In this episode of Sales in DACH, we talk with Ibrahim Chebli about the art of negotiation in B2B sales.

Ibrahim explains why entering price talks too early kills deals, how to use active listening to uncover real needs, and why great negotiations often don’t feel like negotiations at all.

What you’ll learn in this episode:

• Why price discussions should never come first

• Ibrahim’s go-to opening line: “Why are we sitting here today?” • How to keep negotiations from turning into conflicts

• The cultural nuances of negotiating in the DACH market

• Why professionalism and consistency create leverage

Perfect for Account Executives, SDRs, founders, and sales leaders who want to master negotiation and close deals with confidence.

Links & Resources:

Ibrahim on LinkedIn:

https://www.linkedin.com/in/ibrahim-chebli/

Ibrahim’s Masterclass: https://app.salesindach.com/offers/SqebgJ2E/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

In this episode of Sales in DACH, we talk with Christoph Karger about why referrals are the fastest way to build trust and close more deals in the DACH market.

Christoph shares why so few salespeople ask for referrals, when and how to ask, and why referrals consistently lead to shorter sales cycles and higher win rates.

What you’ll learn in this episode:

• Why 91% of customers would give a referral but only 11% of sales reps ask

• How to overcome the mindset block around asking for referrals

• Who you should really ask for introductions (not just customers)

• The best timing and phrasing to secure valuable referrals

• How to integrate referrals into your daily sales process

Perfect for Account Executives, SDRs, founders, and sales leaders who want to leverage networks for trust-based selling in the DACH region.

Links & Resources:

Christoph on LinkedIn:

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

Christoph’s Podcast: https://open.spotify.com/show/5vDLpMCrxGLJiLhKyYQCbNChristoph’s Masterclass: https://app.salesindach.com/offers/7yiFgJ5V/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

In this episode of Sales in DACH, we talk with Cara Benecke about why Customer Success is more than a support function. It is the backbone of sustainable B2B growth.

Cara explains how to build trust, prevent churn, and align Customer Success with sales to drive expansion in the DACH market.

What you’ll learn in this episode:

• The true role of Customer Success in B2B sales

• How to spot churn risks before it’s too late

• Why Customer Success must align with sales for growth

• Cara’s strategies for building long-term client partnerships

Perfect for Account Executives, SDRs, founders, and sales leaders who want to strengthen retention and turn Customer Success into a growth engine.

Links & Resources:

Cara on LinkedIn: https://www.linkedin.com/in/cara-benecke/

Cara’s Masterclass: https://app.salesindach.com/offers/mdwfCAy4/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

In this episode of Sales in DACH, we talk with Bjoern Andres about how to succeed in trade fair sales. From grabbing attention in seconds to qualifying prospects in the chaos of a crowded hall, Bjoern shows how to transform fairs from a cost center into a powerful sales channel in the DACH market.

What you’ll learn in this episode:

• Why most trade fair strategies fail

• How to win attention and qualify leads at the booth

• The best practices for fair conversations and follow-up

• How to turn fairs into a consistent revenue driver

Perfect for Account Executives, SDRs, founders, and sales leaders who want to get measurable ROI from sales fairs.

Links & Resources:

Bjoern on LinkedIn: https://www.linkedin.com/in/bjoern-andres/

His Podcast Ungefiltert: https://shorturl.at/TWtJm

Messe Boyz Website: https://www.messeboyz.com/

Bjoern’s Masterclass: https://app.salesindach.com/offers/LzygZpF7/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

In this episode of Sales in DACH we talk with Vinzenz Dimpflmaier about one of the most underrated skills in sales:

Asking the right questions. From MEDDIC and MEDDPICC to his “Three Why” framework, Vinz shares how to run discovery in the DACH market in a way that builds trust and drives real commitment.

What you’ll learn in this episode:

• Why giving context makes every sales question more powerful

• How to combine MEDDIC, MEDDPICC, and the “Three Why” questions

• The difference between qualifying inbound vs. outbound leads

• How to avoid wasting time with unqualified prospects

• Why German-speaking buyers value control and commitment

Perfect for Account Executives, SDRs, founders, and sales leaders who want to master qualification and discovery in the DACH B2B market.

Links & Resources:

Vinzenz Dimpflmaier on LinkedIn: https://www.linkedin.com/in/vinzenz-dimpflmaier-5886681a1/

Vinz’s Masterclass: https://app.salesindach.com/offers/bV96ZEHC/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

In this episode of Sales in DACH we talk with Thibaut Souyris about how to really use AI in sales. From smarter prospecting to faster workflows, Thibaut shares practical ways AI can help you sell more effectively in the DACH region.

What you’ll learn:

• Why AI won’t replace the human side of sales

• Practical use cases for research, content, and productivity

• The biggest mistakes sellers make with prompts

• Thibaut’s favorite AI tools for modern sales

Perfect for SDRs, Account Executives, founders, and sales leaders who want to combine trust, authenticity, and AI-powered efficiency.

Links & Resources:

Thibaut on LinkedIn: https://www.linkedin.com/in/thibautsouyris/

Thibaut’s Masterclass: https://app.salesindach.com/offers/uhuz8M7t/checkout

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

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

In this episode of Sales in DACH, Helena Klaus sits down with Account Executive Django Bola to discuss his journey from SDR (Sales Development Representative) to Account Executive and how to close deals in the DACH region without pitch overload, jargon, or boring feature demos.

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

What you’ll learn in this episode:

• The biggest “aha” moments after becoming an Account Executive

• Why trust is essential for sales success in the DACH market

• How to run demos that get prospects into their “Dream State” • Django’s favorite objection-handling technique: “Would you be against…?”

• Tools and processes for managing pipeline and closing deals

• How to identify “window shoppers” early and focus on real opportunities

Perfect for Account Executives, SDRs, BDRs, founders, and sales leaders who want better results in the DACH B2B market through smart relationship-building and effective demos.

Links & Resources:

Helena Klaus on LinkedIn:

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

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

Django Bola on LinkedIn: https://www.linkedin.com/in/django-bola-63a277192/

Django’s Masterclass: https://app.salesindach.com/offers/wuFExawL/checkout

In this episode of Sales in DACH, I speak with Florian from Syntinels about perhaps the most challenging sales field of all: Enterprise Sales in the German-speaking market.

We walk step-by-step through the entire sales process – from the first outreach to closing the deal. Florian shares his experience from sales cycles with Microsoft & Co., explains how to handle blockers, and why you absolutely need an internal champion in every enterprise deal.

Before you listen: How strong are you in enterprise sales? Take the free 3-minute test: https://salesindach.involve.me/salesquiz

In this episode, you will learn:

• How to build trust before you pitch
• How do you expand into Enterprise in DACH
• Why you should never reach out to all 15 stakeholders at once
• The best strategy to bring more structure into your enterprise outreach
• How to filter your sales pipeline by real deal opportunities How to identify blockers in meetings through body language
• The role of the “Closer” in the team – and when you need them
• How to keep control in pricing discussions – without coming across as pushy

This episode is for all enterprise sellers, AEs, sales leads, and founders who want to not just survive but truly win in complex sales processes in the DACH market.

Connect with Helena on LinkedIn:

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

More from Florian:

LinkedIn: https://www.linkedin.com/in/florian-dostert/

Enterprise Sales Masterclass: https://app.salesindach.com/offers/Aj56LwNV/checkout

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

Subscribe to the channel so you don’t miss any episode.

#EnterpriseSales #B2BSales #SalesInDACH #SalesTips #StakeholderManagement #ChampionSelling #Negotiation #SaaSSales #AccountExecutive #HelenaKlaus #FlorianDostert

In this episode, I talk with cold calling expert Jiri Siklar about what really works in modern outbound sales in the DACH region – no awkward scripts, no pushy pitches, no fluff.

You’ll learn:

• The 5 most common cold calling mistakes – and how to avoid them

• How to build trust before you ever mention your product

• Why your cold calls might be failing – and how to fix them today

• What top outbound pros do differently – and how you can too

If you want to stop chasing meetings and start booking them strategically, this episode is for you.

Free Sales Skill Test (3 minutes): https://salesindach.involve.me/salesquiz

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

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

More about Jiri Siklar:

LinkedIn: https://www.linkedin.com/in/jsiklar/

Podcast: https://open.spotify.com/show/2mXAwIuNiPSZOlzcUpwL0M?si=ff46c82ef797473f

Masterclass: https://app.salesindach.com/offers/2dxrEAoN/checkout

The Story Behind Sales in DACH
with Helena Klaus, Founder of Sales in DACH

What happens when a trained actress enters the world of B2B Sales?
In this very first episode, Helena Klaus shares the origin story of Sales in DACH – and why the time has come for a podcast that finally puts the spotlight on selling in the DACH region.

She answers the most frequently asked questions from her network, including:
• Who is behind Sales in DACH?
• Why focus on Sales in Germany, Austria & Switzerland?
• What’s missing in today’s sales content and enablement?
• Who is this podcast for – and what can you expect?

You’ll get a behind-the-scenes look at the mission, the gaps we’re closing, and how this podcast will support sellers, leaders, and founders alike.

• Weekly episodes every Friday – starting August 1st
  
• Covering everything from cold calling & mindset to leadership & social selling
  
• Featuring top-performing sellers, coaches, and sales experts from the DACH region

Whether you're just starting out or leading a team – this podcast is here to help you succeed in the most complex B2B market in the world.

🎧 Subscribe, tune in, and discover what’s next for Sales in DACH.