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

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