.

In this episode, you’ll learn:

In this Quick Insight episode of Sales in DACH, we sit down with Jannis Ruß to break down what really works when prospecting and selling into DACH enterprise accounts.

Jannis explains why enterprise deals in the DACH region follow a very different logic compared to the UK or US, why trust and relevance come before speed, and how smart sellers use bottom-up and top-down strategies to navigate complex account structures.

We also talk about why enterprise prospecting can sometimes be easier than SMB, how to build internal trust without burning relationships, and why the best Account Executives usually started as SDRs.

In this episode, you’ll learn:

• Why DACH enterprises need more trust before commitment

• How to prospect large accounts without mass automation

• When to use bottom-up vs. top-down approaches

• How internal trust accelerates enterprise deals

• What separates average SDRs from top-performing AEs

Perfect for SDRs, Account Executives, and sales leaders who want to build pipeline strategically and win enterprise deals in the DACH B2B market.

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...