Sell, Scale, Thrive.: Recent Episodes
SPB
This is more than a podcast, this is the audio playbook you need to scale your B2B startup to the level it deserves. Our bi-weekly episodes will introduce you to the best B2B SaaS sales experts, update you on current industry-shaping trends, and help you to learn and build sales skills and capabilities to get predictable results.
We are your sales journey partner, helping you learn how to build and scale sales at every stage of your 0-20MM ARR growth journey, focusing on how to overcome the 5 common B2B SaaS sales challenges. Tune in to acquire the sales knowledge that you need to scale!
Many B2B SaaS startup founders encounter the same sales challenges when on the 0-20MM journey, in this episode you will learn how to overcome these challenges and ultimately raise VC funding on your terms.
In this episode, Manuel Hartmann and Marco Bronda from SalesPlaybook break down these 5 challenges and respond to a few questions about the topic too.
Topics:
- The top 5 sales challenges every B2B SaaS founder needs to overcome
- What founders usually overlook
- Affordable, effective outreach
- Don’t hire more SDRs
- Fundraising in 2023
- Trends in B2B sales
Head over to our website for more information:
https://www.thesalesplaybook.com
Improving your Account Executives' effectiveness to hit their revenue targets is the #1 driver to scaling your startup, especially in a recession. Learn how your AEs can consistently close bigger deals faster for predictable growth in this LIVE DEAL DESK session.
Meet the expert: Manuel Hartmann, Founder & CEO at SalesPlaybook who has worked with 200+ B2B startups to help them build and scale sales capabilities at all stages of their 0-20MM ARR sales growth journey.
Topics:
- How Founders can benefit from enabling their Sales Reps to get trained on deal closing
- The 5 sales skills Account Executives need to master to improve their effectiveness
- Founders: Send your Account Executives for a LIVE DEAL DESK to get on-the-spot help
Head over to our website for more information:
https://www.thesalesplaybook.com
How can B2B SaaS startups find out if their solution has a viable market? PoCs are not the answer. Why not?
Proof of Concepts are time-consuming, capacity-consuming and unprofitable. They don't provide you with a clear path to revenue and startups often run out of cash because of long sales cycles.
In this episode, Manuel Hartmann takes us through - Hacking Sales Cycles: How to Avoid or at Least Shorten PoCs.
Topics:
- Why Manuel hates PoCs :-)
- What are other ways to build credibility and avoid PoC completely?
- How to achieve 70-90% PoC to ARR conversion rate
- How to increase average contract value
- How to shorten sales cycles
- QnA
Head over to our website for more information:
https://www.thesalesplaybook.com
When a Startup doesn't focus on a narrow ICP - it simply won't scale. Why? There is no message-market fit, there are no relevant unique selling points and there will be high acquisition costs.
When you nail down your ICP, you will be able to:
- Validate message-market fit
- Generate use cases to attract more of those customers
- Quickly scale
- Lower acquisition costs
- Marketing and Sales efficiency
- Align product development priorities
In this episode, Manuel Hartmann from SalesPlaybook gives his playbook on how to define and validate your ICP.
Topics:
- The importance of ICP
- What is ICP?
- The biggest targeting mistakes B2B startups are making
- Total addressable market vs ICP
- How to define your ICP
- Minimum viable ICPs
- QnA
Head over to our website for more information:
https://www.thesalesplaybook.com
Startup pricing expert, Dr. Ian Tidswell from Ideal Price, talks to us about how to get pricing architecture right.
To be successful, your sales team needs to be confident about your offer's value to customers, and your price architecture must be well-designed. Ian walks us through a checklist, so you can assess your company's pricing readiness for growth.
About Ian: Ian Founded Ideal Price to address the lack of pricing help for start-ups & scale-ups. He is also a Mastermind and helps SalesPlaybook customers with their pricing.
Topics:
- Pricing foundations
- The 4 steps to pricing
- Value & price positioning
- Price carriers
- Pricing psychology
- QnA
Head over to our website for more information:
https://www.thesalesplaybook.com
An economic downturn is NOT the time to leave your deals to chance. Selling in the B2B world is much harder today than it was this time last year – and whether you’re a sales leader, front-line manager, or rep, you’ve had to adapt. Tune in to learn how to avoid losing winnable deals and up-level your team.
In this episode, Manuel Hartmann is co-hosting with CEO & Founder Ross Rich from Accord, and joined by sales pros:
- Keith Weightman, RVP, National Accounts at Bullhorn
- Johnston Gilfillan, Sr Sales Manager, Enterprise Retail at Affirm
- Raphael Köpf, Journey Executive at SalesPlaybook
Topics:
- The what / when / why / how of Mutual Action Plans
- Best practices for driving MAP adoption & accountability with buyers
- B2B sales tactics from the exec, VP, manager, and rep level
Head over to our website for more information:
https://www.thesalesplaybook.com
Are you a B2B startup founder who needs your sales team to close more deals? Are you an Account Executive needing to close more deals? Closing more bigger deals consistently is THE most valuable skill an Account Executive can acquire.
Manuel Hartmann from SalesPlaybook gives insights on his TOP 5 DEAL-CLOSING INITIATIVES you can easily implement right now.
Topics:
- Framing the conversation in a sales call
- Building MAPs
- Using video “everywhere”
- The power of “No”
- Whoever wants it less, wins.
- QnA
Head over to our website for more information:
https://www.thesalesplaybook.com
Tune in and follow the podcast if you like what you hear!
Head over to our website for more information... https://www.thesalesplaybook.com/