Go to Market Mastery

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. - - Questions? Alexander Kohler: alexander@sellabl.co Alex´s LinkedIn Mario Fassbender: Marios´s LinkedIn 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 -- 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: alexander@sellabl.co Alexs LinkedIn Christian: Christians LinkedIn -- 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. - - Questions? Alex: alexander@sellabl.co Alex´s LinkedIn Haris: Haris LinkedIn - - 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: alexander@sellabl.co Alex´s LinkedIn Björn: Björn´s LinkedIn -- 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: alexander@sellabl.co Alex´s LinkedIn Diego: Diego´s LinkedIn -- 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. -- Feel free to reachout to Saif or me if you have any questions into breaking into tech sales? Alex: alexander@sellabl.co Alex's Linkedin Saif: Saif's Linkedin - 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. -- Questions? Alex: alexander@sellabl.co Alex´s Linkedin Dennis: hello@dennissprute.com Dennis Linkedin Email Ebook of Dennis -- 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. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Philip: Philip's LinkedIn -- 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. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Michael: Michael's LinkedIn -- 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

In this podcast episode, the hosts discuss the process of winning enterprise accounts. They cover various topics, including the stages every enterprise deal goes through, the importance of research and relevance, the role of discovery and validation, and the need for teamwork and collaboration in enterprise sales. The hosts also share some funny and memorable experiences from their sales careers. Overall, the episode provides valuable insights into the world of enterprise sales. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Jiri: Jiri's Linkedin -- 00:00 - 04:43 Introduction 04:43 - 08:03 Stages every enterprise deal goes through and the importance of understanding the customer's goals and initiatives. 08:03 - 11:09 The differences between enterprise deals and SMB deals, including the complexity and size of the deals. 11:09 - 13:58 Research in enterprise sales, including selecting the most promising accounts and identifying the strategic priorities of the company. 13:58 - 16:35 Timing and relevance in reaching decision-makers, as well as the need for multiple touchpoints and follow-ups. 16:35 - 19:41 Importance of being relevant to decision-makers, understanding their problems, and attaching the solution to their strategic initiatives. 19:41 - 24:39 Discovery in the sales process, including understanding the current state, negative consequences, future state, and positive outcomes of the customer. 24:39 - 26:09 Need for patience and persistence in enterprise sales, even if the initial contact does not result in an immediate deal. 26:09 - 34:59 The importance of ongoing qualification, technical validation, and business validation in the sales process, as well as the involvement of other team members in the process. 34:59 - 37:37 Transition from the sales phase to customer success, highlighting the need for effective handover and ongoing support. 37:37 - 40:11 Teamwork and the involvement of legal and finance departments, while noting that procurement usually comes after the buying decision. 40:11 - 43:40 Collaboration with HR, legal, and finance departments when necessary, as well as the individual requirements of different enterprise deals. 43:40 - 47:11 Funniest sales experiences

This episode of the podcast explores the topic of selling at events and the correlation between personal branding and event success. Korbi and Alex discuss the importance of physical events in a digital world, strategies for approaching and qualifying leads at events, and the dos and don'ts of engaging with prospects. They also cover the role of personal branding and LinkedIn in event marketing, the process of tracking and following up with leads, and share insights and anecdotes from their own experiences. Overall, the episode provides valuable information and tips for sales professionals aiming to make the most out of events and leverage personal branding to drive success. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Korbi: Korbi's Linkedin -- 00:00 - 06:03 Introduction 06:03 - 09:56 The importance of selling at physical events in a digital world 09:56 - 12:49 The benefits of selling at events compared to other marketing approaches. 12:49 - 14:45 Strategies for selling at events, including speaker slots, booths, and creative approaches. 14:45 - 20:25 Approaching and qualifying leads at events, including open questions and providing value. 20:25 - 21:37 Identifying and disqualifying irrelevant leads at events. 21:37 - 30:27 Collecting and tracking leads, follow-up strategies, and the importance of multi-channel communication. 30:27 - 36:12 Best and worst conversations at events, dos and don'ts of approaching prospects at events. 36:12 - 38:07 Leveraging personal branding and LinkedIn for event success. 38:07 - 40:43 The correlation between personal branding, events, and marketing, and the potential for closing deals at events.

The episode focuses on digital sales rooms and their benefits in the sales process. They discuss the concept of a digital sales room as an interface between sellers and buyers, where communication, content sharing, collaboration, and closing deals can take place digitally. They highlight the advantages of using a digital sales room, such as improved conversion rates, shorter sales cycles, and better customer experience. The podcast also touches on emerging trends and innovations in this space, including product demo experiences and the potential use of AI and augmented reality. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Marc: Marc's Linkedin -- 00:00 - 05:10 Introduction 05:10 - 07:34 Use Cases for Digital Sales Rooms 07:34 - 11:11 Return on Investment (ROI) of Digital Sales Rooms 11:11 - 15:28 Industries and Deals Benefiting from Digital Sales Rooms 15:28 - 19:24 When to Implement Digital Sales Rooms 21:37 - 24:13 Integration of Digital Sales Rooms with CRMs 24:13 - 26:18 Emlen's Growth Engine 26:18 -30:18 Future Trends and Innovations in Buyer Enablement 30:18 - 34:30 Category Building and Potential Future Innovations 34:30 - 36:43 Game Plan for the Future

In this podcast, Alexander and Tyler discuss best practices for writing meaningful emails. They cover topics such as research and personalization, email structure, subject lines, follow-ups, open rates, meeting booking rates, A/B testing, and getting into sales. Listeners can find valuable tips and strategies for crafting effective emails in this episode. -- Tylers Email Template: Cold Email Template Questions? Alex: alexander@sellabl.co Alex's LinkedIn Tyler: Tyler's LinkedIn -- 00:00 - 04:33 Introduction to best practices for writing meaningful emails. 04:33 - 05:14 Importance of effective time management and focus in a quota-carrying role. 05:14 - 08:38 Emphasizing a problem-focused approach in cold emails. 08:38 - 10:25 Leveraging the Lavender tool to generate more meeting opportunities. 10:25 - 15:46 Value of personalization in emails using prospect-specific information. 15:46 - 20:59 Importance of identifying decision makers and creating champions for successful outreach. 20:59 - 23:05 A recommended email structure: observation, problem, solution, and curiosity-based CTA. 23:05 - 27:22 Tips for keeping emails concise and impactful 27:22 - 31:09 Effective CTAs and strategies for follow-ups. 31:09 - 38:19 Avoiding generic follow-up phrases and providing specific and relevant questions. 38:19 - 43:08 Understanding the significance of conversion metrics like open rates and meeting booking rates. 43:08 - 45:39 Advice for those starting out in sales and the importance of showcasing skills and knowledge. 45:39 - Wrapping up the podcast and encouraging further engagement and questions.

The podcast discusses setting up and maintaining CRMs correctly. The guest, David Chevalier, co-founder of Surf, shares insights and experiences related to CRM usage. The discussion covers topics such as CRM selection, common mistakes in setting up and maintaining CRMs, data cleanliness, reporting and analytics, integrations, and the future of Surf. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn David: David`s LinkedIn -- 00:00 - 04:26 Introduction 04:26 - 11:04: Challenges and common mistakes in setting up and maintaining CRMs, importance of customization and choosing the right tools. 11:04 - 23:00 Data cleanliness, lead qualification process, data enrichment, and updates. 23:00 - 29:58 Reporting and analytics in CRMs, touchpoint analysis, conversion rates, and forecasting. 29:58 - 34:44 Essential CRM integrations such as sequencing tools, enrichment tools, and LinkedIn automation. 36:06 - 37:06 Founder involvement in CRM implementation, leveraging personal networks, and Surf's future plans for sales intelligence and warm intros. 37:06 - 43:06 An Outlook to the future

In this podcast episode, Michael, a VP of Sales at Dealfront, shares insights on identifying leads and booking meetings. He emphasizes the importance of having a clear Ideal Customer Profile (ICP) and personalizing outreach efforts. Dealfront offers a go-to-market platform focused on B2B sales in Europe, leveraging AI to filter high-quality customers and optimize messaging. Michael suggests spending 15-25 minutes on research before reaching out to prospects. He also discusses lead scoring, setting expectations for sales reps, and the impact of AI on sales. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Michael: Michael's LinkedIn -- 00:00 - 05:12 Introduction 05:12 - 15:20 Dealfront and Lead Scoring 15:20 - 20:32 Setting Expectations and Value Proposition 20:32 - 27:46 The Impact of AI on Sales and Personalization 27:46 - 33:33 Efficient Sales Approach and AI in Sales 33:33 - 37:57 Approaching Michael and Effective Sales Strategies 37:57 - 42:30 The Impact of AI on Sales and Future Outlook

In this podcast episode, Cait and Alex discuss the challenges of selling into a hyper-competitive market. Cait, is a expert in Sales roles in the recruiting space, shares her insights and experiences. They cover topics such as understanding your buyer's needs and problems, building a strong value proposition, developing the right mindset for success, handling objections effectively, and scaling your sales team. Cait emphasizes the importance of curiosity, being process-driven, and finding ways to stand out in a crowded market. She also suggests practical strategies like personalized messaging, using AI tools for research, and organizing roundtable discussions with target customers. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Cait: Cait's Linkedin (she posts amazing content) -- 00:00 - 05:12 Introduction 05:12 - 06:24 Challenges of selling into a hyper-competitive market 06:24 - 10:22 Understanding the buyer's needs and problems 10:22 - 12:29 Building a strong value proposition 12:29 - 14:55 Developing the right mindset for success 14:55 - 16:05 Handling objections effectively 16:05 - 16:56 Strategies for identifying the ideal customer profile (ICP) 16:56 - 19:42 Defining the unique selling proposition (USP) 19:42 - 20:51 Selling to unattractive buying personas 20:51 - 23:07 Tips for being successful in hyper-competitive markets 23:07 - 23:45 Overcoming objections through conversation and questioning 23:45 - 25:25 Techniques for objection handling 25:25 - 27:28 Motivating a sales team in a competitive market 27:28 - 31:24 Scaling sales processes efficiently 31:24 - 33:22 Leveraging research and personalized messaging 33:22 - 34:19 Staying efficient while scaling a sales team 34:19 - 36:41 Selling to HR or talent acquisition function 36:41 - 39:59 Approaches for prospecting and building relationships 39:59 - 46:06 Techniques, strategies, and examples for success in hyper-competitive markets 46:06 - 50:05 Tips for staying efficient, scaling, and maintaining success 50:05 - 51:38 End Conclusion and contact information.

In this podcast, Alexander and Christoph discuss customer-led growth. They emphasize the importance of understanding customer needs and preferences and using customer insights to inform marketing decisions. They explore strategies for personalized marketing, customer engagement, and customer retention. They also touch on the benefits of customer advocacy and referral programs. Christoph suggests non-monetary incentives and involving customers in product boards. The podcast also concludes with a discussion on partner management, with sales often leading in partnership initiatives. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Christoph: Christoph's Linkedin -- 00:00 - 06:13 Introduction 06:13 - 17:43 Customer Led Growth 17:43 - 26:55 Personalized Marketing and Customer Engagement 26:55 - 30:53 Customer Retention and Loyalty 30:53 - 34:14 Referral Programs and Customer Advocacy 34:14 - 36:18 Who should take over Partnership Management. Sales or Marketing?

The podcast episode with Johan discusses the importance of external lead sources and the limitations of relying solely on Sales Development Representatives (SDRs). Johan explores the advantages of working with specialized external lead providers and provides insights on pricing and evaluating external leads. The episode also covers the integration of external leads with sales strategy and process, as well as sales metrics to measure the success of purchased leads. Lastly, Johan highlights the benefits of having a Sales Operations role in the overall sales function. -- Questions? Alex: alexander@sellabl.co Alex's LinkedIn Johan: Johan's LinkedIn -- 00:00 - 04:53 Introduction and Greetings 04:53 - 07:38 Importance of External Lead Sources 07:38 - 11:55 Limitations of Relying Solely on SDRs 11:55 - 16:36 Advantages of Working with Specialized External Lead Providers 16:36 - 20:58 Pricing and Evaluating External Leads 20:58 - 24:12 Integration with Sales Strategy and Process 24:12 - 28:26 Sales Metrics to Measure Success of Purchased Leads 28:26 - 31:07 Benefits of Having a Sales Operations role 31:07 - 33:56 Final Thoughts and Conclusion