In this podcast episode, Alex and Mark discuss the importance of creating B2B content that converts. They explore the evolution of B2B marketing over time and the channels that modern companies should focus on. They emphasize the value of building a newsletter audience and leveraging LinkedIn as a distribution channel. They also discuss the concept of programmatic SEO and the power of thought leadership content. While YouTube and podcasts can be effective channels, they may not always be the best fit for B2B SaaS businesses. Overall, the key is to create content that addresses different time horizons and provides value to the audience.
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Questions?
Alex:
alexander@sellabl.co
Mark:
Mark's LinkedIn
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Timestamps:
00:00 Introduction
03:46 Guest Introduction and Background
07:23 Evolution of B2B Marketing and Content Creation
12:20 Choosing the Right Channels for B2B Companies
18:21 Building a Newsletter Audience
20:26 Leveraging LinkedIn as a Distribution Channel
27:39 Creating Content for Reach and Conversion
31:18 Categories of Content and Channel Selection
38:22 YouTube and Podcasts as Channels
44:12 Conclusion and Closing Remarks
In this episode, Alexander and Markus dive deep into the world of Customer Success Management (CSM) and its potential as a growth engine for businesses, particularly in the SaaS sector. The discussion explores the common pitfalls organizations face when implementing CSM, emphasizing the need for a customer-centric approach. Markus, a veteran in customer success, shares his journey into the field and highlights the importance of understanding customer goals and delivering real value.
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Questions?
Alex:
alexander@sellabl.co
Markus:
Markus's LinkedIn
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Timestamps:
00:00 - 04:30 Introduction
04:30 - 08:00 Markus introduces himself and shares his unexpected journey into Customer Success Management, emphasizing the importance of delivering on promises to customers.
08:00 - 12:00 Discussion on common mistakes organizations make in CSM, particularly the tendency to prioritize internal metrics over genuine customer value, leading to potential churn.
12:00 - 16:00 Exploration of how changing economic conditions are shifting customer expectations, necessitating a stronger focus on delivering real value in CSM.
16:00 - 20:00 Markus emphasizes the need for understanding customer goals and problems, advocating for a tailored approach to meet varying customer needs.
20:00 - 24:00 Insights into the role of technology and AI in CSM, stressing that while they can enhance processes, they cannot replace the foundational human element required for effective customer engagement.
24:00 - 28:00 Discussion on the proactive versus reactive nature of CSM, with Markus explaining how a proactive approach can drive customer success and retention.
28:00 - 32:00 The importance of demonstrating the value of CSM to organizational leadership is highlighted, with a focus on aligning CSM efforts with revenue impact.
32:00 - 36:00 Markus differentiates between the roles of Customer Success Managers and Account Managers, emphasizing the proactive, strategic nature of CSM.
36:00 - 40:00 Strategies for effectively showcasing customer value during Quarterly Business Reviews (QBRs) are discussed, along with methods for communicating progress to stakeholders.
40:00 - 42:54 Closing thoughts from Markus on the ideal traits of a successful Customer Success Manager and the importance of competitive compensation based on the value they create for the company.
42:54 - 44:00 Final remarks from Alexander, encouraging listeners to connect with Markus for further insights and thanking them for tuning in.
In this conversation, Alex interviews Dominik Klingberg, co-founder of AI Artist Circus, about building a successful sales organization from scratch. They discuss the stages of a seller's life cycle, the importance of mentorship, effective onboarding strategies for junior reps, and the qualities of top-performing account executives. They also explore how to create a culture that values both SDRs and AEs, and how to retain and develop sales talent. Dominik shares insights from his experience as a sales manager and offers advice on balancing mentorship and managerial responsibilities.
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Questions?
Alex:
alexander@sellabl.co
Dominic:
Dominic's LinkedIn
ARRtist Circus Tickets: https://www.arrtist-circus.com/#Tickets-2025
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Timestamps:
00:00 Introduction and Topic Overview
02:59 Building a Successful Sales Organization
08:17 Onboarding Strategies for Junior Reps
12:43 Qualities of Top-Performing Account Executives
20:25 Creating a Culture that Values SDRs and AEs
28:36 Retaining and Developing Sales Talent
This GTM Mastery Episode dives into the entrepreneurial journey of Alan Zhao, co-founder of Warmly, exploring his transition from a math major to AI startup ventures. The conversation covers insights on market differentiation, strategies for entering competitive markets, and the importance of identifying bottlenecks in business growth. Alan shares valuable lessons on market saturation, copying strategies, and the significance of brand positioning in building a successful go-to-market approach. The discussion also highlights the role of inbound marketing, leveraging LinkedIn for brand visibility, and the development of a signal-based orchestration platform for future growth.
--
Questions?
Alex:
alexander@sellabl.co
Alan:
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00:00 - 04:43 Introduction
01:14 - 02:55 Career Journey and Entrepreneurship Insights
03:01 - 04:08 Company Acquisition and Market Differentiation
04:09 - 05:59 Identifying Bottlenecks and Market Strategies
06:04 - 07:21 Market Saturation and Copying Strategies
07:28 - 08:34 Market Differentiation and Product Development
08:52 - 10:55 Growth Strategies and Competitive Markets
11:11 - 15:21 Market Competition and Brand Positioning
15:33 - 18:19 Market Entry Strategies and Long-Term Success
18:52 - 22:26 Key Growth Engines and Customer Acquisition
22:27 - 25:36 Marketing Channel Effectiveness and Brand Differentiation
25:36 - 29:18 Inbound Marketing Insights and Market Entry
29:47 - 33:17 LinkedIn Marketing and Branding Strategies
33:28 - 35:03 Elevator Pitch of Warmly and Future Plans
In this episode, Alexander Kohler and Kevin discuss the challenges of building and managing sales teams with limited resources. Kevin shares his journey from selling beer mugs to leading sales teams, emphasizing the value of hiring motivated young reps. He describes turning a minimal operation into a successful team, highlighting the importance of managing remote teams and fostering a supportive culture. Kevin also touches on people management, pressures from upper management, incentivizing quality over quantity, and the need for proper delegation. The episode offers valuable insights and practical advice for startups on creating effective and motivated sales teams with few resources.
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Questions?
Alexander Kohler:
alexander@sellabl.co
Kevin Meyer:
Kevin´s LinkedIn
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00:00 - 01:07 Introduction and technical difficulties with the podcasting tool.
01:07 - 02:36 Kevin introduces himself and his background in sales.
02:36 - 04:41 Kevin shares his early experiences in sales and how he started.
04:41 - 07:25 Kevin's first job in tech sales and how he transitioned into the role.
07:25 - 08:45 Discussion about building a sales team with limited resources.
08:45 - 11:06 Kevin's experience building sales teams in Berlin and Barcelona.
11:06 - 13:20 Challenges and successes of training and managing working students.
13:20 - 15:10 Comparison of hiring junior reps vs. working students.
15:10 - 17:22 Insights on managing a remote sales team and maintaining motivation.
17:22 - 19:10 Tools and methods Kevin used to manage and train his team.
19:10 - 21:26 Kevin's daily routine managing the sales team and generating leads.
21:26 - 23:39 Importance of call shadowing and providing feedback to junior reps.
23:39 - 25:06 Handling feedback and training junior reps effectively.
27:45 - 30:06 Kevin discusses challenges in hiring junior sales reps under time pressure.
30:44 - 33:51 Kevin shares strategies for managing pressure from senior leadership.
34:00 - 40:15 Kevin reflects on the benefits of hiring senior sales staff to support team growth and outlines effective commission models for junior sales reps based on meeting and deal outcomes.
40:23 - 44:31 Kevin concludes with insights on learning through hands-on experience and the importance of early delegation in managing workload and team dynamics effectively.
In this podcast episode, Alexander interviews Josephine Wichmann about her career transition from chef to corporate roles, now leading sales at Fuji, a food startup in Munich. Josephine discusses Fuji's mission to offer fresh, nutritious food via advanced vending machines, particularly for SMEs. She highlights the challenges of selling a physical product and the importance of building client trust. The discussion also covers the sales process, expectation management, and using machine learning for food customization. Josephine stresses the importance of aligning with operational teams to ensure customer satisfaction and reduce churn during trials.
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Questions?
Alexander Kohler:
alexander@sellabl.co
Josephine Wichmann:
00:00 - 00:28 Introduction and weather chat
00:28 - 02:30 Josephine's background in the food industry, her transition to Fuji, and leading a sales team
02:30 - 03:36 Challenges of being the first sales hire at a startup and Josephine's learning curve
03:36 - 05:32 Hiring insights and the founders' decision to bring Josephine on board
05:32 - 07:10 Introduction to Fuji, its mission, and product offering
07:10 - 09:51 Discussion on Fuji's typical customers, sales process, and demo methods
09:51 - 12:34 Target market focus on SMBs, handling objections, and the significance of subsidizing food costs
12:34 - 15:38 Challenges of selling a physical product and educating customers about Fuji's vending machines
15:38 - 17:16 Managing expectations within the sales process and alignment with operations and food teams
17:16 - 19:35 The importance of B2C satisfaction for B2B sales success and handling food subsidies
19:35 - 22:16 Selecting cuisines and using algorithms for optimal food assortment
22:16 - 23:21 Overview of contract terms and managing customer trials
23:21 - 24:01 Handling issues during trials, customer success involvement, and churn rate
24:01 - 25:00 Proactive communication to mitigate operational hiccups
30:12 - 31:57 Discussion on the main revenue drivers for the business, focusing on selling food over leasing contracts.
31:57 - 32:33 Exploring the importance of qualifying customers to ensure profitability, especially in terms of employee numbers and company subsidies.
32:33 - 34:54 Detailing the process of qualifying potential customers and the impact of employee subsidies on profitability, along with regional expansion plans.
34:54 - 36:00 Addressing the go-to-market strategy and the need for alignment between customer support, marketing, and sales teams.
36:00 - 38:23 Describing the alignment processes within the company, including weekly meetings and monthly business reviews, and discussing the transition to a new CRM system to better scale the business.
38:23 - 38:48 Emphasizing the importance of understanding and meeting customer expectations through feedback and tailored solutions.
38:48 - 39:18 Closing remarks and invitation to the audience to connect with Josie on LinkedIn and learn more about Fuji.
In this episode, hosts Alex King and Alexander discuss the challenges of first-time sales managers. Alex shares his career journey, highlighting the distinct skills needed for sales versus management. They cover hiring, managing talent, and Jeremy Duggan's "three Rs" framework: Recruiting, Retention, and Revenue. Emphasizing growth and independence, they stress the importance of allowing team members to learn from mistakes and develop problem-solving skills. Alex also discusses the transition from player-coach to manager and the need to balance support with autonomy to foster a culture of trust and development.
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Questions?
Alexander Kohler:
alexander@sellabl.co
Alex King:
00:00 - 01:28 Introduction
Alexander and Alex King introduce the topic and share a light-hearted moment about Alex’s last name.
01:28 - 04:09 Alex King’s Career Journey
Alex King discusses his career path from media sales to running his own business, and eventually moving into SaaS and revenue leadership roles.
04:09 - 05:51 Challenges of First-Time Sales Managers**
Alex King reflects on the difficulties he faced as a first-time sales manager and CEO, emphasizing the lack of guidance and resources available at the start of his career.
05:51 - 08:36 Role of a Sales Manager
Alex King explains the critical responsibilities of a sales manager, including recruiting, retention, and revenue, and introduces the “Three Rs” framework by Jeremy Duggan.
08:36 - 10:33 Player-Coach Dynamics
Discussion on the dual role of player-coach in startups, its challenges, and the misalignment of incentives when a manager also has a sales quota.
10:33 - 11:54 Founders and Sales Leadership Transition
Exploration of the transition phase from founder-led sales to establishing a structured sales organization, and the importance of leaders being involved in the sales process.
11:54 - 14:40 Recruiting the Right Salespeople
The significance of hiring the right caliber of individuals at different stages of a company's growth and the impact of having a competent sales leader on securing investments.
14:40 - 17:58 Promoting Salespeople to Managers
Alex King discusses the common pitfalls of promoting top salespeople to management roles and the differing skill sets required for successful sales management.
17:58 - 20:40 Characteristics of Successful Sales Managers
The necessary attributes and mindset shifts needed for salespeople transitioning into management roles, emphasizing selflessness and team-focused leadership.
20:40 - 24:38 Real-Life Scenario: Promoting the Right Person
A deep dive into a scenario where a VP must decide between promoting a top-performing salesperson or another team member, weighing the impact on team dynamics and respect.
24:38 - 26:20 Supporting Without Selling for AEs
The importance of a VP supporting their team without taking over their sales efforts, ensuring account executives grow and succeed independently.
28:11 - 32:44: Encouraging independent thinking and fostering a culture where team members are allowed to fail in a controlled environment are crucial for team development and scalability.
32:44 - 37:19: Hiring people better than oneself is essential for growth and scalability in a sales team, as it fosters a culture of excellence and self-sufficiency among team members.
37:19 - 42:17: Adapting leadership styles based on individual team members' needs is crucial for effective management and team performance, facilitating the transition from forming to performing stages.
42:17 - 47:08: Managing by numbers involves creating transparency and accountability by outlining clear expectations and performance metrics for team members, supported by coaching and feedback tailored to individual needs.
47:08 - 50:22: Providing feedback effectively requires understanding individual preferences and delivering it with pure intent, while handling difficult situations like termination with transparency, compassion, and support for the individual's next steps.
In this podcast episode, Alexander and Florian discuss the importance of post-qualification in sales discovery calls. Florian, with his background in consulting and aerospace, explains how it ensures alignment and clarity after initial client discussions. They also address handling unresponsive clients, with Florian recommending honest, direct communication and sharing his success with handwritten letters to capture client interest.
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Post Discovery Qualification Template:
Template
Questions?
Alexander Kohler:
alexander@sellabl.co
Florian Godefroy:
--
00:00 - 03:41 Introduction and background of Florian's experience in sales, including his work in consulting, particularly in the aerospace sector.
03:41 - 06:41 Florian discusses how he unexpectedly transitioned into sales from a background in political science and history, emphasizing his affinity for problem-solving and building relationships.
06:41 - 09:17 Florian explains the concept of post-qualification in the sales process, focusing on understanding customer needs, defining criteria for success, and gaining agreement on proposed solutions.
09:17 - 10:53 Florian discusses the importance of aligning expectations and actions in post-qualification, emphasizing the need for simplicity and prompt follow-up to ensure effective communication and progress.
10:53 - 14:15 Florian elaborates on tools and strategies for building post-qualification frameworks, including mutual action plans and effective communication methods such as emails and follow-up calls.
14:15 - 18:54 Florian addresses challenges in dealing with different types of buyers, including "poker players," and emphasizes the importance of reading people's actions and commitments to gauge genuine interest and progress in the sales process.
18:54 - 24:27 Florian shares strategies for navigating interactions with challenging buyers, including maintaining open communication, setting realistic expectations, and creatively engaging prospects, such as sending handwritten letters to prompt responses.
25:00 - 28:20: Florian emphasizes the importance of closing deals promptly after a prolonged sales process and suggests strategies for determining whether to pursue further or move on to other prospects.
28:20 - 33:23: Florian and Alexander discuss the significance of post-qualification presentations, highlighting the differences in sales approaches between North America and Germany and the importance of tailoring presentations to meet the prospect's needs.
33:23 - 40:12: The conversation shifts to presenting price effectively and addressing objections, including tips for equipping champions to advocate for the product and strategies for convincing stakeholders, such as arranging meetings with advocates and emphasizing ROI.
40:12 - 47:09: The focus turns to handling objections from CFOs and other stakeholders, with Florian suggesting strategies such as engaging in lunch meetings with advocates and exploring alternative pricing models. They conclude by summarizing the key elements of post-qualification presentations and invite listeners to reach out for further discussion and access to templates provided in the show notes.
In this podcast, Alexander and David discuss the concept of GoToNetwork, exploring its potential as a strategy for sales and growth. David shares his experiences in the startup world and explains how GoToNetwork leverages relationships for sales, recruitment, and fundraising. They dive into its effectiveness compared to traditional outbound methods and share success stories. David emphasizes the importance of authentic relationship-building and offers insights into how companies can leverage networks for success. With over 3,000 users already, GoToNetwork aims to revolutionize the way businesses approach their go-to-market strategies.
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Questions?
Alexander Kohler:
David Conners:
00:00 - 01:27: Introduction to the podcast and guest David, discussing his background and experience in go-to-market functions.
01:27 - 03:52: David explains his journey from Australia to London to San Francisco, detailing his roles in startups and at Sequoia Capital.
03:52 - 05:38: David introduces his startup "the swarm" and discusses its focus on leveraging networks for company building.
05:38 - 07:47: Discussion on the evolution of sales and go-to-market strategies, and the significance of trust in business relationships.
07:47 - 10:41: Explanation of GoToNetwork's role in leveraging relationships for sales, recruiting, and fundraising.
10:41 - 11:23: Clarification on whether GoToNetwork aims to replace outbound sales.
11:23 - 13:54: David discusses the blend of cold outbound and leveraging relationships for sales effectiveness.
13:54 - 16:42: Addressing concerns about overusing network connections and maintaining trust in relationships.
16:42 - 17:23: Discussion on whether GoToNetwork is more suitable for early-stage startups or enterprise companies.
17:23 - 19:41: Explanation of how even early-stage startups can leverage networks effectively for sales.
19:41 - 21:12: Ensuring connections are relevant to the target accounts and how CRM integration helps track relationships.
21:12 - 23:36: Discussion on incentivizing network contributors and tracking referrals within the GoToNetwork platform.
23:36 - 25:04: Overview of how GoToNetwork integrates with existing sales processes and strategies.
25:04 - 27:41: The importance of mapping relationships, defining playbooks, and nurturing networks for successful go-to-market motions.
27:41 - 30:09: Discussion on the potential role of a dedicated network manager in companies and coordination with RevOps.
30:09 - 32:53: Examples of revenue and results seen by companies applying GoToNetwork strategies, along with the number of users on the platform.
32:53 - 33:26: Conclusion and invitation for further discussion with David about GoToNetwork and its potential impact on go-to-market strategies.
Host Alexander and marketing veterans Mario dissect the differences between brand and performance marketing in this episode. Drawing from Mario's extensive experience, they explore metrics, strategic priorities, and measuring success, emphasizing the interconnectedness of the two approaches. Mario stresses the importance of balancing both strategies for sustainable growth, breaking down silos, and establishing a common vision. They encourage listeners to engage with them on LinkedIn for further discussion.
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Questions?
Alexander Kohler:
Mario Fassbender:
00:00 - 03:08 Host Alexander introduces marketing veteran Mario and the topic of brand versus performance marketing.
03:08 - 04:14 Mario shares his extensive marketing experience spanning over 20 years, including his roles in various tech companies.
04:14 - 09:08 Mario discusses his career path and the evolution of marketing strategies in the industry.
09:08 - 11:45 Mario explains the objectives and goals of brand marketing, emphasizing the importance of perception and trust.
11:45 - 16:22 The conversation delves into the differences between B2B SaaS brand marketing and consumer brand marketing, highlighting the need for a balance between short-term and long-term strategies.
16:22 - 19:35 Mario defines performance marketing and its focus on immediate, measurable outcomes, contrasting it with brand marketing.
19:35 - 22:37 The discussion covers key metrics for performance marketing and the importance of breaking down silos between brand and performance teams to align strategies and goals.
22:37 - 23:25 Mario explains the challenges of measuring brand success and suggests creative approaches to gather data and assess brand impact.
23:25 - 26:28 Mario stresses the importance of grasping content value, tracking across channels, and highlights creativity and adaptability in marketing.
26:28 - 29:12 Mario outlines the strategic priorities of balancing brand building and performance marketing, emphasizing team roles based on company maturity and market expansion.
31:21 - 33:22 Mario highlights the crucial skills for hiring brand and performance marketers: messaging consistency, emotional connection, SEO proficiency, and stakeholder collaboration.
33:22 - 37:13 Mario stresses a holistic approach to measuring brand marketing success, integrating channels and considering overspill effects and the 95-5 rule.
37:59 - 39:21 Mario summarizes key takeaways, stressing the interconnectedness of brand and performance marketing, team alignment, balance, and implementing a guiding North Star metric.
39:21 - 40:42 Host Alexander wraps up, thanking Mario, urging audience engagement, and sharing LinkedIn profiles for further discussion.
In this episode Christian and Alexander discuss the keys to aligning sales, marketing, and customer success departments within organizations. They stress the importance of clear targets, KPIs, and well-defined processes, along with practical strategies like job shadowing to enhance collaboration. The conversation explores the role of KPIs in driving alignment and commission models for different departments. They highlight challenges in aligning functions between SMBs and enterprises and offer advice on hiring practices and data-driven decision-making for organizational cohesion.
Questions?
Alex:
alexander@sellabl.co
Alex´s LinkedIn
Christian:
Christian´s LinkedIn
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00:00 - 02:17 Introduction: Alexander and Christian introduce themselves and Christian shares his background in marketing and sales.
02:17 - 06:08 Exploration of Christian's journey into go-to-market roles
06:08 - 13:37 Christian and Alexander discuss the challenges of aligning sales and the consequences of misalignment.
13:37 - 14:38 Incentivizing sales teams for long-term success
15:18 - 21:53 Discussion on incentivizing customer support and customer success with commission-based salaries, aligning them with targets, KPIs, processes, tools, job roles, and daily collaboration.
25:48 - 34:41 Defining criteria for leads as pipeline and discussing qualification frameworks
36:56 - 40:41 Challenges of aligning marketing and sales in SMBs versus enterprises, plus advice for founders and chief revenue officers, emphasizing hiring practices and attention to detail.
Chris and Alexander discuss the intricacies of sales strategy, pipeline management, and customer retention, focusing on blue-collar account segments. They emphasize the importance of segment focus, pipeline velocity, and achieving a high conversion rate. Chris shares insights on improving conversion rates through a shift towards profitable growth and fostering a culture of quick decision-making. Additionally, they explore unique customer retention strategies, such as incentivizing repeat purchases and referrals. Towards the end, Chris introduces the Go-to-Market Pioneers community, aiming to drive collaborative best practices for go-to-market strategies in Europe.
--
Questions?
Alex:
Christian:
--
00:00 - 04:03 Introduction to selling to blue-collar environments.
07:46 - 08:02 Alexander asks about differences in software startups and blue-collar accounts.
08:02 - 09:29 Chris explains blue-collar accounts as small to medium-sized businesses with unique sales approaches.
09:29 - 10:11 Alexander discusses strategic interactions with white-collar workers in blue-collar companies.
10:11 - 11:46 Chris details strategic approaches for blue-collar accounts, stressing trust and exclusivity.
11:46 - 13:21 Alexander asks about sales development and understanding blue-collar pain points.
13:21 - 15:01 Chris explains learning blue-collar language and nuances through direct interactions.
15:01 - 16:08 Chris emphasizes speaking the language of blue-collar workers for trust.
16:08 - 18:12 Alexander asks about strategies for blue-collar accounts.
18:18 - 20:00 Chris discusses effective channels and trust-building for blue-collar accounts.
20:00 - 22:48 Alexander discusses go-to-market approaches and sales channel rankings with Chris.
24:03 - 26:11 Chris discusses tailoring sales playbooks and efficiency in different market stages.
26:11 - 30:45 Chris highlights pipeline coverage, velocity, and forecasting in sales.
30:45 - 34:13 Chris discusses essential metrics for successful sales reps, focusing on blue-collar accounts.
35:50 - 39:32 Chris explains the unique sales approach for blue-collar accounts.
39:46 - 43:31 Alexander and Chris discuss factors driving increased conversion rates and the importance of quick rejection in sales.
43:31 - 44:45 They shift focus to customer retention strategies for blue-collar segments.
44:45 - 48:06 Chris elaborates on tailored retention approaches and incentivizing referrals.
48:06 - 50:35 Alexander discusses Go-To-Market Pioneers with Chris.
In this episode Alexander and Haris discuss effective sales team onboarding, emphasizing deep product knowledge, sales leader support, and transparent culture. In hyper-growth phases, balancing physical and remote onboarding is key. Success metrics include time to productivity and retention rates, with tips including focusing on product knowledge and leveraging technology. A structured and supportive onboarding process is crucial for sales team success.
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Questions?
Alex:
Haris:
- -
00:00 - 04:44 Introduction
04:44 - 06:31 Importance of Product Knowledge
06:31 - 10:00 Sales Leader's Role
10:00 - 11:44 Onboarding in Hyper-Growth Phases
11:44 - 14:08 Remote vs. Physical Onboarding
14:08 - 17:34 Tracking Onboarding Success
17:34 - 19:49 Best and Worst Onboarding Experiences
19:49 - 22:41 Final Tips for Onboarding Design
22:41 - 23:45 Importance of Product Knowledge
24:35 - 26:31 Sales Leader's Role
26:40 - 28:06 Onboarding in Hyper-Growth Phases
28:06 - 30:49 Remote vs. Physical Onboarding
31:13 - 33:47 Tracking Onboarding Success
33:47 - 36:44 Best and Worst Onboarding Experiences
36:49 - 39:43 Final Tips for Onboarding Design
39:43 - 41:40 Conclusion
In this episode Alexander and Björn talk about strategies for building and scaling start-ups. They emphasise simplicity, transparency and data-driven decision-making. Björn gives insights into successful startups and emphasises factors such as deep market knowledge, transparency, ownership and tracking implementation. They emphasise the importance of establishing a feedback loop between product and go-to-market teams and using real customer data. Overall, their discussion offers valuable insight into strategic considerations for startup growth.
--
Questions ?
Alex:
Björn:
--
00:00 - 04:43 Introduction
04:43 - 08:03 Transparency and Decision-Making
08:03 - 12:30 Leveraging Real Customer Data
12:30 - 16:58 Deep Market Knowledge
16:58 - 21:15 Simplifying Decision-Making
21:15 - 24:27 Identifying Market Needs and Prioritizing Features
24:45 - 30:23 Lean Approaches and the Role of AI in Startups
30:23 - 36:11 Building Effective Feedback Loops between Product and Go-To-Market
36:11 - 44:06 Exemplifying Success: Lessons from High-Performing Startups
In this Episode ,Alexander and Diego discuss LinkedIn outreach strategies, emphasizing personalization, relevance, and value in messages. They cover automation tools, multi-channel approaches, and engaging sales teams on LinkedIn. They stress the benefits of being active on the platform to build personal brands and offer advice for starting and maintaining engagement.
--
Questions?
Alex:
Diego:
--
00:00 - 04:43 Introduction
04:43 - 08:03 Importance of Warming Up Prospects
08:03 - 13:29 Exploring Outreach Channels on LinkedIn
13:29 - 19:18 Relevance of Automation on LinkedIn
19:18 - 24:56 Engaging Sales Teams on LinkedIn
24:56 - 30:42 Content Creation and Personal Branding on LinkedIn
30:42 - 35:56 Advice for LinkedIn Engagement
35:56 - 40:39 Closing Remarks
In this episode, Saif and Alexander share invaluable insights for excelling in tech sales interviews. They stress the importance of networking, authentic storytelling, and thorough preparation. The hosts provide practical tips for aligning experiences with job descriptions, negotiating salaries, and leaving a lasting impression on interviewers. Overall, the podcast offers a comprehensive guide for aspiring tech sales professionals, emphasizing the development of essential skills and eventually tells you how you can break into tech sales no matter in which situation you are in.
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Feel free to reachout to Saif or me if you have any questions into breaking into tech sales?
Alex:
alexander@sellabl.co
Saif:
00:00 - 04:43 Introduction
08:03 - 11:46 Skills for Tech Sales: IQ, EQ, Coachability, Control, Technical Experience
11:46 - 17:29 Learning Resources and Mentors
17:29 - 21:26 Crafting Applications and Resumes
21:26 - 27:54 Interview Preparation: Research, Networking, Stories
27:54 - 31:26 Salary Expectations and Offers
31:26 - 34:54 Researching Employers, Networking
34:54 - 41:41 Standing Out in Applications, Messages
41:41 - 47:05 Passing Recruiter Screen, First Interviews
47:05 - 51:53 Interviews with Sales Directors, Managers
51:53 - 56:32 Final Advice for Tech Sales Entry: Persistence, Growth, Self-Worth
In this episode Dennis and Alexander discuss personal growth, eclectic selling, and the impact of AI on authenticity in sales. They emphasize the importance of aligning sales with personal values, integrating intuition with structured processes, and maintaining genuine human interaction. Dennis advocates for continuous learning and passing on knowledge, emphasizing authenticity, honesty, and relatability in sales interactions.
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Questions?
Alex:
alexander@sellabl.co
Dennis:
hello@dennissprute.com
Dennis Linkedin
Email Ebook of Dennis
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00:00 - 02:29 Introduction
02:29 - 22:17 Personal Growth and Eclectic
22:17 - 39:53 Integrating intuition and Structured Processes
39:53 - 58:51 Impact of AI on Authenticity in Sales
58:51 - 01:00:41 Closing Remarks
In this podcast, Alexander and Robert Gimbel discuss partnership sales in the B2B SaaS industry. Robert shares his experience working in the Berlin tech scene, particularly at Camunda, where he built a go-to-market engine. They discuss the importance of partnership sales in a company's growth journey, the benefits of partnerships, and the challenges involved. Robert emphasizes the need for clear business cases and alignment of interests between partners. He also advises focusing on building a strong sales team before scaling the partnership program and highlights the importance of understanding and incentivizing partners. They discuss measuring ROI and the influence of partners in deals. Robert suggests being selective when acquiring partners and developing a profile that aligns with your company's needs. Lastly, he gives advice to smaller companies, encouraging them to prioritize building their sales team and then consider programatizing their partnership approach. He emphasizes the importance of providing value to partners and treating them like valued customers.
--
Questions?
Alex:
alexander@sellabl.co
Alex's LinkedIn
Robert:
Robert's LinkedIn
--
00:00 - 04:43: Introduction
04:43 - 06:08: Robert shares his experience transitioning to the go-to-market side at Camunda and the mission to build a go-to-market engine.
06:08 - 09:30: Discussion on how Robert ended up in the go-to-market function and the importance of partnership sales in the B2B SaaS industry.
09:30 - 14:04: The significance of partnership sales in a company's growth journey, the challenges and benefits of partnerships, and the need for clear business cases and alignment of interests.
14:04 - 17:07: Exploration of partnership sales in different market segments and advice for building partnership sales in mid-market and smaller businesses.
17:07 - 21:12: Discussion on the organizational structure for managing partnerships and avoiding channel conflicts in the sales organization.
21:12 - 24:25: Handling product-related issues in partnerships and seeing them as an opportunity to test commitment and problem-solving capabilities.
24:25 - 26:43: Acquiring new partners and considerations in selecting the right partner profile and size.
26:43 - 32:28: Measurement of ROI in partnerships, including tangible metrics like sourced opportunities and partner-influenced deals.
32:28 - 36:32: Advice for smaller companies building partnership sales programs, prioritizing building a strong sales team and understanding partner motivations.
36:32 - 43:12: Focus on treating partners as valued customers and the importance of understanding their motivations in partnerships.
43:12 - 46:09: Final advice on focusing on building a sales team first and establishing strong partnerships based on mutual benefit.
46:09 - 46:26: Outro and closing remarks.
In this podcast, the Alex & Philip discuss the transition from founder-led sales to sales-led growth in startups. They talk about the challenges involved in this phase and the importance of resource planning. The guest, Philip Olesch, shares his experience in B2B sales and discusses the difference between founder-led sales and sales-led growth. He emphasizes the need to factor in time and the common mistakes in resource planning. They also touch on aligning the ideal customer profile (ICP) and messaging, creating an activity plan, and testing different channels and approaches. Philip shares some success stories and best practices, such as the involvement of founders and sales leaders, building a structured approach, and seeking advice and mentorship.
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Questions?
Alex:
alexander@sellabl.co
Alex's LinkedIn
Philip:
Philip's LinkedIn
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00:00 - 04:43 Introduction
04:43 - 08:03 Transition from founder-led sales to sales-led growth
08:03 - 10:34 Philip's introduction and background
10:34 - 13:05 Factors determining the need to hire sales reps
13:05 - 17:27 Importance of resource planning and common mistakes
17:27 - 20:25 Importance of ICP and messaging alignment
20:25 - 23:18 Crucial aspects and common mistakes in resource planning
23:18 - 28:32 Importance of time management in resource planning
28:32 - 31:30 Importance of message-market fit and aligning company-wide messaging
31:30 - 35:10 Creating an activity plan and finding the right channels
35:10 - 37:17 Characteristics of successful transitions
37:17 - 40:02 High involvement of founders and sales leaders
40:02 - 40:52 Closing remarks
In this podcast, Alexander and Michael discuss the importance of working with junior sales representatives in startups. Michael shares his background and expertise in supporting startups with sales and growth. They cover topics such as hiring junior reps, tracking their progress and development, common mistakes made by junior reps, and advice for those starting out in sales. The discussion highlights the significance of proper onboarding, goal-setting, training, and providing guidance to help junior reps succeed in their roles.
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Questions?
Alex:
alexander@sellabl.co
Alex's LinkedIn
Michael:
Michael's LinkedIn
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00:00 - 04:43 Introduction
04:43 - 14:25 The challenges of young startups and the importance of having experienced sales leaders.
14:25 - 25:27 Benefits of Working with Junior Reps
25:27 - 31:55 Hiring Junior Reps
31:55 - 43:09 Tracking and Developing Junior Reps
43:09 - 53:36 Common Mistakes and Advice for Junior Reps
53:36 - 54:42 Closing Remarks