THE REVENUE CIRCUS 🎪

ARRtist Circus

If you're in sales, customer success, or pre-sales, this podcast is tailor-made for you. Gain invaluable insights and learn from top talents at renowned tech companies across EMEA. We deliver new episodes every week, featuring diverse and amazing co-hosts. Are you prepared to elevate your career to new heights? read less

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🎪 Customer Success - How to create and measure value for your customers | 60 Daphne Costa Lopes - Global Director Customer Success @ Hubspot

🎪 Customer Success - How to create and measure value for your customers | 60 Daphne Costa Lopes - Global Director Customer Success @ Hubspot

Summary In this engaging conversation, Cara and Daphne explored the critical role of customer success in SaaS companies, emphasizing the importance of creating and measuring value for customers. They discuss the challenges customer success teams face in defining and quantifying value, the significance of cross-functional collaboration, and strategies for addressing customer concerns. The dialogue also highlights the necessity of establishing clear KPIs and effective communication with clients to ensure successful outcomes and long-term relationships. In this conversation, the hosts discuss the importance of personalization in customer success, contrasting B2C and B2B approaches. They delve into customer satisfaction metrics, particularly NPS and CSAT, and their relevance to customer success teams. The discussion also covers strategies for addressing high churn rates, incentivizing customer success managers, and engaging non-responsive customers. Finally, they explore the future of customer success, emphasizing the need for strategic growth and the impact of AI and technology. Takeaways Customer success is essential for revenue growth in SaaS.Value is subjective and varies for each customer.Cross-functional collaboration is key to defining value.Customer advocacy can drive new customer acquisition.Establishing clear KPIs is crucial for measuring success.Understanding customer needs is fundamental to delivering value.A success plan can help reset customer relationships.Effective communication is vital for customer engagement.Customer success teams should be proactive, not reactive.It's important to be opinionated about the value delivered. Personalization is crucial in both B2C and B2B contexts.NPS may not accurately predict customer renewals.Understanding the cost of acquiring and retaining customers is essential.Customer success teams should focus on value delivery, not just compliance.Engaging customers requires persuasive communication and urgency.Incentives for CSMs should align with customer growth, not just retention.High churn rates can be addressed with data-driven strategies.Celebrating internal successes boosts morale and recognition.AI will play a significant role in the future of customer success.Consolidation of tools will improve efficiency in customer success operations. Chapters 00:00 Introduction to Customer Success and Value Creation 04:38 The Importance of Customer Success in SaaS 08:05 Defining Value for Customers 11:51 Challenges in Measuring Customer Value 14:44 Addressing Customer Concerns and Trust Issues 18:28 Establishing KPIs for Uncertain Clients 22:48 Effective Communication with Customers 26:35 Strategies for Low-Touch Customer Engagement 27:32 Personalization in B2C vs B2B 30:03 Understanding Customer Satisfaction Metrics 33:49 Addressing High Churn Rates 38:41 Incentivizing Customer Success Managers 43:55 Engaging Non-Responsive Customers 49:50 The Future of Customer Success

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🎪 Customer Success - How to create and measure value for your customers | 60 Daphne Costa Lopes - Global Director Customer Success @ Hubspot

🎪 Customer Success - How to create and measure value for your customers | 60 Daphne Costa Lopes - Global Director Customer Success @ Hubspot

Summary In this engaging conversation, Cara and Daphne explored the critical role of customer success in SaaS companies, emphasizing the importance of creating and measuring value for customers. They discuss the challenges customer success teams face in defining and quantifying value, the significance of cross-functional collaboration, and strategies for addressing customer concerns. The dialogue also highlights the necessity of establishing clear KPIs and effective communication with clients to ensure successful outcomes and long-term relationships. In this conversation, the hosts discuss the importance of personalization in customer success, contrasting B2C and B2B approaches. They delve into customer satisfaction metrics, particularly NPS and CSAT, and their relevance to customer success teams. The discussion also covers strategies for addressing high churn rates, incentivizing customer success managers, and engaging non-responsive customers. Finally, they explore the future of customer success, emphasizing the need for strategic growth and the impact of AI and technology. Takeaways Customer success is essential for revenue growth in SaaS.Value is subjective and varies for each customer.Cross-functional collaboration is key to defining value.Customer advocacy can drive new customer acquisition.Establishing clear KPIs is crucial for measuring success.Understanding customer needs is fundamental to delivering value.A success plan can help reset customer relationships.Effective communication is vital for customer engagement.Customer success teams should be proactive, not reactive.It's important to be opinionated about the value delivered. Personalization is crucial in both B2C and B2B contexts.NPS may not accurately predict customer renewals.Understanding the cost of acquiring and retaining customers is essential.Customer success teams should focus on value delivery, not just compliance.Engaging customers requires persuasive communication and urgency.Incentives for CSMs should align with customer growth, not just retention.High churn rates can be addressed with data-driven strategies.Celebrating internal successes boosts morale and recognition.AI will play a significant role in the future of customer success.Consolidation of tools will improve efficiency in customer success operations. Chapters 00:00 Introduction to Customer Success and Value Creation 04:38 The Importance of Customer Success in SaaS 08:05 Defining Value for Customers 11:51 Challenges in Measuring Customer Value 14:44 Addressing Customer Concerns and Trust Issues 18:28 Establishing KPIs for Uncertain Clients 22:48 Effective Communication with Customers 26:35 Strategies for Low-Touch Customer Engagement 27:32 Personalization in B2C vs B2B 30:03 Understanding Customer Satisfaction Metrics 33:49 Addressing High Churn Rates 38:41 Incentivizing Customer Success Managers 43:55 Engaging Non-Responsive Customers 49:50 The Future of Customer Success

🎪 How to (not) prospect into enterprise accounts | #59 Jiri Siklar - Senior Enterprise AE @ MongoDB

🎪 How to (not) prospect into enterprise accounts | #59 Jiri Siklar - Senior Enterprise AE @ MongoDB

Summary In this episode of the Revenue Circus Podcast, hosts Cisar Lambert and Jiri Siklar discussed the intricacies of prospecting into enterprise accounts. They explore the differences between small and medium-sized businesses (SMBs) and enterprise accounts, emphasizing the need for a tailored approach due to the complexity of enterprise sales. The conversation covers defining enterprise accounts, understanding stakeholders, the importance of preparation, and the necessity of industry knowledge. They also delve into identifying business problems, becoming a trusted advisor, researching company goals, and building a value pyramid to enhance sales strategies. The use of AI tools for research and the final steps in prospecting are also highlighted, providing listeners with actionable insights to improve their sales techniques. Takeaways Prospecting into enterprise accounts requires a different approach than SMBs.Understanding the complexity of stakeholders is crucial in enterprise sales.Preparation is key to effective outreach in enterprise accounts.Industry knowledge helps in identifying potential business problems.Sales professionals should focus on becoming trusted advisors to their clients.Researching company goals and strategies is essential for successful prospecting.Building a value pyramid can guide the sales conversation effectively.Crafting a problem hypothesis enhances the relevance of outreach efforts.AI tools can significantly streamline the research process for sales professionals.Confidence in sales increases when sellers understand their clients' needs and language. Chapters 00:00 Introduction to Enterprise Prospecting 02:26 Defining Enterprise Accounts 04:14 Differences in Prospecting: Enterprise vs SMB 06:35 Understanding Stakeholders in Enterprise Sales 09:00 Preparation for Cold Outreach 10:56 Industry Knowledge: The Key to Success 14:43 Quantifying Business Problems 17:05 Becoming a Trusted Advisor 18:31 Researching Company Goals and Strategies 22:05 Building a Value Pyramid 24:49 Crafting Problem Hypotheses 29:57 Leveraging AI for Research 33:45 Final Thoughts and Next Steps

🎪 Cirque du solutions: The art of balancing innovation and structure | #58 James Kaikis CRXO @ Testbox

🎪 Cirque du solutions: The art of balancing innovation and structure | #58 James Kaikis CRXO @ Testbox

Summary In this episode of The Revenue Circus Podcast, host Julia Lustig engages with James Kakis, CRXO of Testbox, to explore the evolving landscape of SaaS and the critical role of solutions engineering in delivering customer value. They discuss the need to rethink traditional roles, align responsibilities, and prioritize customer experience in a competitive market. James emphasizes the importance of integrating sales and implementation processes to enhance customer satisfaction and drive business success. The conversation also touches on the shift away from growth-at-all-costs models and the necessity of adapting to changing market dynamics. TakeawaysRethinking the role of solutions engineering is crucial for customer value.Customer experience should be prioritized over internal structures.Aligning responsibilities across teams can enhance outcomes.The SaaS industry is moving away from growth at all costs.Experience in the sales process is becoming more important than the product itself.Bad revenue can negatively impact business sustainability.Challenging traditional roles can lead to innovation.Solutions professionals possess a unique superpower in organizations.Building a community of best practices is essential for growth.Adapting to market changes is necessary for long-term success. Chapters 00:00 Introduction to Customer Value in SaaS 03:03 Rethinking Solutions Engineering Roles 06:24 The Importance of Customer Experience 09:09 Aligning Responsibilities for Better Outcomes 12:00 Challenges in Go-To-Market Structures 15:14 The Shift from Growth at All Costs 18:04 The Role of Experience in SaaS 21:15 Challenging Traditional Roles in SaaS 24:10 The Future of Solutions Engineering 27:01 Building a Community of Best Practices 30:14 Elevating the Role of Solutions Professionals 33:03 Final Thoughts and Audience Engagement

🎪 How to use and interpret sales conversation metrics | #57 Veronika Wax (CEO @ Demodesk) & Julia Lustig (PreSales @ Seismic)

🎪 How to use and interpret sales conversation metrics | #57 Veronika Wax (CEO @ Demodesk) & Julia Lustig (PreSales @ Seismic)

Get your ticket for ARRtist Circus 2025 Summary In this episode, Julia Listig and Veronica Wax discuss the transformative power of conversation metrics in sales. They explore how understanding and analyzing conversation dynamics can lead to more effective customer interactions. Veronica shares her journey in founding DemoDesk and the importance of AI in enhancing sales coaching. The conversation emphasizes the balance between talking and listening in sales, the role of qualitative questions, and the future trends in AI and sales coaching. TakeawaysCommunication is at the heart of every successful sale.Understanding conversation metrics can transform sales interactions.The ideal talk ratio in sales conversations is 50-60% in favor of the customer.AI can provide insights into conversation dynamics and coaching.Sales reps should focus on asking the right questions to engage customers.Conciseness in communication is crucial for effective sales.Building rapport with customers is essential for successful sales.AI can automate repetitive tasks, allowing sales reps to focus on meaningful interactions.The human element in sales is irreplaceable, even with advancing AI technology.Awareness of performance metrics is the first step to improvement.

🎪 Social Selling Secrets: How to create movements | #56 Jared Robin - Founder @ RevGenius & Jan Mundorf - AE @ Pleo

🎪 Social Selling Secrets: How to create movements | #56 Jared Robin - Founder @ RevGenius & Jan Mundorf - AE @ Pleo

🎪 ARRtist Circus Live Podcast 🎙️ Get ready for another exciting live session on LinkedIn! 🌟This time, we're thrilled to have Jared Robin (Founder @ RevGenius) and Jan Benedikt Mundorf (Senior AE @ Pleo) sharing their Social Selling Secrets: How to Create Movements. 🌐They'll reveal the techniques behind building powerful social selling strategies and creating impactful movements that resonate with your audience. This is your chance to learn from the experts on how to harness the power of social media for sales success.Bring your questions and prepare to be inspired! Register now and don't miss out on this chance to elevate your social selling game! 🎧🔥

🎪 Full Cycle Sales - The next step for SDRs and AEs | #55 Mattia Schaper (Co-Founder @ SDRs of Germany) & Michael Rap (Sales Manager @ Pleo)

🎪 Full Cycle Sales - The next step for SDRs and AEs | #55 Mattia Schaper (Co-Founder @ SDRs of Germany) & Michael Rap (Sales Manager @ Pleo)

Join us for the biggest festival for revenue teams on the 4th of April 2025 in Berlin - The best way to level up your career and have fun: ⁠www.arrtist-circus.com⁠ - Sign up now for the next Live Episode on Linkedin: Social Selling Secrets with Jan Mundorf (Pleo) and Jared Robin (RevGenius) -- Summary In this episode of the Revenue Circus Podcast, Michael Rap is hosting the one and only Mattia Schaper from SDRs of Germany discuss the evolving role of Sales Development Representatives (SDRs) in the SaaS industry. They explore the necessary personality traits for success in sales, the importance of proving oneself, and the shift towards quality over quantity in outreach strategies. The conversation also touches on the challenges of full cycle sales, effective recruitment strategies for SDRs, and the significance of mindset in sales. Additionally, Mattia shares insights on the benefits of cycling for mental health and networking among sales professionals. Chapters 00:00 Introduction to the Revenue Circus Podcast 02:45 The Role of SDRs in Modern Sales 09:19 The Importance of Personality in Sales Roles 14:21 Navigating Job Opportunities in Sales 18:47 Quality vs. Quantity in Outreach Strategies 23:15 The Evolving Landscape of Outbound Sales 27:54 The Significance of Executive Presence in Sales 33:55 Recruitment Strategies for Finding Top Talent 42:19 The Benefits of Cycling for Sales Professionals ---

🎪 The current state of SaaS Sales | #54 With Julius Göllner & Dominic Klingberg - Co-Founders @ ARRtist Circus

🎪 The current state of SaaS Sales | #54 With Julius Göllner & Dominic Klingberg - Co-Founders @ ARRtist Circus

Summary Dominic and Julius (Co-Founders @ ARRtist Circus) discuss the evolving SaaS market, focusing on sales strategies, economic impacts, and the role of technology like AI in sales. They cover the importance of adapting to new market conditions, the shift in sales roles, and future trends in the industry. Key Takeaways and Timestamps: 01:31 - Current SaaS Market Trends: Discussion on the recent changes in the SaaS market and economic factors influencing these changes.03:25 - Economic Shifts and Funding Challenges: Julius explains how the economic downturn affects funding rounds and the importance of capital efficiency.05:42 - Evolving Go-to-Market Strategies: Insights into how companies are adapting their sales strategies in response to market changes.07:57 - The Changing Role of SDRs: The shift from traditional cold calling to more technical roles involving AI and data-driven insights.10:07 - Impact of Technology and AI in Sales: How AI tools are transforming sales processes and the importance of understanding and leveraging these tools.12:35 - Future Trends in Sales and Market Dynamics: Predictions on the cyclical nature of the industry and expected trends in the next few years.14:13 - Key Sales Metrics and KPIs: Discussing the changes in sales metrics and the challenges sales teams face in the current environment.17:01 - Compensation Trends in Sales: Exploration of how compensation structures and targets are evolving due to market conditions.19:21 - Future of ARRtist Circus: Julius shares exciting updates and plans for the upcoming ARRtist Circus 2025 event.

🇬🇧 CV Tips, Interview Strategies, and Top Presales Skills | #53 Chris Beaumont - Associate @ The Sales Recruitment Company

🇬🇧 CV Tips, Interview Strategies, and Top Presales Skills | #53 Chris Beaumont - Associate @ The Sales Recruitment Company

In this episode, Julia Lustig interviews Chris Beaumont, a pre-sales recruitment expert, about improving CVs for sales engineers, interview preparation, and desirable skills for pre-sales roles. Chris emphasizes the importance of clear and concise CVs that highlight relevant industry experience and technical knowledge. He also discusses the significance of preparation and research for interviews, including understanding the background of the interviewer and finding conversation points. Chris identifies communication skills, the ability to explain technical concepts in layman's terms, and an understanding of the customer value chain as key skills for pre-sales professionals. He also highlights the importance of coachability and collaboration in the hiring process. Keywords pre-sales, sales engineer, CV, interview preparation, desirable skills, communication skills, coachability, collaboration

🇬🇧 Mastering Industry Knowledge in PreSales | #52 Silvio Casagrande - President and Founder @ Innovumabot

🇬🇧 Mastering Industry Knowledge in PreSales | #52 Silvio Casagrande - President and Founder @ Innovumabot

In this episode, Julia Lustig and Silvio Casagrande discuss the importance of industry knowledge for pre-sales consultants. They explore how much industry knowledge is expected, what clients expect from pre-sales consultants, and how to transition from one industry to another. Silvio shares his own experiences and emphasizes the importance of curiosity and asking questions. They also discuss the role of AI and LLMs in gaining industry knowledge. Overall, the conversation highlights the need for pre-sales consultants to understand their solution first and then delve into the industry. Keywords pre-sales, industry knowledge, clients, expectations, transitioning, curiosity, AI, LLMs

🇬🇧 How to use the Power of AI to elevate your sales game | #51 Gerald Zankl @ Kickscale

🇬🇧 How to use the Power of AI to elevate your sales game | #51 Gerald Zankl @ Kickscale

Summary In this episode, Natalia and Gerald discuss the role of AI in sales and how it can help sellers save time, sell better, and gain valuable customer insights. They highlight the importance of productivity, insights, and coaching in sales and how AI can be a total game changer. Tune in to get learn more about how to leverage available tools and what skills are necessary in sales to stay competitive. Takeaways AI can help sellers save time by automating administrative tasks and updating CRM systems, allowing them to focus on actively selling.If you are not using a tool to delegate basic sales task you are losing time, which equals to money (!)AI is not only about automating tasks, there are other uses for AI that can be a game changer to elevate your career to the next level. Coaching and feedback are essential for sales improvement, and AI can assist in providing actionable insights and identifying areas for improvement e.g. asking enough questions, objection handling, negotiation tactics, etc.Sellers should embrace available tools and upskill themselves to stay competitive in a rapidly evolving sales landscape.Joining sales communities and sharing best practices can enhance learning and support in the sales profession.

🇬🇧 Embrace AI in sales or fall behind - #50 Eric Künzel, Senior Account Executive @ Younium

🇬🇧 Embrace AI in sales or fall behind - #50 Eric Künzel, Senior Account Executive @ Younium

Summary In this episode, Klara and Eric discuss how to leverage AI in the sales process, particularly in the prospecting and discovery phases. They emphasize the importance of understanding what AI is good at and the challenges that may arise when working with AI. They also highlight the need to start small and try out different AI tools and techniques to find what works best for your company. They discuss the benefits of using AI for data collection, personalization, and analyzing sales calls. They also touch on the future of AI in sales and the potential for personalized engagement at scale. Takeaways Understand what AI is good at and the challenges it may present in the sales process.Start small and try out different AI tools and techniques to find what works best for your company.Use AI for data collection, personalization, and analyzing sales calls to save time and improve efficiency.Focus on finding the right ICP companies and leveraging signals to personalize engagement at scale.Embrace AI as a tool to improve sales processes and spend more time on high-value tasks. Chapters 00:00Introduction and Background 03:25Understanding AI and Getting Started 09:29Leveraging AI in the Prospecting Phase 15:39Preparing for Discovery Calls with AI 28:26Collaborating with Your Team to Improve the Sales Process

🇬🇧 Adaptability through continuous learning | #49 Esperanza (Zoe) Ventura - Senior Solutions Engineer @ Contentful

🇬🇧 Adaptability through continuous learning | #49 Esperanza (Zoe) Ventura - Senior Solutions Engineer @ Contentful

In this episode, Julia Lustig and Zoe Ventura discuss various soft skills needed in an ever-changing world and the importance of continuous learning. They also explore the relevance of culture mapping in a multicultural environment. Zoe shares her experience as a woman in the tech industry and highlights the need for representation and equal opportunities. The conversation emphasizes the importance of adaptability and continuous learning in staying relevant and successful in the tech industry.Keywordssoft skills, continuous learning, culture mapping, multicultural environment, women in tech, adaptability Takeaways Soft skills are essential in an ever-changing world, and continuous learning helps in staying adaptable.Understanding culture mapping is crucial when working in a multicultural environment.Representation and equal opportunities are important for women in the tech industry. Want to be on the show? Apply now! ⁠⁠⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠⁠⁠ The podcast is presented by ARRtist Circus - Your Career Community for Sales, PreSales & Customer Success Teams in Europe. Join the movement: ⁠⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com

🇬🇧 A weird cold calling story | #48 Giulio Segantini - Underdog Sales

🇬🇧 A weird cold calling story | #48 Giulio Segantini - Underdog Sales

Summary In this podcast episode, Tillmann Horn talks with Giulio Segantini from Underdog Sales about the art of cold calling. Giulio shares his journey from studying philosophy to becoming a successful cold caller. They discuss the challenges and changes in cold calling over the years, the importance of trigger points, and psychological approaches. Giulio highlights dealing with accents, adapting to different cultures, and the differences between American and European sales styles. He also emphasizes the importance of handling objections, active listening, and recommends resources for sales training. Takeaways - Giulio Segantini transitioned from a philosophy student to a successful cold caller. - Technological advancements have changed cold calling, such as the use of mobile phones. - Focusing on relevant trigger points and employing psychological approaches are crucial in cold calling. - Handling accents and cultural differences can be challenging but also offer a chance to stand out. - Cold calling remains an effective and essential sales skill. - Recognizing and adapting to the differences between American and European sales styles is important. - Accepting objections and asking the right questions, rather than arguing, is key. - Active listening helps understand the customer's needs and problems. - Recommended sales training resources include books like 'Unselling' by Kevin Casey. Chapters 00:00 From Philosophy Student to Successful Cold Caller 03:19 Changes and Challenges in Cold Calling 11:13 Handling Accents and Cultural Differences 15:03 Importance of Trigger Points and Psychological Approaches 22:30 Differences Between American and European Sales Styles 24:01 Handling Objections in Sales 25:19 The Art of Active Listening in Sales 31:17 Recommendations for Sales Training Resources

🇩🇪 Bock auf Team Lead? So funktioniert's! | #47 Philipp Harder - Sales Team Lead @WorkFlex

🇩🇪 Bock auf Team Lead? So funktioniert's! | #47 Philipp Harder - Sales Team Lead @WorkFlex

Zusammenfassung In dieser Episode des Revenue Circus Podcasts sprechen Cara und Philipp darüber, wie man Team Lead wird und was es braucht, um in dieser Rolle erfolgreich zu sein. Sie erkunden die Beweggründe, Team Lead zu werden, die Bedeutung des Verständnisses der Unternehmensziele und -prozesse sowie die Notwendigkeit von Unabhängigkeit und Selbstvertrauen. Sie geben auch Tipps, wie man eine Team Lead-Rolle übernehmen kann, zum Beispiel durch das Bekunden von Interesse, das Sammeln von Erfahrungen und das Übernehmen von Aufgaben, die ein Team Lead ausführen würde. Einmal in der Rolle, betonen sie die Wichtigkeit von Kommunikation, Selbstreflexion und dem Aufbau von Beziehungen zu Teammitgliedern. Das Gespräch behandelt verschiedene Herausforderungen und Tipps für Team Leads. Die Hauptthemen umfassen das Einholen von Ratschlägen und Tipps von anderen, den Aufbau von Vertrauen und Beziehungen zu Teammitgliedern, das Verständnis individueller Unterschiede und Motivationen, das Managen von Verantwortlichkeiten und schwierigen Gesprächen sowie das Gleichgewicht zwischen Führungs- und Managementrollen. Das Gespräch unterstreicht die Bedeutung von Selbstbewusstsein und kontinuierlichem Lernen als Team Lead. Kapitel 00:00 Einführung und Motivation, Team Lead zu werden 07:26 Wie man Team Lead wird 30:41 Führung vs. Management 38:45 Vertrauen aufbauen und schwierige Gespräche führen Folge Cara auf Linkedin hier. Folge Philipp auf Linkedin hier. Du möchtest als Gast in unseren Podcast? Bewirb dich jetzt! ⁠⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠ Präsentiert wird euch der Podcast vom ARRtist Circus - das Tomorrowland für Sales & Customer Success Teams in Europa.

🇬🇧 Unlocking emotional intelligence in sales | #46 Helen Stehniei - Business Development Manager @ Pliant

🇬🇧 Unlocking emotional intelligence in sales | #46 Helen Stehniei - Business Development Manager @ Pliant

Summary Helen, the new markets manager from Pleand, shares her journey into sales and the importance of emotional intelligence in sales. She discusses her experience selling in different cultures, including Ukraine, Germany, and the Netherlands. Helen emphasizes the need to adapt to different cultural norms and communication styles to build trust and establish relationships with prospects. She also highlights the impact of emotional intelligence on preventing churn and increasing customer loyalty. Helen recommends resources such as books on emotional intelligence and recording sales demos for self-improvement. She concludes by sharing insights into the quirks of Ukrainian, German, and Dutch cultures in sales. Takeaways Adapting to different cultural norms and communication styles is crucial in sales Emotional intelligence helps build trust and establish relationships with prospects Emotional intelligence can prevent churn and increase customer loyalty Recording sales demos and seeking feedback are effective ways to improve emotional intelligence in sales Understanding cultural quirks can enhance sales effectiveness Chapters 00:00 Introduction and Background 05:42 Cultural Differences in Sales 09:23 Building Trust and Relationships 13:51 The Role of Body Language 23:52 Effective Questioning in Sales 27:14 Quality over Quantity in Sales 31:09 Quirks of Different Cultures in Sales 33:27 Meeting a Modern Hunter-Gatherer Co-Host: Lea Bücker - SDRs of Germany Guest: Helen Stehniei - Pliant The podcast is presented by ARRtist Circus - the Tomorrowland for Revenue Teams in Europe. Don't miss the event of the year - On April 04th 2025, in Berlin. Find all information and tickets at ⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com

🇩🇪 Mental Health im Sales - Bis wohin und nicht weiter? | #45 Charlotte Jurk - Business Development Managerin @ Insight Consulting

🇩🇪 Mental Health im Sales - Bis wohin und nicht weiter? | #45 Charlotte Jurk - Business Development Managerin @ Insight Consulting

Summary In dieser Podcast-Folge geht es um das Thema Mental Health im Sales. Die Gastgeberin Diana und ihre Gästin Charlotte Jurk von Inside Consulting diskutieren die Bedeutung von Resilienz im Sales, wie man psychische Belastungen und Probleme frühzeitig erkennt und wie man am besten damit umgeht. Sie teilen ihre persönlichen Erfahrungen und geben Ratschläge, wie man den Druck im Sales bewältigen kann. Außerdem betonen sie die Bedeutung von Spaß und Freude an der Arbeit für eine gute mentale Gesundheit. In diesem Teil des Gesprächs geht es um den Umgang mit Ablehnung im Vertrieb und die Bedeutung von mentaler Gesundheit. Die Gesprächspartnerinnen betonen die Wichtigkeit, sich nicht persönlich von Ablehnung zu nehmen und stattdessen das größere Bild zu sehen. Sie ermutigen auch dazu, sich mit anderen auszutauschen und Unterstützung zu suchen, um mentale Belastungen zu bewältigen. Des Weiteren wird betont, wie wichtig es ist, sich Auszeiten zu nehmen und sich selbst zu pflegen, um langfristig erfolgreich zu sein. Abschließend geben sie Tipps, wie man frühzeitig Anzeichen von psychischen Belastungen erkennen kann. Keywords Mental Health, Sales, Resilienz, psychische Belastungen, Druck, Spaß, Ablehnung, Vertrieb, mentale Gesundheit, Umgang mit Stress, Austausch, Unterstützung, Auszeiten, Selbstpflege Takeaways Resilienz ist im Sales wichtig, um psychische Belastungen und Probleme vorzubeugen. Es ist wichtig, den Druck im Sales nicht zu persönlich zu nehmen und sich nicht zu sehr mit Zahlen zu identifizieren. Es hilft, eine gesunde Fehlerkultur im Team zu haben und sich mit anderen auszutauschen. Spaß und Freude an der Arbeit sind wichtig für eine gute mentale Gesundheit im Sales. Nimm Ablehnung im Vertrieb nicht persönlich und behalte das größere Bild im Blick. Suche den Austausch mit anderen und suche Unterstützung, um mentale Belastungen zu bewältigen. Nimm dir regelmäßig Auszeiten und kümmere dich um deine mentale und körperliche Gesundheit. Achte frühzeitig auf Anzeichen von psychischen Belastungen und suche bei Bedarf professionelle Hilfe. Chapters 00:00 Einführung und Vorstellung der Gästin 02:07 Der Weg in den Sales: Von der Jura-Bubble zum Consulting-Startup 06:20 Umgang mit Druck im Sales: Nicht zu sehr mit Zahlen identifizieren 08:55 Gesunde Fehlerkultur im Team: Austausch und Lernen 11:47 Spaß und Freude an der Arbeit: Wichtig für mentale Gesundheit im Sales 15:42 Der Umgang mit Ablehnung im Vertrieb 21:29 Frühzeitiges Erkennen von psychischen Belastungen

🇬🇧 How to take charge to own your career | #44 Julia Lustig and Klara Ahlgren

🇬🇧 How to take charge to own your career | #44 Julia Lustig and Klara Ahlgren

Summary In this episode, Klara and Julia discuss the importance of owning your career and advancing in your professional journey. They share their own experiences and provide tips on how to advocate for yourself and make progress in your career. They emphasize the importance of setting goals, finding mentors, building a support network, and continuously improving your skills. They also discuss the collaboration between account executives and sales engineers and the key factors for a successful demo. Overall, the conversation highlights the importance of taking control of your career and continuously striving for growth. Takeaways Take ownership of your career and advocate for yourselfSet realistic goals and create a plan to achieve themFind mentors and build a support networkContinuously improve your skills and seek opportunities for growthCollaborate effectively with account executives as a sales engineerFocus on understanding customer pain points and mapping solutions to themBe adaptable and willing to learn from feedbackBuild strong relationships with stakeholders and communicate effectively Chapters 00:00 Introduction and Background 03:15 Owning Your Career and Advocating for Yourself 09:16 Transitioning from BDR to AE 14:36 Building a Support Network and Finding Mentors 21:51 Keys to a Successful Demo 26:04 Continuous Learning and Self-Improvement

🇩🇪 Die SDR Position Im Wandel - Die Zeit der Mehrwert-Experten | #43 Julius Kappenberg - Sales Development Manager @ MuleSoft

🇩🇪 Die SDR Position Im Wandel - Die Zeit der Mehrwert-Experten | #43 Julius Kappenberg - Sales Development Manager @ MuleSoft

Summary Julius Kappenberg, Sales Development Manager bei Salesforce, spricht mit Lea über die Veränderungen in der SDA-Position. Er teilt seine persönliche Reise vom Startup-Gründer in Kolumbien bis zum internationalen Sales-Teamleiter. Julius betont die Bedeutung von Sozialkompetenz und Kundenbeziehungen im SDA-Rollenwandel. Er schlägt vor, die Rolle als 'Neukunden-Mehrwertberater' zu bezeichnen und betont die Notwendigkeit eines beratenden Ansatzes. Die Bedeutung des Mindset-Shifts und des Einfühlungsvermögens in die Kundenprobleme wird ebenfalls hervorgehoben. Das Gespräch zwischen Lea und Julius Kappenberg dreht sich um die Rolle des SDRs und die Entwicklung von Sales-Strategien. Es werden Themen wie Value Selling, Kundenbeziehungen, Meeting-Book-Rate, Leadership-Unterstützung und die Entwicklung von SDR-Fähigkeiten diskutiert. Takeaways Die SDA-Position hat sich von einem allgemeinen Ansatz zu einem spezialisierten, beratenden Ansatz entwickelt. Die Rolle des SDA erfordert ein starkes Einfühlungsvermögen und die Fähigkeit, sich in die Kundenprobleme zu versetzen. Die Bezeichnung 'Neukunden-Mehrwertberater' wird vorgeschlagen, um die SDA-Rolle besser zu beschreiben und den beratenden Ansatz zu betonen. Die Bedeutung von Value Selling in der SDR-Rolle Die Rolle von Leadership bei der Unterstützung von SDRs Die Entwicklung von Kundenbeziehungen und Meeting-Book-Rate Die Fähigkeiten und Entwicklungsmöglichkeiten von SDRs Chapters 00:00 Die persönliche Reise eines Sales Development Managers 02:32 Die Veränderungen in der SDA-Position 11:26 Die Rolle des SDA als Neukunden-Mehrwertberater 23:24 Die Bedeutung von Value Selling in der SDR-Rolle 26:14 Leadership-Unterstützung und die Entwicklung von Kundenbeziehungen 28:48 Meeting-Book-Rate und die Fähigkeiten von SDRs

🇬🇧 Top of mind when expanding into new markets - #42 Daniel Hagstedt - Head of UK Expansion at Magma Math

🇬🇧 Top of mind when expanding into new markets - #42 Daniel Hagstedt - Head of UK Expansion at Magma Math

Summary In this episode, Klara interviews Daniel Hagstedt, a successful sales professional. Daniel shares his journey in sales, from starting in a telecom store to working with startups. He also discusses Magma, a company that uses face recognition technology to improve math education. Daniel talks about the challenges and successes of expanding into new markets, such as the US and the upcoming UK market. He emphasizes the importance of determination and staying focused on the target audience. Klara and Daniel also discuss the evolving role of sales and the need for sellers to bring value to the table. Takeaways Sales professionals can come from diverse backgrounds and find success through determination and adaptability.Expanding into new markets requires understanding the target audience and making necessary adjustments to the sales process.The role of sales is evolving, with buyers having more control and involving multiple stakeholders in the decision-making process.Sellers need to bring value to the table and focus on helping the buyer achieve their goals.Learning from mistakes and making small iterations can lead to long-term success in sales. Chapters 00:00Introduction and Background 03:26The Unconventional Path to Sales Success 08:11Expanding into New Markets: Lessons from the US 23:39Learning from Mistakes and Making Iterations 28:24Authenticity and Adaptability in Sales

🇩🇪 Neugierde im Sales - Langfristig erfolgreich als AE | #41 Vera Deihle - Senior AE Public Sector @ Personio

🇩🇪 Neugierde im Sales - Langfristig erfolgreich als AE | #41 Vera Deihle - Senior AE Public Sector @ Personio

Zusammenfassung In dieser Episode interviewt Jan Vera von Personio, eine erfolgreiche Vertriebsexpertin. Sie sprechen über Veras Karriere im Vertrieb, die Bedeutung von Neugier und die Herausforderungen sowie die Zukunft der Vertriebsrolle. Vera betont die Notwendigkeit persönlicher Verbindungen, kontinuierlicher Akquise und der Nutzung von Referenzen. Sie hebt auch die Bedeutung von Effizienz und Produktivität im Vertrieb hervor. Die Episode endet damit, dass Vera ihre Kontaktdaten für weitere Diskussionen teilt. Erkenntnisse - Neugier ist eine wichtige Eigenschaft für den Erfolg im Vertrieb, da sie persönliche Verbindungen und kontinuierliches Lernen fördert. - Effizienz und Produktivität sind im Vertrieb entscheidend, und der Einsatz von Technologie kann helfen, Arbeitsabläufe zu optimieren. - Kontinuierliche Akquise und die Nutzung von Referenzen sind effektive Strategien zur Generierung neuer Geschäfte. - Die Vertriebsrolle entwickelt sich weiter, und Vertriebsprofis müssen sich an die sich ändernden Kundenbedürfnisse und Markttrends anpassen. - Der Aufbau starker Beziehungen und die Zusammenarbeit mit Kollegen sind essenziell für den Erfolg im Vertrieb. Kapitel 00:00 Einführung und persönliche Verbindung 03:04 Die Macht der Neugier 08:39 Erkundung neuer Sektoren 13:20 Die Rolle der Neugier im persönlichen und beruflichen Wachstum 26:53 Kontinuierliche Akquise und Nutzung von Referenzen 35:29 Die Zukunft der Vertriebsrolle