LEADERS IN SALES
The LEADERS IN SALES Podcast is for CROs and senior B2B sales leaders responsible for real revenue outcomes. If you want to learn from peers who’ve already made the calls, this show is for you. Each episode features candid conversations with sales leaders discussing how revenue decisions actually played out, from navigating longer sales cycles and leaner teams to aligning go-to-market roles and leading under sustained pressure.
Episodes
Ep 74 - Shawn Green - The More You Automate, the More Your Leadership Has to Be Human
Once AI handles the status updates and the deal prep, a sales leader is left with what software cannot touch: coaching the team, reading which deals are real, and the judgment a hard quarter turns on.Shawn Green, Go-to-Market Leader at Clario, treats AI as the latest in thirty years of technology shifts, only faster. His point is that AI does not shrink the sales leader's job, it concentrates
Ep 73 - Joerg Klueckmann - The Courage to be Different: Why You Need More Creativity in Your Data-Driven Marketing Strategy
Has data-driven marketing killed creativity?In this interview, the Head of Marketing at Finastra, Joerg Klueckmann chats with Sammy about the importance of creative freedom in marketing, why companies must dare to be different, how to acquire budget for outside-the-box initiatives, and much more.You’ll learn:1. Why creativity must make a comeback if we're to avoid repetitiveness and mundanity
Ep 72 - Rodolfo Yiu - How Recharge's Head of Demand Generation Successfully Drives Pipeline for the Company
Driving demand for your company at every stage of your marketing funnel? Rodolfo shares how they do it at Recharge.In today's episode, Rodolfo Yiu, Head of Demand Generation at Recharge shares with Sammy, how he and his team keep their pipeline healthy and full.You’ll learn:1. How Rodolfo drives demand on top, middle and bottom of funnel for Recharge2. How Recharge is distributing its demand
Ep 71 - Sebastian Baier - The New Way of B2B? - How Buynomics went after Billion Dollar Companies First Without Driving Aggressive Sales Tactics
Out with the old, in with a $20B deal?Sometimes, not sticking to the known will skyrocket your B2B success:In Buynomics' case, going against "common wisdom" in B2B, helped them secure a huge enterprise customer – as a seed stage startup! Today, Sebastian Baier, Founder & MD at Buynomics, shares with Sammy how they did it.You’ll learn:1. Why and how Buynomics successfully went af
Shortcast: How to Grow Your Business Using a 4-Part Content Marketing Framework – with Brendan Hufford
Is content marketing dead?These days, many businesses pump all their marketing budget into running ads.But are they getting better results than they would with organic growth strategies?In today’s shortcast-episode, Brendan Hufford, Founder at Growth Sprints, chats to Sammy about misconceptions in B2B marketing and how he grows SaaS companies using his 4-part content marketing framework. You’ll le
Ep 70 - Christian Kurtenbach - How Monta Leverages Ex-consultants to Drive Sales
Business environments are rapidly becoming more complex.Now, skill stacks that focus on deeper and more multidimensional thinking are becoming hot commodities in sales.But where are businesses finding salespeople with this unusual skill combination?Find out in today’s episode with our host Sammy and guest, Christian Kurtenbach, Director of Enterprise Sales at Monta.You’ll learn:1. The advantage of
Ep 69 - Pim Geurts - How to Build Your Own B2B Community
The secret to B2B sales success?Promotional one-way communication won’t cut it with today’s ad-exhausted B2B customer. Instead, you need to start building and nurturing long-term, meaningful relationships. Find out how in today’s episode with Pim Geurts, Global Director of Strategic Alliances at o9 Solutions and our host, Sammy. You’ll learn:1. What a B2B community is according to Pim2. How to bui
Ep 68 - Johannes Füß - 300% Wachstum in 1,5 Jahren: Das Erfolgsrezept der B2B Sales-Organisation von EGYM Wellpass
Wie hat EGYM Wellpass mit ihrer B2B-Sales Mannschaft in 1,5 Jahren 300% Wachstum gemeistert?EGYM Wellpass' Sales-Organisation ist von 20 auf 100 Mitarbeiter gewachsen – und das trotz der unsicheren Aussicht in der Fitnessbranche während der Pandemie. Heute teilt Johannes Füß, Vice President Sales bei EGYM Wellpass, seine Erfahrungen, Best Practices und Erfolge mit Sammy. Das erwartet Dich: 1
Ep 67 - Michelle Pietsch - How to Build the Right Sales Team from Seed Stage to Series B
Who are the people you need in your company for scaling from Seed Stage to Series B?Today's guest is part of the reason Datadog (1bn valuation), Drift (1bn valuation) and Dooly ($300m) scaled so fast!And now, Michelle Pietsch, Founding Partner at Minot Light Consulting, shares her best practices & insights with us.She chats with Sammy about her approach to building successful go-to-market
Ep 66 - Shawn Green - How B2B Partnerships Create an Ecosystem of Value for Your Business
When should you start building a B2B partnership ecosystem?Immediately!According to Shawn Green, Go-To-Market Advisor at Upflow and Chassi, there isn’t a better time to start finding key partners than the present.In today’s episode with Sammy, he explains how building a partner ecosystem from the start helps you score those crucial first customers for your startup. You’ll learn:1. The right time
Ep 65 - Carrie Kelly - How to Influence Your Whole Sales Pipeline with Marketing
Take a guess.Who is the most important stakeholder in your marketing strategy?The answer is simple — it’s your customers!In today’s episode, Carrie Kelly, Chief Marketing Officer at Cyderes, explains how getting close to your customers will help you execute effective marketing interventions that really influence your sales pipeline. You’ll learn:1. How to influence the sales pipeline with marketin
Ep 64 - Johanna Fagerstedt - From small startup to global scale-up – the keys to growth through marketing
Marketing is not only a means to an end: It's the endgame. How does Quinyx leverage their marketing to build successful communities & drive growth?Johanna Fagerstedt, CMO at Quinyx, shares with Sammy, how they do it.What's in it for you:1. Why marketing doesn’t stop after winning a customer2. How Quinyx uses an annual community event to build thought leadership and create content3.
Ep 63 - Massimo Pernicone - Driving Growth & Fueling Sales with the Right Sales Tools
Technology can bring the best out of you as a salesperson – If you let it.Today, our host Sammy is talking to Massimo Pernicone, Director at BTS, about how sales tools can help your B2B business grow.You'll learn:1. What problems companies face when introducing new tech for salespeople2. How to get your salespeople on board when adopting new sales tools3. What mistakes to be aware of when in
Ep 62 - Bill Glenn - 40% Growth Each Year: Why Social Media is a Growth Accelerator for ExtraHop
How can you use social media to win leads, grow your B2B business and support sales?Bill Glenn, VP of Marketing at ExtraHop, has answers – and shares them with Sammy in today's GROW B2B FASTER episode.What's in it for you:1. Why social media plays a critical role for ExtraHop’s marketing and sales2. What role communities and in-person events play for ExtraHop’s marketing3. Why building i
Ep 61 - Bill Staikos - Building Successful Communities & Leveraging Thought Leadership for B2B Growth
How can you build active communities as a B2B company?Bill Staikos, Senior VP at Medallia, talks to Sammy about his experience in community building, what leverages Medallia's community, and how his personal brand on LinkedIn plays into it.What's in it for you:1. Why and how Medallia invests in their client led community & community events to drive growth2. How B2B companies can star
Ep 60 - How Can You Leverage Your Own Podcast to Win Clients? - Sammy Gebele on Peers over Beers with Chris Detzel
Creating connections + Giving value = Community-led growthToday, our host Sammy shares how he grows community by creating connections & giving value back to his network. You'll learn:1. How to leverage a podcast show to drive growth and create content2. How Sammy builds communities3. What KPIs to use to track community growth success4. Why meetups work for building strong connectionsThis
Ep 59 - Shannon Katschilo - Making Sales Fun: How Shannon Wins Leads on an Executive Level & Grows a Strong Sales Team for Zoomin Software
Value without trust won't win you leads. But how do you add one to the other?On today's GROW B2B FASTER episode, Shannon Katschilo, VP of strategic sales at Zoomin Software, chats with Sammy about ways to make winning leads more fun for everyone involved.What’s in it for you:1. How putting the fun back in sales helps you build trust and up your sales game2. Why impersonal ‘spray and pray
Ep 58 - Steve Baumgartner - 30% Growth Each Year: How Steve Sets up B2B Enterprise Sales Processes & Leverages Channel Sales for Maximum Success at inriver
How does inriver set up their sales machine and drive a steady 30% growth each year?Steve shares his vast knowledge on the most efficient and valuable B2B sales secrets with Sammy in today's episode.What's in it for you: 1. How to set up B2B enterprise sales processes with your sales teams to keep clients engaged2. How sales works with partner teams and marketing for effective channel m
Ep 57 - Monika den Os - Monika's Secret Sauce to Finding Great Content & How She Uses it to Generate Leads
How does Monika create & leverage her key content to drive growth at Bizzdesign? In today's episode, Monika shares her secret sauce to driving sales, building community, and generating the most valuable leads for her company Bizzdesign with Sammy.What's in it for you:1. How Monika creates her key content piece for the whole year 2. Monika’s best kept secret to driving valuable leads3
Ep 56 - Steve Kline - First 100 Days as CRO – How Steve Planned and Started his CRO Position for Fast Impact at ENGIE Impact
How did Steve plan his first 100 days as the new CRO at ENGIE Impact to achieve maximum impact?Our guest today, Steve Kline, CRO at ENGIE Impact, shares his playbook for successfully structuring your sales team with Sammy.What's in it for you:1. Steve’s roadmap to starting as a new CRO at ENGIE Impact2. How to define a profile for hiring the best new talent to enhance your team3. How to struc
Ep 55 - Ira Sharp - Framework: How Ira Sharp Established Himself as a B2B Industry Thought Leader while working for Phoenix Contact USA
How did Ira Sharp establish himself as a B2B industry Thought Leader while working for Phoenix Contact USA?Today on our GROW B2B FASTER Show, LinkedIn Influencer Ira Sharp, Director of Product Marketing Automation at Phoenix Contact USA, shares his secret sauce for leveraging LinkedIn for maximum success: For yourself and your company! What’s in it for you:1. What framework Ira used to establish h
Ep 54 - Scott Leese - 2 to 200 in Under 2 Years: How Scott Scaled Up his Sales Team by Posting on LinkedIn & Grew to 84,000 Followers and Content with 1,000s of Likes
How Scott scaled his sales teams from 2 to 200 in under 2 years by posting on LinkedIn – where he now has 84,000 followers and content with 1,000s of likes.We are super happy to have LinkedIn superstar Scott on our show who talks about his journey, challenges and best practices in B2B sales with Sammy in today's GROW B2B FASTER episode.What's in it for you:1. How Scott scaled up his sale
Ep 53 - Oliver Wedell: +50% growth as a $1 Billion Company - how does MongoDB pull it off?
There's a Reason why MongoDB Manages to Retain Growth of Over 50% as a $1 billion in annualized revenue company in the Tech Market.Oliver Wedell, Regional VP for Central Europe at MongoDB lets Sammy in on the keys to their success in today's GROW B2B FASTER Show.What's in it for you:1. How being an open source company helps MongoDB accelerate growth and sell more2. Why a focus on de
Ep 52 - Justin Welsh is cracking the LinkedIn Code: $2m revenue in 2 years, posts with 1,000s of likes & comments - and 0$ spent on marketing
How did Justin get to $2m in revenue in 2 years on LinkedIn, and create content that has 1,000s of likes & comments?In today's GROW B2B FASTER episode, Justin Welsh shares with Sammy, how to get the best out of LinkedIn, and how it can help you grow your B2B business fast.What's in it for you:1. How to build a successful LinkedIn community as a B2B business2. How to find your niche a
Ep 51 - Mark Wilchynski - Eliminating 'Bad Deals' and Revamping Your Company Culture for B2B Growth
Don't you wish you could sniff out a 'Bad Deal' before you went all in?So does today's guest at GROW B2B FASTER: Mark Wilchynski, VP of America Sales at Zoomin Software.What’s in it for you1. How to spot and get rid of potentially 'bad deals' – and bring more quality to the deals you’re after2. How to build a framework for a sales organization that work
Ep 50 - David Meerman Scott - You Can Create B2B Demand Instead of Mass-Spamming Your Buyers
Our Guest is David Meerman Scott, author of various bestselling business books, keynote speaker, as well as LP and Strategic Advisor at Stage 2 Capital.What’s in it for you1. How to choose the right VC firm to help your growth as a company2. How to avoid mass-spamming your buyers and successfully change your marketing strategies3. How important it is to create your own content real estate 4. How t
Ep 49 - Brad Hill - How SkillGigs successfully combines a SAAS subscription with a usage-based payment model
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO, catches up with Brad Hill, President at SkillGigs.What's in it for you:1. How to create trust with your potential client – a key skill for every salesperson2. Communicating the value you offer in a way that it also meets the customer’s need3. How combining payment models will keep your customers ho
Ep 48 - Markus Rupprecht - 1 KPI to rule them all
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO, catches up with Markus Rupprecht, CEO at Traxpay.That's in it for you:1. Which KPIs are most crucial to look at, to incentivize your team as well as work towards one goal2. How to win clients with direct sales3. Why social media plays such a huge role in big whale hunting4. Why you should share mor
Ep 47 - Rüdiger Spohrer - How a 2.4bn € industrial automation company effectively leverages B2B influencer marketing and creates valuable content for lead generation
In today's episode with Rüdiger Spohrer, Director Global Marketing & Communications at Phoenix Contact, you will learn1. How to effectively leverage influencer marketing and create valuable content for lead generation2. How Phoenix Contact successfully implements a holistic sales and marketing strategy on a global scale3. The way the pandemic, a new generation of buyers, and cookie regula
Ep 46 - Carsten Schryver - How a 3rd Generation Freight Forwarder Thrives & Grows Despite the Logistical Chaos Caused by the Pandemic
In today's episode with Carsten Schryver, CEO of Schryver Group, you will learn1. How Schryver successfully transformed their sales strategy during the pandemic2. How Schryver reaches out to potential customers through carefully designed emails3. How to capture opportunities through precise market research4. Why transparency about your failures will strengthen your customer relations5. How S
Ep 45 - Anna Cleary - Driving growth in a cookieless world - what Software AG's marketing changed to thrive in this new era
In today's episode with Anna Cleary, a leader in Growth & Digital Marketing at Software AG, you will learn:1. Mindful tactics to effectively increase your customers' brand awareness and decision-making2. How to end the war between marketing and sales and transform them into a winning team3. The key to succeed and thrive in the new era to come: a cookieless worldAbout AnnaAnna is an e
Ep 44 - Ian Koniak - How to sell to senior executives & create demand through LinkedIn posts
In today's episode with Ian Koniak, President and Founder of Ian Koniak Sales Coaching, you will learn:1. How social selling and saving the best for first will boost your company's success2. Two principles and three skills you need to learn to become the best (sales-)version of yourself3. A step-by-step guide on how to successfully reach out and sell to senior executivesAbout IanIan Koni
Ep 43 - Jim McAvoy - How Cold Calling B2B Leads Can Be Better Than Going to the Dentist ;)
In today's episode with Jim McAvoy, President at JWMcAvoy & Company Ltd, you will learn:1. How to generate warm, semi-warm and cold leads through effective outreach strategies2. Why you should frame cold calling as a game and leverage your competitive spirit3. The most effective benchmarks and KPIs to track your outreach performance4. A step-by-step guide to formulating a compelling value
Ep 42 - Jamal Reimer - 160+ Million Dollar of SAAS Deals Closed in his Sales Career - Learn How to Close B2B MEGA DEALS Yourself
In today's episode with Jamal Reimer, VP Commercial at Saama, you will learn1. What Blue Ocean Sales Tactics are and How to Use them Effectively2. How to win B2B MEGA DEALS3. Why You Should Stop Broad-Based Email Prospecting and What to Do Instead to Win Mega DealsAbout JamalJamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked hi
Ep 41 - Patrick Trümpi - The state of flux in Sales
In today's episode with Patrick Trümpi, CSO at Unique, you will learn1. Why a multichannel sales strategy is most effective for your B2B business2. How to successfully conquer the path of becoming a successful thought leader on LinkedIn3. How to effectively differentiate and stand out from the competition as a B2B sales organizationAbout PatrickPatrick is an ambitious sales leader, always loo
Ep 40 - Sammy Gebele - 3 Do's and Dont's for Effective Posting on LinkedIn & why McKinsey could stop posting altogether...(4 min.)
In this 4 min. show, Sammy gives you 3 do's and dont's for effective posting on LinkedIn.You will learn what measures you can take to effectively gain more reach.And you will also learn what you can stop doing altogether...About the host SammySammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn i
Ep 39 - Stephan Kühr - How to enter the US Market as a German B2B SAAS company
In today's episode with Stephan Kühr, CEO at 3YOURMIND you will learn1. Why startups launching an unfinished solution gain an advantage over the competition in the long run2. How 3YOURMIND's sales and marketing strategy has transformed throughout their growth journey3. How to successfully enter the US market and sell your product as a German B2B SaaS companyAbout StephanStephan Kühr is a
Ep 38 - Chris Apostel - The Importance of Uniqueness in Sales
In today's episode with Chris Apostel, Sales Director DACH at GUURU you will learn1. The present state and enormous future potential of the customer service landscape.2. How GUURU stands out from today's digital noise by taking a unique approach to selling.3. How to discover the passion you want to make a living with and the key traits of a great salesperson.About ChrisChris is a seasone
Ep 37 - Mike Troiano - How to create your compelling company story that helps you win B2B customers, employees and investors alike
In today's episode with Mike Troiano, Partner at G20 Ventures you will learn1. The major changes in marketing and why creative storytelling is becoming increasingly important in today's world.2. What makes a good company story and a step-by-step guide on how to master effective storytelling3. How to turn marketing and sales into a go-to-market team that drives your company's success
Ep 36 - Dr. Nikolaus von Jacobs - How to start & grow your own conference
In today's episode with Dr. Nikolaus von Jacobs, Partner at McDermott Will & Emery you will learn1. The slow transformation of the legal industry from traditional reputation-based business to the use of marketing and sales.2. How Nik developed the highly regarded MuMAC and successfully adapted its model to the circumstances of the pandemic3. A step-by-step guide on how to efficiently buil
Ep 35 - Vlad Blagojević - 101 for ABM - How to tackle Account Based Marketing for B2B companies
In today's episode with Vlad Blagojević, Co-founder of FullFunnel.io you will learn1. Why Vlad considers a sole focus on generating leads as a major problem in B2B Marketing2. A step-by-step guide on how to realize efficient Account based Marketing in the B2B industry3. The superpower of personalized gifts for generating high response rates, hot leads and binary feedbackAbout VladVlad is a hi
Ep 34 - Sam Griffard - How to sell to funeral homes & why it's no different from selling to any other B2B target group
In today's episode with Sam Griffard, Head of Sales at Gather you will learn1. How Gather’s unique technology is serving the funeral industry and helps people in their time of need2. What outreach channels does Gather use in order to approach their seemingly extraordinary target groups3. Sam's take on quantity and quality in outreach and his mission to transform cold calling practicesAbo
Ep 33 - Chris Detzel - B2B community building from someone who does it all the time
In today's episode with Chris Detzel, Community Program Manager at Reltio you will learn1. Chris Journey of starting and sucessfully developing communities at Reltio2. How to effectively leverage your community management across your entire B2B organization3. The most effective KPIs for building and sustaining your B2B community 4. Why the interplay between community and social networks holds
Ep 32 - Martin Giese - How to start & scale sales as a B2B start-up
In today's episode with Martin Giese, Managing Director at XPRENEURS Incubator you will learn1. Martin’s view on sales as a founder’s job and pricing for completely new products2. Why defining the target group is a crucial and dangerous phase for start ups3. Martin's stance on effective mentorships and his biggest lesson in marketing and salesAbout MartinMartin is a business angel, start
Ep 31 - Simon Philip Rost - How GE is adapting its B2B marketing to "the new normal"
In today's episode with Simon Philip Rost, Marketing Executive for GE Healthcare’s Digital Health and AI Portfolio at GE Healthcare you will learn1. How the pandemic affected GE’s marketing strategy and 4 key takeaways driving their future success2. GE’s magic formula for developing digital opinion leaders and creating successful social media content3. What GE’s sales strategy and cooking hav
Ep 30 - Christian Uloth - How to sell authentically and add value along the way
In today's episode with Christian Uloth, Sales Development Manager DACH and Interim Manager, Sales Development, BENELUX and Nordics at MongoDB you will learn1. Christian’s take on selling authentically and MongoDB’s highly personalized sales and outreach approach 2. How Christian builds up an effective prospecting culture and nurtures non-monetary motivation elements3. Christian's team&a
Ep 29 - Morten Wolff - YOUR ICP Playbook - How to define and use your Ideal Customer Profile
In today's episode with Morten Wolff, Sales Consultant and Interim Manager at UNFCK Sales you will learn1. Why defining your ideal customer persona is crucial and how to discover challenges and pain points 2. How to build an effective sales motion by clearly positioning your product and creating a sales playbook 3. Morten's lesson learned about maintaining the human factor in online meet
Ep 28 - Ludwig von Busse - How Simplifa has restructured its sales process to increase customer retention and happiness
In today's episode with Ludwig von Busse, Co-Founder and CEO of Simplifa you will learn1. How Simplifa successfully wins clients by creating pain point diagnoses and providing suitable solutions2. Why the pandemic prompted Simplifa to restructure its sales organization and key lessons learned3. Andrea’s perspective on the importance of aligning goals with your customer and being a trustful, h
Ep 27 - Andreas Deptolla - 70 employees and 40% yoy growth - how a German started and still grows a US based B2B SAAS company
In today's episode with Andreas Deptolla, CEO of ThrivePass you will learn1. Andreas’ approach of handling prospects asking for lower prices in sales conversations2. How ThrivePass’ intentional 3-pillar distribution strategy effectively approaches prospects 3. Andreas’ first entrepreneurial steps, setbacks and valuable lessons learned4. How to get a foothold in the startup world, find product
Ep 25 - Tim Willey - How a $100+m B2B SAAS company redefines B2B Marketing, Sales & Customer Success as a teamsport
In today's episode with Tim Willey, Senior Vice President Commercial Strategy and Operations at ForgeRock you will learn1. What ForgeRock is doing and Tim’s tasks as SVP Commercial Strategy and Operations2. How customer centricity and a horizontal skillset drive marketing and sales success of a B2B SaaS business3. How to handle existing churn and measures to prevent it in the first place4. Ti
Ep 24 - Elias Völker - How Open Source drives Growth for tribe29
In today's episode with Elias Völker, Director International and Indirect Sales at tribe29 you will learn1. How to grow your company with an open-source product 2. How to convert open-source product users to paying customers3. Which growth opportunities tribe29 tested, which ones proved efficient About EliasElias is an experienced professional with a strong track record of value-creating proj
Ep 26 - Michael Lazik - The secret sauce of Templafy's B2B growth - from 300 to 500 employees this year alone!
Todays guest is Michael Lazik, Sales Director DACH at Templafy. That’s in it for you:1. How long term relationships and considering buyer’s personal goals drive SaaS products success2. How Templafy tests its way to the most effective sales strategy and wins new customers with valuable references 3. Michael's take on value-based cold calling and how to excel in sales meetings by tackling prosp
Ep 23 - Joe Haslam - How to scale your company after you hit product-market fit
Learn from the Irish IE Business School professor and entrepreneur Joe Haslam how to scale your business.In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Joe Haslam, Professor at IE Business School and Executive Director of the Owners Scaleup Program.That's in it for you1. Joe's inspiring entrepreneurial journey from schoolyar
Ep 22 - Roger Figueiredo - How #paid drives rapid growth from 60 to 120 employees in 2021
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Roger Figueiredo, VP Marketing&Sales at #paid.That's in it for you1. How #paid pairs brands with creators via their innovative two-sided marketplace 2. Roger's philosophy on hiring great SDRs, coaching and cultivating perseverance3. How #paid’s marketing team generates leads
Ep 21 - Daniel Bartsch - How to test to success in B2B sales & marketing
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Daniel Bartsch, Co-Founder and COO at creditshelf.That's in it for you1. How creditshelf boosts business growth, directly impacting the future of the economy2. Daniel’s view on two diverging mindsets when it comes to accelerating one's company3. Daniel's marketing and sales
Ep 20 - Dr. Cyrosch Kalateh - How to set-up a B2B sales org in a new country from scratch
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Cyrosch Kalateh, General Manager DACH at TinkThat's in it for you1. What Tink is doing and Cyrosch’s responsibilities as „CEO of the DACH region“2. Tink's multitude of ideal customers and the next evolutionary steps in organizational development3. How to set up a B2B sales org i
Ep 19 - Niels Turfboer - How to build and leverage a B2B sales motion through channel partners
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Niels Turfboer, former Managing Director and co-founder NL & UK at Spotcap ($112m funding).That's in it for you1. How to save costs by investing in recruiting when building up a company2. Spotcaps's sales channel with a 92% conversion rate3. How to really understand your c
Ep 18 - Josh Mastel - Cold calling - how and why to leverage it in B2B Sales
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Josh Mastel, Founder and CEO of UpRoar Partners.That's in it for you1. How UpRoar Partners drives successful sales solutions with customised, multichannel outreach strategies2. The importance of effectively pivoting and positioning your product in a niche market3. Why to leverage col
Ep 17 - Vikas Bhambri - How marketing & sales can better partner to improve GTM & customer experience
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Vikas Bhambri, SVP at Kustomer ($137m in funding). That's in it for you1. Kustomer’s unique organizational structure and Vikas special role of overseeing the whole customer lifecycle and experience2. Vikas holistic view on account-based marketing and its potential for triggering inno
Ep 16 - Cassidy Shield - How to let your potential B2B customers ask for a meeting instead of you chasing them
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Cassidy Shield, VP of Marketing at Narrative Science ($43m funding).That's in it for you1. Narrative Sciences' unconventional way of hiring high performing marketers2. Why B2B marketers should drive pipeline, not leads3. How B2B marketers can let the B2B buyer ask for a call ins
Ep 15 - Josh Allen - How to become the matchmaker between your customer's problems and your company's solution
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Josh Allen, CRO at Owl Labs.That's in it for you1. How to build a really high velocity inside sales motion by creating a trial to paid model.2. The different B2B business models Josh experienced during his career at different firms.3. How to make cold outreach successful by providing
Ep 14 - Mike Weir - How to focus your marketing team on the right goals and help your sales team succeed
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Mike Weir, Chief Revenue Officer at G2.That's in it for you1. Why a sole focus on generating leads becomes a plague in B2B Marketing2. G2’s approach for building up and fostering long-term customer relationships through thought leadership3. How joint planning sets the stage for the m
Ep 13 - Latané Conant - No forms. No spam. No cold calls. A new perspective on how marketing & sales should be done.
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Latané Conant, CMO at 6sense.That's in it for you1. How to understand modern B2B buyers and identify qualified accounts2. How to understand your B2B market to level up your marketing3. No forms, no spam, no cold calls - shifting your perspective on how marketing and customer acquisit
Ep 12 - Rob Gonzalez - Leverage B2B community development to reach thought leadership with your core customers
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Rob Gonzalez, Co-Founder and CMO at Salsify.That's in it for you1. How Salsify started building up its digital DNA and Rob’s major responsibilities as CMO2. The crucial role of the right customer for successfully scaling up your product/market fit3. Top advice on how to create and te
Ep 11 - Tim Riesterer - How to Uncover your B2B Customers' Unconsidered Needs to sell more
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Tim Riesterer, chief strategy and marketing officer at Corporate Visions, Inc.That's in it for you1. How decision science works and why the approach is useful for B2B businesses2. How to become a trusted advisor by uncovering your customers unconsidered needs3. What the DIQ approach
Ep 10 - Tyler Lessard - How to use Personalized Videos to win B2B Leads
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Tyler Lessard, VP of Marketing & Chief Video strategist at Vidyard, a fast-growing company ($ 75m funding) headquartered in Ontario - Canada.That's in it for you1. How to improve B2B lead generation & book meetings with potential clients by using video 2. How Tyler got “more
Ep 09 - Greg Alexander - How Greg sold his 30 person consultancy for a whopping $ 162 million
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder for SAWOO catches up with Greg Alexander, Chief Investment Officer for Capital 54. Greg sold his 30 person consultancy for a whopping $162m and now has the goal to help other founders to scale and exit their professional service firms as succuessfull as he did.That's in it for you:1. How Greg built and sold
Ep 08 - John Kaplan - 4 Magic Questions that will align your Sales & Marketing Team
In today's GROW B2B FASTER episode, our guest is John Kaplan, co-founder and Managing Partner of Force Management, and the host is Sammy Gebele, Managing Partner and founder of SAWOO.That's in it for you1. How Force Management started and John's daily motivation to keep going2. How John helped successful companies grow faster3. How to tackle marketing & sales expenses during a
Ep 07 - Massimo Pernicone - How to master remote selling as a B2B sales person
That's in it for you:1. How you should change your sales approach when switching to remote selling2. How to change your sales presentation to increase its success in remote selling 3. How salespeople can master technology to convince customers in remote selling Our guest Massimo Pernicone is a director for the Innovation & Sales and Marketing Practice at BTS, based in Madrid, and a dear f
Ep 06 - Mårten Mickos - How to Increase Success Rate & generate Value for your B2B Customers
That's in it for you:1. Sisu (Finnish for intransigence) as Marten's secret for success 2. When entering a new market one should focus on closing deals first and let the marketing follow3. Stop focusing on deal sizes - just close deals and make customers happy. The rest will take care of itself4. In the digital world, quantity creates quality 5. Which mindset to look for when hiring pe
Ep 05 - Adi Goth & Dr. Tobias Kiefer - B2B sales in times of Covid-19 (in German)
*This is a German episode*"That's in it for you"1. That you should shift your focus from closing deals to building long-term relationships with your customers.2. The key factor for charismatic appearance is full presence and the commitment to really listen to your customers.3. The main goal for you should be to build up a reputation of accountability and reliance towards your custom
Ep 04 - Dieter Schneiderbauer - Recession & Management Advice - How do I navigate my consulting agency through the recession? (in German)
*This is a German episode*"That's in it for you":1. How will the recession affect management consultancies in the short and medium-term?2. How do I optimally navigate my advice through the crisis?3. How do I use the manpower that has become free most effectively?The recession caught many management consultancies off guard. Some of the sales have slumped overnight and the outlook for
Ep 03 - Juntae DeLane & Laura Flemming Schulte - How webinars can replace your B2B events
That's in it for you:1. How to adapt your event program for a webinar format2. How to select, engage & leverage webinar speakers3. How to execute a webinar from a to zIn-person events are impossible in times of Covid-19.B2B Business leaders must find ways to pivot to 100% digital ways of engaging with customers. Our Guests:Laura Flemming Schulte Innovation strategistFounder | Project Rena
Ep 02 - Thomas Ebrahim - Hands-on tips for B2B sales calls in times of crisis (in German)
*This is a German episode*"That’s in it for you":1. Aim of a B2B conversation with potential new customers in times of “Corona” - what do we want to achieve?2. Psychological basics of (video) telephoning with potential new customers. Voice guidance, customer types according to the 4-colour theory, is it better to sit, stand or walk?3. What is the optimal preparation process before the in
Ep 01 - Logan Lyles - How to start your own B2B podcast & win leads through it
"That's in it for you":05:25 - How Sweet Fish Media got into podcasting12:45 - How do you get in touch with potential podcast guests and convince them to come on the podcast 15:35 - How to brand your podcast17:35 - Why weekly podcasts are more successful than less frequent ones22:06 - Batch production of podcast episodes to overcome the difficulty of weekly podcasting23:54 - The cre
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