#89 How to stay true to your pipeline and yourself in sales with Pascal van Dalen, VP Sales Picterra and 10+ years in B2B SaaS Sales

Stay true to your pipeline and yourself in sales. Simple to say, not easy to do, but so important. Was a true pleasure learning from Pascal van Dalen recently. 👉Here are 3 best things I learnt from him on our podcast 1️⃣ Focus on conversations, not pitches The dialogue with your customer shifts if you listen. Learn & understand first, create a pull effect, then help. Sales is about helping people solve problems, NOT money. 2️⃣ Empathy is key for sales leaders “Managing out of the book” is challenging, if not wrong. Sales leaders need to close deals first themselves. Because they otherwise do not truly understand. 3️⃣ Bring the message forward & keep learning Pascal - still, after 10+ years in B2B SaaS Sales loves learning. And bringing in what he learned as VP Sales to fast-growing startups. Focusing on making his team successful. 👉 How do you see sales leadership?