#105 How to close 6-figure deals in a B2B SaaS Scaleup with Oliver Arber, Senior Account Executive Beekeeper

Beekeeper is one of Switzerland’s biggest B2B SaaS Startup success stories. But to achieve 8-figure ARR, you need fantastic sales reps closing 6-figure deals. Oliver Arber is one of the best in the game. It was a true pleasure having him on our Europe’s B2B SaaS Sales Podcast. Here’s 3 great insights from him 1️⃣ “Be paranoid”: Constantly “have your radar on” what could go wrong until a deal is closed, avoid the “Happy Ears Phenomenon”, embrace risks and deepen your discovery. 2️⃣ You never do large deals alone: Working closely with your & the prospect’s team, Oliver brings in e.g. Cris Grossmann or Daniel Sztutwojner strategically. 3️⃣ Get a Champion AND a Spy (Coach): You need to know what’s going on in the buyer’s organization at all times, especially if you’re waiting for intelligence but don’t get it. Special credits to Mila Nussbaumer for keeping Oliver 4.5+ years at Beekeeper because she cares a lot about her people and developed them accordingly!