Cover art for podcast B2B Startup Sales

B2B Startup Sales

16 EpisodesProduced by SalesPlaybookWebsite

This podcast shall help founders and sales people of B2B startups find product-market-fit faster and accelerate sales without hiring expensive sales reps.

episodes iconAll Episodes

#16 Matthias Erhart, Ex-Senior Account Executive Avrios / Building sales from 500k to 5M ARR

October 16th, 2020

54:02

1' How Matthias' inherently curious mindset brought him into Car Fleet Management

4' How Avrios' failure-tolerant culture helped young people with …

#15 Stephanie Cox, VP Sales & Marketing Lumavate / From Sales to Product Led Growth

October 9th, 2020

49:58

1' What brought Stephanie from Salesforce Marketing Cloud (back) to the startup world

6' Why starting product-led growth is a lot easier if you started out that way

10' How product-led growth can cause anxiety in Type A …

#14 Dirk Schuran, former Chief Sales Officer COMATCH & Business Angel / How to grow a company from 3 to 130 employees

October 7th, 2020

42:32

1' Dirk's start as a call center agent

2' What Dirk learned during his career

5' How to go about the sales processes at a Startups

10' Why …

#13 Vijay Viswanathan, former VP Marketing Starmind / Marketing for a BtoB Startup

October 2nd, 2020

45:20

1' Vijay's story

3' Why Vijay is on a one-year sabbatical

6' Urgency vs. importance

10' Founders: The most important trait looking for the first …

#12 Markus (Max) Eilers, Co-Founder MikeMax / The three secrets to selling in a downturn

September 3rd, 2020

51:31

2' How Max started his first company...

11' ...and got into a burnout

16' The first "secret": Meaningful conversations & summarizing

21' The one …

#11 Nicolas Witt, Co-Founder Netlight Consulting Zurich / Why sales without commission is better in the long run and how to handle objections

August 31st, 2020

1:00:55

3' How Nico got into sales

11' Why a great company culture is the solution for most corporate challenges

14' What Nico learned in his first sales job

#10 Daniel Jordi, Founder Leadersbridge / Care, Trust and Purpose in Sales

August 19th, 2020

46:49

1' Why entrepreneurship is a lifestyle for Daniel since he was 16 years old 

4' Why recruiting is sales at the very core and why trust is key 

8' Why …

#9 Antoine Amiel, VP Sales Europe Starmind / The Art of closing a Deal and important Traits of successful Salespeople

August 14th, 2020

43:08

1' How Antoine got from a Hotel School into Tech Sales 

5' What Antoine likes most about sales: Andrenaline, human contact, and pressure 

8' When is …

#8 Maddy Agrawal, Founder startuptoscaleupnow / Building Sales Funnels That Work

July 29th, 2020

48:36

2' What sales and software engineering have in common 

5' Why Maddy stopped MVPs but believes in Minimum Sellable Products 

8' Why founders should …

#7 Martin Peters, Co-Founder Xtatio / The value of customer feedback in sales

July 23rd, 2020

38:36

1' How sales reps increased revenue by up to 89% after gaining real-time insights from customers

3' How relative feedback scales such as a Likert scale can help sales reps set the right learning priorities 

7' What 5 …

#6 Moritz Aemisegger, Regional Director Transperfect / The Evolution of A Life-Long Sales Career

July 21st, 2020

49:32

2' How Moritz experienced a cold call-heavy, "push-style" sales approach early in his career 

4' How he went from cold calling to "Cold Looming" and …

#5 Raphael Nerz & Yves Terrier, Co-Founders Innohack / Validate value with Virtual Brands

July 16th, 2020

45:44

3' Why Yves & Raphael are obsessed about customer centricity 

7' Why gathering evidence along the way is key to succeed for iterative product development

11' How they design experiments to test assumptions and …

#4 Lisa Starita, former Head of Product Marketing Beekeeper / Building Customer Success & Product Marketing From Scratch

July 14th, 2020

41:32

2' How Lisa started building up Customer Success Management (CSM) from scratch 

5' Why doing CSM initially for free makes sense until figuring out what people want to pay for 

9' Why reflecting if and how your product …

#3 Lars Mangelsdorf, Co-Founder & CCO Yokoy / Onboarding sales reps in weeks instead of months

July 14th, 2020

47:32

3' Why he let's new sales reps join sales calls even before formally starting at the company 

7' Why starting a sales career as a BDR (Business Development Rep) makes sense 

11' When hiring senior sales people makes …

#2 Thibaut Souyris, Founder SalesLabs / T-Shaped SDRs, Self-Awareness and fighting a "Deutsche Industrienorm Mindset" in sales

July 2nd, 2020

43:43

0' How Thibaut came up with the name SalesLabs and why he became an entrepreneur 

4' How he moved from 2.5k to 10k+ LinkedIn followers within 6 …

#1: Lars Mangelsdorf, Co-Founder & CCO Yokoy / Quarterly quotas, Kodiak bears and expenses in startup sales

June 22nd, 2020

47:52

0’ How he installed Beekeeper’s sales-driven attitude at Expense Robot

4’ How breaking down annual goals helps driving continuous sales performance

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