SALES DEALS COLLAPSED? Never Make These 3 Enterprise Sales Mistakes Again! (Ft. Florian)Have you ever lost a mega-deal because the CEO blocked it at the very last moment?In this episode, we dive deep into the dark side of Enterprise Sales! Together with sales expert Florian, we dissect the biggest myths and common mistakes that top sellers make in the B2B world.Florian shares his experiences from selling to giants like Microsoft and explains why the longest sales cycle is often the most dangerous one.💥 In This Episode You Will Learn:1. The Truth About the "Champion" (and the Hidden CEO)Why your main contact might not be the person who actually signs the deal.The phenomenon of "CEO-ish" people in large organizations and how to identify them.How Florian's champion saved him on a multi-million-dollar deal at the last minute (the story about the 4 AM meeting!).2. The Secret to Florian's "5-Minute" PreparationHow an efficient research framework allows you to achieve 50% more sales success in less than five minutes (Florian reveals the trick with Human Linker!).Why it is fatal to waste too much time researching irrelevant company details.3. The Psychological Killer-Mistakes in NegotiationThe infamous "Teflon Effect": Why employees in large corporations often avoid critical decisions (like buying your product).The biggest killer in Enterprise Sales: Why you must NEVER appear desperate during negotiation—even if the deal is life-changing for your quarter.The most important posture in the final stage: "Let's make it or let's break it here."Share this episode with colleagues working on large deals or expanding into the enterprise segment.Connect with Helena on LinkedIn: https://www.linkedin.com/in/helenaklausMore from Florian • LinkedIn: https://www.linkedin.com/in/florian-dostert/ • Enterprise Sales Masterclass: https://app.salesindach.com/offers/Aj56LwNV/checkoutSales in DACH on Instagram: https://www.instagram.com/salesindach#EnterpriseSales #B2BSales #SalesInDACH #SalesTips #StakeholderManagement #ChampionSelling #Negotiation #SaaSSales #AccountExecutive #HelenaKlaus #FlorianDostert

Cold calling isn’t dead — it’s just done wrong. In this video, we break down why most salespeople struggle, how psychology actually drives successful cold calls, and what really works in DACH vs. UK/US markets.Master the fundamentals, improve your conversions, and turn cold calling into your most powerful sales skill.Before you listen:How strong is your outbound game, really?👉 Take the free 3-minute Sales Skill Test:https://salesindach.involve.me/salesquiz You’ll learn:• Why buyers hate pitches (and what they enjoy instead)• The 3 psychological triggers of great cold calls• How to build trust fast through tone & mirroring• Positive priming & loss aversion explained• My proven cold call opener and frameworkPerfect for SDRs, BDRs, AEs, founders, and sales leaders who want real results in the DACH B2B space.Know someone struggling with outbound? Share this episode with them.Connect with me (Helena Klaus) on LinkedIn:https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachMore about Jiri Siklar:LinkedIn • Podcast • Masterclass#ColdCalling #B2BSales #OutboundSales #DACHSales #SalesInDACH #HelenaKlaus #JiriSiklar #SalesTips #SalesPodcast

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...

Sales is high pressure — and without protecting your mental health, success doesn’t last. Carolina Bräuninger joins us to share her personal story of burnout, why awareness is key, and what practical exercises can help sellers and leaders build resilience.

What you will learn in this episode:

• Why mental health is your number one sales tool

• How unrealistic targets and identity at work fuel burnout

• The importance of open communication and trust in teams

• Practical routines like box breathing, writing, and focus blockers

• Why mental health should be part of every sales culture

Perfect for SDRs, AEs, entrepreneurs, and leaders who want to sustain performance without sacrificing wellbeing.

Links & Resources:

Caro on LinkedIn: https://www.linkedin.com/in/carolinabraeuninger/

Caro’s Masterclass: https://app.salesindach.com/offers/LQM5BKps/checkout

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

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

Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Lars Krüger about the art of handling objections in the DACH market. Lars explains why most sellers lack a playbook, why role plays are a game changer, and how cultural differences in Germany shape the way objections need to be handled.

What you will learn in this episode:
• The three biggest mistakes sellers make with objections
• How to build a repeatable objection handling playbook
• Why German prospects are more direct and what that means for you
• The psychology behind the wish and motive techniques
• Why price objections are often a sign that the customer wants to buy

Perfect for SDRs, Account Executives, and founders who want to improve their objection handling skills and build trust in the DACH region.

Links & Resources:
Lars on LinkedIn: https://www.linkedin.com/in/kruegerlars/
Lars’ Podcast: https://open.spotify.com/show/54NSEOR4TbucINTql1mWED
Lars’ Masterclass: https://app.salesindach.com/offers/LuZo78FU/checkout

Helena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus
Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach
Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Simon Asanger about the differences between SMB and enterprise sales in the DACH region. Simon shares what changes when you move from fast paced, customer centric SMB sales to structured, data driven enterprise sales and why trust, flexibility, and language are the real keys to success in this market.

What you will learn in this episode:

• Why SMB sales is fast, emotional, and flexible

• Why enterprise sales requires patience, data, and multiple stakeholders

• How cultural and regional nuances shape sales conversations in DACH

• Why speaking German is often a make or break factor

• Why brand reputation is losing ground to trust and personalization

Perfect for SDRs, Account Executives, and sales leaders who want to understand both SMB and enterprise selling and find their best fit in the DACH market.

Links & Resources:

Simon on LinkedIn:

https://www.linkedin.com/in/simon-asanger/

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

Follow Sales in DACH on Instagram:

https://www.instagram.com/salesindach

Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Jannis about how to master enterprise prospecting in the DACH region.

Jannis explains why large accounts often give you more opportunities than SMBs, how to personalize outreach effectively, and why trust is the key to winning complex deals.

What you will learn in this episode:

• Why enterprise prospecting can be easier than SMB outreach

• How to write messages that feel truly personal

• Jannis’ bottom-up vs top-down account strategies

• The cultural differences in selling to DACH enterprises

• Why SDR experience creates better Account Executives

Perfect for SDRs, Account Executives, and founders who want to improve their pipeline generation and win in enterprise sales.

Links & Resources:

Jannis on LinkedIn: https://www.linkedin.com/in/jannisru%C3%9F

Jannis’ Masterclass:

https://app.salesindach.com/offers/QxAmqRM8/checkout

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

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

Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sit down with Toygar Cinar to explore how to build a successful sales career in the DACH region.

From crafting a winning CV to acing interviews and adapting to cultural expectations, Toygar shares practical strategies for standing out and growing in sales.

In this episode, you will learn:
• How to write a CV that gets noticed in DACH
• The key traits sales leaders look for
• Why resilience and communication skills matter most
• How cultural expectations shape recruiting
• Toygar’s proven playbook for sales career growth

More about Toygar:LinkedIn: https://www.linkedin.com/in/tcinar/

His Masterclass: https://app.salesindach.com/offers/zXGczk9P/checkout

Helena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus
Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach
Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sit down with leadership expert Niels Brabandt to explore what great sales leadership really means in the DACH region.

From building trust to leading across generations and cultures, Niels shares proven strategies to develop high-performing teams.

In this episode, you will learn:

• Why leadership is the foundation for sales success

• The most common mistakes leaders make in DACH

• How to adapt leadership across generations and cultures

• Why networking is often underestimated in Germany

• Niels’ framework for sustainable leadership

More about Niels:LinkedIn: https://www.linkedin.com/in/nielsbrabandt/His Masterclass: https://app.salesindach.com/offers/heo7YYuh/checkout

Helena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus
Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach
Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sat down with Mafalda Johannsen to explore how sellers can successfully prospect into technical personas. She shares how to navigate engineers’ skepticism, structure your messaging, and build credibility with highly technical buyers.

In this episode, you will learn:

• Why Customer Success is more than retention

• How to create trust-based relationships in DACH

• The role of empathy in renewals

• How to identify upsell opportunities

• Mafalda’s proven playbook for scaling Customer Success

More about Mafalda:

LinkedIn:

https://www.linkedin.com/in/mafalda-johannsen/

Her Masterclass: https://app.salesindach.com/offers/47R26qTK/checkout

Helena Klaus on LinkedIn:

https://www.linkedin.com/in/helenaklaus

Follow Sales in DACH on Instagram:

https://www.instagram.com/salesindach

Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach