Sales in DACH

In this episode of Sales in DACH, Helena Klaus speaks with Carolina Bräuninger about a topic that is still rarely discussed in sales: mental health.Caro explains why you yourself are the most important tool in sales. If your mental and physical health suffer, your performance inevitably follows. Yet many people in sales continue to ignore the early warning signs until the pressure becomes overwhelming.Together, Helena and Caro discuss why mental health conversations can still feel uncomfortable in the workplace, how generational perspectives influence the topic, and why it is often harder to recognize mental struggles compared to physical injuries.Caro also shares her personal experiences from working in high-pressure sales environments and explains why burnout often develops slowly and quietly. Unrealistic targets, constant performance pressure, and the emotional highs and lows of closing or losing deals can create a cycle that many sales professionals struggle to escape.In this conversation, you’ll learn how to recognize early warning signs, why separating your personal identity from your job is essential, and how both individual contributors and leaders can create healthier, more sustainable sales careers.More about Caro:LinkedIn: https://www.linkedin.com/in/carolinabraeuninger/Her Masterclass: https://app.salesindach.com/offers/LQM5BKps/checkoutConnect with me (Helena Klaus):https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dachSubscribe and turn on notifications so you never miss fresh B2B sales insights.#SalesInDACH #MentalHealth #SalesPerformance #DACHSales #HelenaKlaus #CarolinaBräuninger #SalesTips #BurnoutPrevention #SalesPodcast

In this Quick Insight episode of Sales in DACH, we sit down with Lars Krüger to break down why objection handling fails for most sellers — and how to fix it.Lars explains why arguing with prospects kills momentum, why every sales team needs a clear objection-handling playbook, and why role plays are the most underrated sales skill builder. We also explore the psychology of objections in the DACH region, where buyers are more direct and culturally different from other markets.If you want to turn objections into real conversations instead of dead ends, this episode is for you.Before you hit play:How strong is your objection handling game?Take the free 3-minute AE Skill Check:https://salesindach.involve.me/aesale...• The biggest mistakes sellers make when handling objections• How to build a repeatable objection-handling playbook• Why role plays outperform scripts and theory• How to avoid arguing and uncover real buying motives• Why price objections are often buying signalsPerfect for SDRs, Account Executives, and sales leaders selling into the DACH B2B market.You’ll learn:

In this episode of Sales in DACH, we sit down with Simon Asanger to break down the real differences between SMB and enterprise sales in the DACH region.From sales cycles and deal complexity to data, trust, and brand leverage, Simon shares what truly changes when you move from fast-paced SMB deals to long-term enterprise sales — and why success in DACH requires a different mindset than in other markets.If you’re deciding between SMB and enterprise sales, or want to understand how to win in both, this episode delivers clear insights and practical takeaways.Before you hit play:How strong is your Account Executive game, really?Take the free 3-minute AE Skill Check:https://salesindach.involve.me/aesale...• The key differences between SMB and enterprise sales in DACH• How sales cycles, stakeholders, and decision making change• Why trust beats brand in today’s DACH market• How data-driven selling impacts enterprise deals• Why personalization and flexibility are critical for long-term successPerfect for Account Executives, SDRs, founders, and sales leaders who want to understand the DACH market and choose the right sales path.More about Simon:LinkedIn: / simon-asangerConnect with me (Helena Klaus):/ helenaklausFollow Sales in DACH:Instagram: / salesindachSales Hacks Newsletter:https://app.salesindach.com/newslette...🔔 Subscribe so you never miss fresh B2B sales insights.In this episode, you’ll learn:

In this Quick Insight episode of Sales in DACH, we sit down with Jannis Ruß to break down what really works when prospecting and selling into DACH enterprise accounts.Jannis explains why enterprise deals in the DACH region follow a very different logic compared to the UK or US, why trust and relevance come before speed, and how smart sellers use bottom-up and top-down strategies to navigate complex account structures.We also talk about why enterprise prospecting can sometimes be easier than SMB, how to build internal trust without burning relationships, and why the best Account Executives usually started as SDRs.In this episode, you’ll learn:Why DACH enterprises need more trust before commitmentHow to prospect large accounts without mass automationWhen to use bottom-up vs. top-down approachesHow internal trust accelerates enterprise dealsWhat separates average SDRs from top-performing AEsPerfect for SDRs, Account Executives, and sales leaders who want to build pipeline strategically and win enterprise deals in the DACH B2B market.

In this Quick Insight episode of Sales in DACH, we sit down with Toygar Cinar to talk about one of the most overlooked success factors in sales careers: choosing the right company – and advocating for yourself once you’re in.Toygar explains why applying for a job is not a one-sided power dynamic, how to honestly assess whether a role and company truly fit your personality, and why ignoring this step often leads to burnout and frustration.We also dive into how to approach salary conversations with confidence, think in terms of value instead of entitlement, and build a clear development path with your manager – especially in the DACH market.If you want to grow sustainably in sales, avoid career mistakes, and negotiate from a position of strength, this episode is for you.In this episode, you’ll learn:Why choosing the wrong company can hurt your career more than a bad roleHow to assess leadership style and culture before accepting an offerWhy honesty with yourself is key to long-term successHow to approach salary talks without fear or entitlementHow to position yourself as a long-term asset, not a costPerfect for SDRs, Account Executives, and anyone building a sales career in the DACH region.

In this Quick Insight episode of Sales in DACH, we sit down with Niels Brabandt, leadership expert, to break down what effective leadership in sales actually means — beyond titles, micromanagement, and gut feeling.Niels explains why strong leadership is built on structure, transparency, and trust, how cultural differences shape leadership styles in the DACH market, and why blindly enforcing KPIs often leads to the opposite of what leaders want.We also discuss how to lead individuals instead of stereotypes, why one-on-ones are critical, and why leaders must carry the burden of proof when setting rules and expectations.If you lead sales teams — or want to — this episode will fundamentally change how you think about leadership.In this episode, you’ll learn:Why micromanagement kills performance and motivationHow to lead individuals instead of managing averagesWhy transparency and plausibility matter more than authorityHow culture impacts leadership in the DACH regionWhat high-performing sales teams really need from their leadersPerfect for sales leaders, founders, managers, and anyone aspiring to lead teams in the DACH market.

Why is prospecting engineers, CTOs, and technical leaders so hard?In this Quick Insight episode, we sit down with Mafalda Johannsen to break down how to effectively prospect into technical personas — without sounding salesy or irrelevant.We talk about how engineers think, why generic outreach fails, and how to tailor your messaging so technical buyers actually recognize themselves in your emails.If you struggle with low reply rates, vague ICPs, or selling into highly technical teams, this episode will give you practical, no-fluff guidance.Why technical personas are the hardest to prospectHow to adapt your outreach to engineers and CTOsHow to build trust with technical buyers in the DACH marketWhy relevance beats creativity when selling to engineersHow Customer Success, Sales, and Product alignment helps with expansionPerfect for Account Executives, SDRs, Customer Success Managers, founders, and sales leaders who want to open doors with technical decision-makers and build stronger long-term relationships.💡 You’ll learn:

Why do so many B2B deals fall apart during negotiation?In this Quick Insight episode of Sales in DACH, Ibrahim Chebli explains why entering price discussions too early kills deal momentum — and how the best negotiations don’t feel like negotiations at all.We talk about how to shift the conversation from price to value, how to guide prospects with the right questions, and why trust and professionalism matter more than hard tactics in the DACH market.If you want to negotiate with confidence, avoid discount pressure, and close deals without damaging long-term relationships, this episode is for you.Why price is never the starting point in DACH negotiationsHow active listening changes the entire dynamicThe question that instantly resets stalled negotiationsHow to protect value without turning negotiations into battlesWhat makes negotiation culture in DACH differentPerfect for Account Executives, SDRs, founders, and sales leaders who want to close better deals through trust-based negotiation.

Customer Success is often misunderstood as account management or premium support — but in reality, it’s one of the strongest growth levers in B2B, especially in the DACH market.In this episode of Sales in DACH, Helena sits down with Cara Benecke to unpack what Customer Success really means in practice — and how it directly impacts retention, expansion, and long-term revenue.Cara shares how Customer Success should be built around partnerships, clear KPIs, and measurable outcomes, not just check-ins or QBRs. We also talk about how Sales and Customer Success need to align to prevent churn before it happens.In this episode, you’ll learn:• What Customer Success actually means beyond account management• How to spot churn risks early — before customers disengage• Cara’s approach to building long-term client partnerships• Why Customer Success needs structure, ownership, and clear KPIs• How aligning Sales and Customer Success drives sustainable growthPerfect for Account Executives, Customer Success Managers, founders, and sales leaders who want to retain customers, expand accounts, and turn Customer Success into a real revenue driver in the DACH B2B market.More about Cara:LinkedIn: / cara-beneckeMasterclass: https://app.salesindach.com/offers/md...Connect with Helena Klaus:/ helenaklausFollow Sales in DACH on Instagram:/ salesindachSales Hacks for DACH:https://app.salesindach.com/newslette...

Trade Fairs That Actually Close Deals (Ft. Bjoern Andres)Trade fairs don’t fail because of bad booth design — they fail because companies treat them like marketing shows instead of a real sales channel.In this episode of Sales in DACH, Helena sits down with Bjoern Andres to break down how to turn trade fairs into a predictable source of pipeline and revenue in the DACH market.With hundreds of fairs behind him, Bjoern shares what most companies get wrong, how to properly prepare sales teams, and why conversations, qualification, and follow-up matter far more than fancy stands or giveaways.You’ll learn:• Why most companies waste their trade fair budget• How to attract, qualify, and convert visitors at your booth• What makes trade fair conversations work in the DACH region• Why preparation and follow-up beat booth design every time• How to approach visitors without sounding salesy• How Messe Boyz help companies reinvent trade fairs as a sales engineA must-listen for Account Executives, SDRs, founders, and sales leaders who want to stop collecting business cards — and start closing deals at fairs.More about Bjoern:LinkedIn: / bjoern-andresPodcast Ungefiltert: https://shorturl.at/TWtJmMesse Boyz: https://www.messeboyz.com/Connect with Helena Klaus:LinkedIn: / helenaklausFollow Sales in DACH on Instagram:/ salesindachSales Hacks for DACH:https://app.salesindach.com/newslette...

Control & Commitment: How to Build Trust in DACH Sales (Ft. Vinzenz Dimpflmaier)Selling to German-speaking buyers isn’t about pitching harder — it’s about building trust, giving control, and earning real commitment.In this episode of Sales in DACH, Helena talks with Vinzenz Dimpflmaier about why prospects in Germany, Austria, and Switzerland are often skeptical toward salespeople — and how the right questions completely change that dynamic.We break down how to structure discovery calls so buyers don’t feel interrogated, why expectation-setting matters from minute one, and how to qualify early without pressure.You’ll learn:• Why German buyers value control in sales conversations• How transparency removes suspicion and builds trust• Three questions that help you qualify or disqualify early• How to spot window shoppers within the first call• Why commitment in DACH is rare — but extremely reliable• How DACH sales differ from US and French sales culturesA must-listen for Account Executives, SDRs, BDRs, founders, and sales leaders selling in the DACH B2B market.More about Vinz:LinkedIn: / vinzenz-dimpflmaier-5886681a1Masterclass: https://app.salesindach.com/offers/bV...Connect with Helena Klaus:LinkedIn: / helenaklausFollow Sales in DACH on Instagram:/ salesindachSales Hacks for DACH:https://app.salesindach.com/newslette...

If you’re planning to sell into the DACH market, AI is not where you should begin.In this episode of Sales in DACH, Helena sits down with Thibaut Souyris to discuss how sellers can use AI the right way — without losing trust, authenticity, or control.We break down why understanding German buyer behavior and culture comes before automation, how AI can help with data enrichment and repetitive tasks, and why most “AI sales tools” overpromise and underdeliver.You’ll learn:• Why AI won’t replace the human core of sales• When automation actually helps — and when it hurts• How to use AI for research and productivity without sounding fake• Why templates don’t work anymore (especially on LinkedIn)• How to think about prompting as training, not askingA must-listen for SDRs, Account Executives, founders, and sales leaders selling in Germany, Austria, and Switzerland.More about Thibaut:LinkedIn: https://www.linkedin.com/in/thibautsouyrisFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachConnect with Helena Klaus on LinkedIn:https://www.linkedin.com/in/helenaklaus

STOP CHASING DEALS: Why Trust Wins in DACH Sales (Ft. Django)Why do German and Swiss buyers react so differently to pressure, follow-ups, and “just checking in” emails?In this episode of Sales in DACH, we sit down with Account Executive Django to break down what actually works in the DACH market: trust-first selling, relationship-building, and value-led follow-ups — especially when prospects are skeptical or just “window shopping.”💥 In This Episode You Will Learn:Why Trust Is the #1 Sales Asset in DACHWhy German and Swiss prospects need more time to open up — and what that means for your sales process.Stop Following Up Like Everyone ElseWhy generic follow-ups annoy DACH buyers and how to re-engage only when you have real value (e.g., personalized demo setups).How to Spot Window Shoppers EarlyHow Django protects his time, qualifies faster, and avoids chasing prospects who won’t buy.DACH Meeting Etiquette That MattersPunctuality, efficiency, and how to handle late prospects without creating embarrassment (“Is the link not working?”).Share this episode with anyone selling into Germany, Austria, or Switzerland — especially AEs, SDRs, BDRs, founders, and sales leaders.Connect with Helena on LinkedIn:https://www.linkedin.com/in/helenaklausMore about Django:• LinkedIn: https://www.linkedin.com/in/django-bola-63a277192/• Masterclass: https://app.salesindach.com/offers/wu...Sales in DACH on Instagram:https://www.instagram.com/salesindach#SalesInDACH #B2BSales #AccountExecutive #DACH #GermanSales #SwissSales #SaaSSales #SalesPsychology #FollowUpStrategy #HelenaKlaus #Django

Trade Fairs That Actually Close Deals (Ft. Bjoern Andres)Trade fairs don’t fail because of bad booth design — they fail because companies treat them like marketing shows instead of a real sales channel.In this episode of Sales in DACH, Helena sits down with Bjoern Andres to break down how to turn trade fairs into a predictable source of pipeline and revenue in the DACH market.With hundreds of fairs behind him, Bjoern shares what most companies get wrong, how to properly prepare sales teams, and why conversations, qualification, and follow-up matter far more than fancy stands or giveaways.You’ll learn:• Why most companies waste their trade fair budget• How to attract, qualify, and convert visitors at your booth• What makes trade fair conversations work in the DACH region• Why preparation and follow-up beat booth design every time• How to approach visitors without sounding salesy• How Messe Boyz help companies reinvent trade fairs as a sales engineA must-listen for Account Executives, SDRs, founders, and sales leaders who want to stop collecting business cards — and start closing deals at fairs.More about Bjoern:LinkedIn: / bjoern-andresPodcast Ungefiltert: https://shorturl.at/TWtJmMesse Boyz: https://www.messeboyz.com/Connect with Helena Klaus:LinkedIn: / helenaklausFollow Sales in DACH on Instagram:/ salesindachSales Hacks for DACH:https://app.salesindach.com/newslette...

SALES DEALS COLLAPSED? Never Make These 3 Enterprise Sales Mistakes Again! (Ft. Florian)Have you ever lost a mega-deal because the CEO blocked it at the very last moment?In this episode, we dive deep into the dark side of Enterprise Sales! Together with sales expert Florian, we dissect the biggest myths and common mistakes that top sellers make in the B2B world.Florian shares his experiences from selling to giants like Microsoft and explains why the longest sales cycle is often the most dangerous one.💥 In This Episode You Will Learn:1. The Truth About the "Champion" (and the Hidden CEO)Why your main contact might not be the person who actually signs the deal.The phenomenon of "CEO-ish" people in large organizations and how to identify them.How Florian's champion saved him on a multi-million-dollar deal at the last minute (the story about the 4 AM meeting!).2. The Secret to Florian's "5-Minute" PreparationHow an efficient research framework allows you to achieve 50% more sales success in less than five minutes (Florian reveals the trick with Human Linker!).Why it is fatal to waste too much time researching irrelevant company details.3. The Psychological Killer-Mistakes in NegotiationThe infamous "Teflon Effect": Why employees in large corporations often avoid critical decisions (like buying your product).The biggest killer in Enterprise Sales: Why you must NEVER appear desperate during negotiation—even if the deal is life-changing for your quarter.The most important posture in the final stage: "Let's make it or let's break it here."Share this episode with colleagues working on large deals or expanding into the enterprise segment.Connect with Helena on LinkedIn: https://www.linkedin.com/in/helenaklausMore from Florian • LinkedIn: https://www.linkedin.com/in/florian-dostert/ • Enterprise Sales Masterclass: https://app.salesindach.com/offers/Aj56LwNV/checkoutSales in DACH on Instagram: https://www.instagram.com/salesindach#EnterpriseSales #B2BSales #SalesInDACH #SalesTips #StakeholderManagement #ChampionSelling #Negotiation #SaaSSales #AccountExecutive #HelenaKlaus #FlorianDostert

Cold calling isn’t dead — it’s just done wrong. In this video, we break down why most salespeople struggle, how psychology actually drives successful cold calls, and what really works in DACH vs. UK/US markets.Master the fundamentals, improve your conversions, and turn cold calling into your most powerful sales skill.Before you listen:How strong is your outbound game, really?👉 Take the free 3-minute Sales Skill Test:https://salesindach.involve.me/salesquiz You’ll learn:• Why buyers hate pitches (and what they enjoy instead)• The 3 psychological triggers of great cold calls• How to build trust fast through tone & mirroring• Positive priming & loss aversion explained• My proven cold call opener and frameworkPerfect for SDRs, BDRs, AEs, founders, and sales leaders who want real results in the DACH B2B space.Know someone struggling with outbound? Share this episode with them.Connect with me (Helena Klaus) on LinkedIn:https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachMore about Jiri Siklar:LinkedIn • Podcast • Masterclass#ColdCalling #B2BSales #OutboundSales #DACHSales #SalesInDACH #HelenaKlaus #JiriSiklar #SalesTips #SalesPodcast

Control & Commitment: How to Build Trust in DACH Sales (Ft. Vinzenz Dimpflmaier)Selling to German-speaking buyers isn’t about pitching harder — it’s about building trust, giving control, and earning real commitment.In this episode of Sales in DACH, Helena talks with Vinzenz Dimpflmaier about why prospects in Germany, Austria, and Switzerland are often skeptical toward salespeople — and how the right questions completely change that dynamic.We break down how to structure discovery calls so buyers don’t feel interrogated, why expectation-setting matters from minute one, and how to qualify early without pressure.You’ll learn:• Why German buyers value control in sales conversations• How transparency removes suspicion and builds trust• Three questions that help you qualify or disqualify early• How to spot window shoppers within the first call• Why commitment in DACH is rare — but extremely reliable• How DACH sales differ from US and French sales culturesA must-listen for Account Executives, SDRs, BDRs, founders, and sales leaders selling in the DACH B2B market.More about Vinz:LinkedIn: / vinzenz-dimpflmaier-5886681a1Masterclass: https://app.salesindach.com/offers/bV...Connect with Helena Klaus:LinkedIn: / helenaklausFollow Sales in DACH on Instagram:/ salesindachSales Hacks for DACH:https://app.salesindach.com/newslette...

Sales is high pressure — and without protecting your mental health, success doesn’t last. Carolina Bräuninger joins us to share her personal story of burnout, why awareness is key, and what practical exercises can help sellers and leaders build resilience.What you will learn in this episode: • Why mental health is your number one sales tool • How unrealistic targets and identity at work fuel burnout • The importance of open communication and trust in teams • Practical routines like box breathing, writing, and focus blockers • Why mental health should be part of every sales culturePerfect for SDRs, AEs, entrepreneurs, and leaders who want to sustain performance without sacrificing wellbeing.Links & Resources:Caro on LinkedIn: https://www.linkedin.com/in/carolinabraeuninger/Caro’s Masterclass: https://app.salesindach.com/offers/LQM5BKps/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Lars Krüger about the art of handling objections in the DACH market. Lars explains why most sellers lack a playbook, why role plays are a game changer, and how cultural differences in Germany shape the way objections need to be handled.What you will learn in this episode:• The three biggest mistakes sellers make with objections• How to build a repeatable objection handling playbook• Why German prospects are more direct and what that means for you• The psychology behind the wish and motive techniques• Why price objections are often a sign that the customer wants to buyPerfect for SDRs, Account Executives, and founders who want to improve their objection handling skills and build trust in the DACH region.Links & Resources:Lars on LinkedIn: https://www.linkedin.com/in/kruegerlars/Lars’ Podcast: https://open.spotify.com/show/54NSEOR4TbucINTql1mWEDLars’ Masterclass: https://app.salesindach.com/offers/LuZo78FU/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Simon Asanger about the differences between SMB and enterprise sales in the DACH region. Simon shares what changes when you move from fast paced, customer centric SMB sales to structured, data driven enterprise sales and why trust, flexibility, and language are the real keys to success in this market.What you will learn in this episode: • Why SMB sales is fast, emotional, and flexible • Why enterprise sales requires patience, data, and multiple stakeholders • How cultural and regional nuances shape sales conversations in DACH • Why speaking German is often a make or break factor • Why brand reputation is losing ground to trust and personalizationPerfect for SDRs, Account Executives, and sales leaders who want to understand both SMB and enterprise selling and find their best fit in the DACH market.Links & Resources: Simon on LinkedIn: https://www.linkedin.com/in/simon-asanger/Helena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus Follow Sales in DACH on Instagram:https://www.instagram.com/salesindach Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We talk with Jannis about how to master enterprise prospecting in the DACH region. Jannis explains why large accounts often give you more opportunities than SMBs, how to personalize outreach effectively, and why trust is the key to winning complex deals.What you will learn in this episode: • Why enterprise prospecting can be easier than SMB outreach • How to write messages that feel truly personal • Jannis’ bottom-up vs top-down account strategies • The cultural differences in selling to DACH enterprises • Why SDR experience creates better Account ExecutivesPerfect for SDRs, Account Executives, and founders who want to improve their pipeline generation and win in enterprise sales.Links & Resources: Jannis on LinkedIn: https://www.linkedin.com/in/jannisru%C3%9FJannis’ Masterclass:https://app.salesindach.com/offers/QxAmqRM8/checkout Helena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklaus Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach Sales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sit down with Toygar Cinar to explore how to build a successful sales career in the DACH region. From crafting a winning CV to acing interviews and adapting to cultural expectations, Toygar shares practical strategies for standing out and growing in sales.In this episode, you will learn:• How to write a CV that gets noticed in DACH• The key traits sales leaders look for• Why resilience and communication skills matter most• How cultural expectations shape recruiting• Toygar’s proven playbook for sales career growthMore about Toygar:LinkedIn: https://www.linkedin.com/in/tcinar/His Masterclass: https://app.salesindach.com/offers/zXGczk9P/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sit down with leadership expert Niels Brabandt to explore what great sales leadership really means in the DACH region. From building trust to leading across generations and cultures, Niels shares proven strategies to develop high-performing teams.In this episode, you will learn:• Why leadership is the foundation for sales success• The most common mistakes leaders make in DACH• How to adapt leadership across generations and cultures• Why networking is often underestimated in Germany• Niels’ framework for sustainable leadershipMore about Niels:LinkedIn: https://www.linkedin.com/in/nielsbrabandt/His Masterclass: https://app.salesindach.com/offers/heo7YYuh/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

We sat down with Mafalda Johannsen to explore how sellers can successfully prospect into technical personas. She shares how to navigate engineers’ skepticism, structure your messaging, and build credibility with highly technical buyers.In this episode, you will learn:• Why Customer Success is more than retention• How to create trust-based relationships in DACH• The role of empathy in renewals• How to identify upsell opportunities• Mafalda’s proven playbook for scaling Customer SuccessMore about Mafalda:LinkedIn:https://www.linkedin.com/in/mafalda-johannsen/Her Masterclass: https://app.salesindach.com/offers/47R26qTK/checkoutHelena Klaus on LinkedIn:https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram:https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH, we talk with Ibrahim Chebli about the art of negotiation in B2B sales.Ibrahim explains why entering price talks too early kills deals, how to use active listening to uncover real needs, and why great negotiations often don’t feel like negotiations at all.What you’ll learn in this episode:• Why price discussions should never come first• Ibrahim’s go-to opening line: “Why are we sitting here today?” • How to keep negotiations from turning into conflicts• The cultural nuances of negotiating in the DACH market• Why professionalism and consistency create leveragePerfect for Account Executives, SDRs, founders, and sales leaders who want to master negotiation and close deals with confidence.Links & Resources:Ibrahim on LinkedIn:https://www.linkedin.com/in/ibrahim-chebli/Ibrahim’s Masterclass: https://app.salesindach.com/offers/SqebgJ2E/checkoutHelena Klaus on LinkedIn:https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH, we talk with Christoph Karger about why referrals are the fastest way to build trust and close more deals in the DACH market.Christoph shares why so few salespeople ask for referrals, when and how to ask, and why referrals consistently lead to shorter sales cycles and higher win rates.What you’ll learn in this episode:• Why 91% of customers would give a referral but only 11% of sales reps ask• How to overcome the mindset block around asking for referrals• Who you should really ask for introductions (not just customers)• The best timing and phrasing to secure valuable referrals• How to integrate referrals into your daily sales processPerfect for Account Executives, SDRs, founders, and sales leaders who want to leverage networks for trust-based selling in the DACH region.Links & Resources:Christoph on LinkedIn:https://www.linkedin.com/in/christophkarger/Christoph’s Podcast: https://open.spotify.com/show/5vDLpMCrxGLJiLhKyYQCbNChristoph’s Masterclass: https://app.salesindach.com/offers/7yiFgJ5V/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH, we talk with Cara Benecke about why Customer Success is more than a support function. It is the backbone of sustainable B2B growth.Cara explains how to build trust, prevent churn, and align Customer Success with sales to drive expansion in the DACH market.What you’ll learn in this episode:• The true role of Customer Success in B2B sales• How to spot churn risks before it’s too late• Why Customer Success must align with sales for growth• Cara’s strategies for building long-term client partnershipsPerfect for Account Executives, SDRs, founders, and sales leaders who want to strengthen retention and turn Customer Success into a growth engine.Links & Resources:Cara on LinkedIn: https://www.linkedin.com/in/cara-benecke/Cara’s Masterclass: https://app.salesindach.com/offers/mdwfCAy4/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH, we talk with Bjoern Andres about how to succeed in trade fair sales. From grabbing attention in seconds to qualifying prospects in the chaos of a crowded hall, Bjoern shows how to transform fairs from a cost center into a powerful sales channel in the DACH market.What you’ll learn in this episode:• Why most trade fair strategies fail• How to win attention and qualify leads at the booth• The best practices for fair conversations and follow-up• How to turn fairs into a consistent revenue driverPerfect for Account Executives, SDRs, founders, and sales leaders who want to get measurable ROI from sales fairs.Links & Resources:Bjoern on LinkedIn: https://www.linkedin.com/in/bjoern-andres/His Podcast Ungefiltert: https://shorturl.at/TWtJmMesse Boyz Website: https://www.messeboyz.com/Bjoern’s Masterclass: https://app.salesindach.com/offers/LzygZpF7/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH we talk with Vinzenz Dimpflmaier about one of the most underrated skills in sales:Asking the right questions. From MEDDIC and MEDDPICC to his “Three Why” framework, Vinz shares how to run discovery in the DACH market in a way that builds trust and drives real commitment.What you’ll learn in this episode:• Why giving context makes every sales question more powerful• How to combine MEDDIC, MEDDPICC, and the “Three Why” questions• The difference between qualifying inbound vs. outbound leads• How to avoid wasting time with unqualified prospects• Why German-speaking buyers value control and commitmentPerfect for Account Executives, SDRs, founders, and sales leaders who want to master qualification and discovery in the DACH B2B market.Links & Resources:Vinzenz Dimpflmaier on LinkedIn: https://www.linkedin.com/in/vinzenz-dimpflmaier-5886681a1/Vinz’s Masterclass: https://app.salesindach.com/offers/bV96ZEHC/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachSales Hacks for DACH: https://app.salesindach.com/newsletters/sales-hacks-for-dach

In this episode of Sales in DACH we talk with Thibaut Souyris about how to really use AI in sales. From smarter prospecting to faster workflows, Thibaut shares practical ways AI can help you sell more effectively in the DACH region.What you’ll learn:• Why AI won’t replace the human side of sales• Practical use cases for research, content, and productivity• The biggest mistakes sellers make with prompts• Thibaut’s favorite AI tools for modern salesPerfect for SDRs, Account Executives, founders, and sales leaders who want to combine trust, authenticity, and AI-powered efficiency.Links & Resources:Thibaut on LinkedIn: https://www.linkedin.com/in/thibautsouyris/Thibaut’s Masterclass: https://app.salesindach.com/offers/uhuz8M7t/checkoutHelena Klaus on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindach

In this episode of Sales in DACH, Helena Klaus sits down with Account Executive Django Bola to discuss his journey from SDR (Sales Development Representative) to Account Executive and how to close deals in the DACH region without pitch overload, jargon, or boring feature demos.Before you hit play: How strong is your Account Executive game, really? 👉 Take the free 3-minute AE Skill Check: https://salesindach.involve.me/aesalesquizWhat you’ll learn in this episode: • The biggest “aha” moments after becoming an Account Executive • Why trust is essential for sales success in the DACH market • How to run demos that get prospects into their “Dream State” • Django’s favorite objection-handling technique: “Would you be against…?” • Tools and processes for managing pipeline and closing deals • How to identify “window shoppers” early and focus on real opportunitiesPerfect for Account Executives, SDRs, BDRs, founders, and sales leaders who want better results in the DACH B2B market through smart relationship-building and effective demos.Links & Resources: Helena Klaus on LinkedIn:https://www.linkedin.com/in/helenaklaus Follow Sales in DACH on Instagram: https://www.instagram.com/salesindach Django Bola on LinkedIn: https://www.linkedin.com/in/django-bola-63a277192/ Django’s Masterclass: https://app.salesindach.com/offers/wuFExawL/checkout

In this episode of Sales in DACH, I speak with Florian from Syntinels about perhaps the most challenging sales field of all: Enterprise Sales in the German-speaking market.We walk step-by-step through the entire sales process – from the first outreach to closing the deal. Florian shares his experience from sales cycles with Microsoft & Co., explains how to handle blockers, and why you absolutely need an internal champion in every enterprise deal.Before you listen: How strong are you in enterprise sales? Take the free 3-minute test: https://salesindach.involve.me/salesquizIn this episode, you will learn: How to build trust before you pitchHow do you expand into Enterprise in DACH Why you should never reach out to all 15 stakeholders at once The best strategy to bring more structure into your enterprise outreach How to filter your sales pipeline by real deal opportunities How to identify blockers in meetings through body language The role of the “Closer” in the team – and when you need them How to keep control in pricing discussions – without coming across as pushyThis episode is for all enterprise sellers, AEs, sales leads, and founders who want to not just survive but truly win in complex sales processes in the DACH market.Connect with Helena on LinkedIn:https://www.linkedin.com/in/helenaklausMore from Florian: LinkedIn: https://www.linkedin.com/in/florian-dostert/ Enterprise Sales Masterclass: https://app.salesindach.com/offers/Aj56LwNV/checkoutSales in DACH on Instagram: https://www.instagram.com/salesindachSubscribe to the channel so you don’t miss any episode.#EnterpriseSales #B2BSales #SalesInDACH #SalesTips #StakeholderManagement #ChampionSelling #Negotiation #SaaSSales #AccountExecutive #HelenaKlaus #FlorianDostert

In this episode, I talk with cold calling expert Jiri Siklar about what really works in modern outbound sales in the DACH region – no awkward scripts, no pushy pitches, no fluff.You’ll learn:• The 5 most common cold calling mistakes – and how to avoid them• How to build trust before you ever mention your product• Why your cold calls might be failing – and how to fix them today• What top outbound pros do differently – and how you can tooIf you want to stop chasing meetings and start booking them strategically, this episode is for you.Free Sales Skill Test (3 minutes): https://salesindach.involve.me/salesquizConnect with me (Helena Klaus) on LinkedIn: https://www.linkedin.com/in/helenaklausFollow Sales in DACH on Instagram: https://www.instagram.com/salesindachMore about Jiri Siklar:LinkedIn: https://www.linkedin.com/in/jsiklar/Podcast: https://open.spotify.com/show/2mXAwIuNiPSZOlzcUpwL0M?si=ff46c82ef797473fMasterclass: https://app.salesindach.com/offers/2dxrEAoN/checkout

The Story Behind Sales in DACHwith Helena Klaus, Founder of Sales in DACHWhat happens when a trained actress enters the world of B2B Sales?In this very first episode, Helena Klaus shares the origin story of Sales in DACH – and why the time has come for a podcast that finally puts the spotlight on selling in the DACH region.She answers the most frequently asked questions from her network, including:• Who is behind Sales in DACH?• Why focus on Sales in Germany, Austria & Switzerland?• What’s missing in today’s sales content and enablement?• Who is this podcast for – and what can you expect?You’ll get a behind-the-scenes look at the mission, the gaps we’re closing, and how this podcast will support sellers, leaders, and founders alike.Weekly episodes every Friday – starting August 1stCovering everything from cold calling & mindset to leadership & social sellingFeaturing top-performing sellers, coaches, and sales experts from the DACH regionWhether you're just starting out or leading a team – this podcast is here to help you succeed in the most complex B2B market in the world.🎧 Subscribe, tune in, and discover what’s next for Sales in DACH.