#32 Helmut Käser / Stop selling, start solving problems

Episode 12 of the Europe's B2B SaaS Sales Podcast podcast, hosted by Unique x SalesPlaybook, titled "#32 Helmut Käser / Stop selling, start solving problems" was published on March 16, 2021 and runs 28 minutes.

March 16, 2021 ·28m · Europe's B2B SaaS Sales Podcast

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Summary

Was a true pleasure to discuss B2B startup sales with Helmut Käser who leads SMB sales for Avrios and why "stop selling, start solving problems for customers" matters to him. 3 things that we learnt from him: 1️⃣ "Nature vs Nurture" in sales: Talent is great, but without training you will not become an outstanding professional - be it in sports, be it in sales. The process can be learnt, but a well-developed "sensory system" in client interactions, especially remote are soft factors. (5')  2️⃣ Start...and continue with WHY: Sales people often jump to quickly into "closing mode" and don't dig deep enough into WHY a prospect is doing or thinking a certain why. It is totally worth it to ask Why even 10 times to better understand the situation (12') 3️⃣Be patient but persistent: Helmut is very fond of taking the speed out of the process, let it grow and adapt but then follow-through and do it properly (21')

Episode Description

Was a true pleasure to discuss B2B startup sales with Helmut Käser who leads SMB sales for Avrios and why "stop selling, start solving problems for customers" matters to him.

3 things that we learnt from him:

1️⃣ "Nature vs Nurture" in sales: Talent is great, but without training you will not become an outstanding professional - be it in sports, be it in sales. The process can be learnt, but a well-developed "sensory system" in client interactions, especially remote are soft factors. (5')

2️⃣ Start...and continue with WHY: Sales people often jump to quickly into "closing mode" and don't dig deep enough into WHY a prospect is doing or thinking a certain why. It is totally worth it to ask Why even 10 times to better understand the situation (12')

3️⃣Be patient but persistent: Helmut is very fond of taking the speed out of the process, let it grow and adapt but then follow-through and do it properly (21')

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