I sit down with Machiel Kunst , founder of Bluebird , a specialised SaaS recruiting firm. Machiel shares invaluable insights on identifying and nurturing top sales talent in the SaaS industry, drawing from his extensive daily interactions. He also discusses the pivotal role of referrals in enhancing a salesperson's career. Tune in for an inspiring conversation filled with practical advice to elevate your sales game. Who is Machiel Kunst: Machiel is a former SaaS sales leader who is disruptin...
May 07, 2024•23 min
In this episode, Zaid and I explore the secrets of top salespeople. Zaid shares his tips on what qualities and traits make someone stand out in sales, not just their selling skills. He talks about how he gets to know each person's dreams and plans to help them succeed. Tune into Modern Sales Wisdom to learn how to spot and become a star in sales! Who is Zaid Meurer: As former #1 performing seller at Google and Leapsome, Zaid spots the essential qualities in other B2B & SaaS sellers to he...
Apr 23, 2024•24 min
In this enlightening episode, we dive into a conversation with Julian Friedl, exploring his innovative approach to sales prospecting, hyper-personalization, and mastering the numbers game. Julian's adept use of business psychology sets him apart, providing a unique perspective on understanding both the mindset of the salesperson and the potential client to optimize the prospecting process. He emphasizes the importance of genuine connections, arguing that the key to sales success lies in the ...
Apr 09, 2024•26 min
In this episode, I sit down with Martijn Terpstra to uncover what truly makes a great salesperson. Martijn believes that exceptional sales skills are a blend of mathematical precision and sales craft. We delve into his strategy of getting to the heart of customer decisions by directly asking why they chose to engage or not, best after the deal is won or lost. He also offers his best advice for anyone in sales. There’s a great conversation about sales which I believe is very timely, so I hope you...
Mar 25, 2024•29 min
In this episode, I welcome Ollie Webb, a seasoned expert in scaling up sales teams and navigating the fast-paced dynamics of rapid-growth environments. Ollie shares his wisdom on the importance of agility in sales, discussing how Account Executives (AEs) offer direct market feedback crucial for adapting and refining sales strategies. Through a compelling conversation, we explore why mastering the art of learning and adaptation is far more critical than relying on a single playbook for your sales...
Mar 11, 2024•24 min
In this engaging podcast episode with Richard Fifield, we delve into the secrets of achieving success in sales within a startup environment. Richard, a seasoned expert with a track record of helping startups achieve exits worth over USD 300,000,000, shares invaluable insights. His strategy revolves around identifying the right entrepreneurs and building sales teams capable of effectively selling their products. Tune in to discover the essential elements for success in startup sales. ============...
Feb 05, 2024•33 min
Welcome to Episode 26 of Modern Sales Wisdom, where we dive into the world of networking and sales. In this episode, we explore three pivotal topics: Becoming a Great Networker : Here, we delve into the concepts of social proof and the law of attraction, unravelling how these principles can transform your networking skills. Who to Network With : We discuss Professor Dunbar's numbers, a theory by the esteemed Oxford University professor, focusing on the optimal number of meaningful connection...
Jan 25, 2024•20 min
Welcome to a special solo edition of the podcast! Normally, I love chatting with guests, but I've heard your requests for more learning material. So here I am, diving right in to share some key sales insights. I'm eager to hear what you think, so don't forget to drop your thoughts in the comments below. Now, let's break down the top five skills you need for a super successful career in sales – in a way that's super easy to understand. 1. Disciplin e: Think of discipline like ...
Jan 15, 2024•16 min
Learn why coaching can be your ticket to achieving your goals. In this episode of "Modern Sales Wisdom," we go into the critical difference between coaching and mentoring, offering invaluable insights for our Sales Lifestyle enthusiasts. Our guest, Mike Faber, brings over 20 years of experience in Learning and Development to the table. He's a certified coach, facilitator, training designer, and keynote speaker with a diverse background spanning various industries, including IT, fin...
Jan 08, 2024•33 min
Join me in understanding networking mastery with Yiannis, the CEO of Covve. This episode of Modern Sales Wisdom reveals the core concepts behind successful and meaningful relationships. Listen to How and Why Covve created the Software Code to systemise meaningful relationships. Discover how Covve's personal CRM system and its innovative features help in building and maintaining meaningful relationships. Gain insights into the strategic and thoughtful approach to networking and how it can tra...
Dec 18, 2023•28 min
Join me as we delve into the art of networking with Mike Adams, a seasoned professional with over 28 years in sales and marketing at giants like HP, Apple, and Zoom. Mike, a master of introductions and networking superstar, shares his insights from attending over 1,000 networking events. Discover how his innovative platform, IntroStars, revolutionises the way professionals network, turning introductions into tangible rewards. Key Discussion Points: The limitations of AI in networking : Emphasizi...
Dec 11, 2023•29 min
In this episode, Rich Adams shares his 15+ years of SaaS Sales expertise and describes the power of using Video in the Sales process. Rich is on a mission to modernize sales by championing video messaging. Learn how video messaging can elevate your customer experience and boost revenue by building meaningful connections throughout the Sales Process. Rich's remarkable track record, including Zoom's explosive growth, makes this episode a must-listen for SaaS sales pros. Discover the power ...
Dec 04, 2023•27 min
Dive into the world of Social Selling with Rhonda Hughes. Explore how authenticity and effective social media strategies can revolutionise your sales approach. Rhonda will share her insights on building meaningful connections and how social selling is reshaping the landscape of modern sales. About Rhonda Hughes: Rhonda Hughes is a storyteller and connector of people and ideas with 17+ years of experience helping brands like Zoom, SurveyMonkey, Citrix, GoTo, and Mural build connections with their...
Nov 28, 2023•42 min
Another insightful episode of "Modern Sales Wisdom" where Johannes Stich , from Value Case, unravels the secrets behind creating effective closing plans for SaaS sales deals. Whether you call it a Closing Plan, Action Plan, Mutual Engagement Plan, or Go Live Plan, this episode is a goldmine for sales professionals seeking practical strategies for deal closure. We discuss building accountability in customer interactions and the significance of a well-structured plan in driving sales suc...
Nov 20, 2023•33 min
Welcome to another great episode of "Modern Sales Wisdom," where we go into the evolving dynamics of SaaS sales with negotiation Expert "Jason Ing". As a seasoned coach and Founding Partner behind Amplius Partners, Jason brings a wealth of experience from his Procter & Gamble days, equipping sales professionals with the Negotiation Power to craft compelling Joint Business Plans and handle Cost Price Increases with finesse. In this episode, Jason and I discuss HOW & WH...
Nov 06, 2023•30 min
On This Episode of “Moder Sales Wisdom”, we're joined by Jeff Koll, a well-known leader in the SaaS industry and the Manager who has built the Sales Org for the SME and midmarket Sales at Zoom as the Head of the EMEA Center of Excellence at Zoom. Jeff brings years of unmatched experience, from founding StageOne Consulting to advising multiple tech companies on EMEA expansion and GTM operations. In this episode, we delve into how sales have evolved, the importance of leadership, and the chall...
Oct 30, 2023•32 min
In this episode, “Chris Bogue” joins me to speak about the power of selling on Video. First, we dive into Chris’s past, his early years and how his experiences have shaped his views on video prospecting today. Who is Chris? Chris Bogue coaches people to create mercifully short video content for business. He is the creator of the Complete Guide to Selling on Video, a digital course on video prospecting for sales. He is also a sketch comedy writer and host of Chris Sells His Soul on LinkedIn Live....
Oct 16, 2023•56 min
In this episode, “Rob D. Willis” joins me to speak about the power of storytelling. First, we dive into Rob’s past, his early years and how his experiences has shaped his views on presenting today. Who is Rob? Rob helps people in tech communicate with clarity and impact. Rob's journey began when he worked in tourism: giving 2-3 speeches per day, for a decade. That's 3,000 presentations to 100,000 people. At first it didn't go well. Because he delivered dry, fact-laden speeches that d...
Oct 09, 2023•47 min
In this episode, I speak with Sacha Dekker. Sacha Dekker is a Learning and Talent Development executive who supports companies in achieving their goals in creating world class, equitable learning experiences that drive maximum productivity, reduce attrition, promote inclusion, and retain top talent. After growing up in the Netherlands, and living in Geneva and South Africa, Sacha decided to make Dublin, Ireland her home back in 2012. She’s held senior L&D roles across multiple industries in ...
Oct 02, 2023•50 min
Join me in a Q&A session where I “UNMASKE” as Denise Edwards, the visionary leader of Saaslaunch.io, where she shares her knowledge in SaaS Sales and SaaS entrepreneurship. Get inspired and grasp actionable wisdom tailored for the driven SaaS Sales professional. Bio Denise Edwards: Denise is the visionary force behind Saaslaunch.io and stands at the helm as the founder and CEO of the prestigious boutique management consulting firm. She also holds the status of an international speaker, havin...
Oct 01, 2023•19 min
Join me in the conversation where I “UNMASKE” as Denise Edwards, visionary leader of Saaslaunch.io, as she shares her Ah-Ha moments in personal growth and SaaS entrepreneurship. Learn her insights on starting a SaaS company without a finished product and the critical role of Sales vs. Marketing in SaaS. Get inspired and grasp actionable wisdom tailored for the driven SaaS Sales professional. Bio Denise Edwards: Denise is the visionary force behind Saaslaunch.io and stands at the helm as the foun...
Sep 18, 2023•47 min
In this riveting Q&A style episode of UNMASKED Nuggets, we explore the transformative Nuggets of Wisdom of Iryna Ivanova, founder of Iryna Business Yoga. Once ensconced in the corporate world, Iryna made a bold leap to embrace mindfulness, anti-stress, and yoga coaching. If you're a SaaS sales professional grappling with stress and burnout or seeking to enrich your personal development and productivity skills, this conversation offers invaluable insights. Discover why anti-stress trainin...
Sep 13, 2023•9 min
In this riveting episode of UNMASKED, we explore the transformative journey of Iryna Ivanova, founder of Iryna Business Yoga. Once ensconced in the corporate world, Iryna made a bold leap to embrace mindfulness, anti-stress, and yoga coaching. We dive deep into her past, unearthing the "Ah-Ha" moments that spurred her to leave behind the conventional and venture into a purpose-driven life. If you're a SaaS sales professional grappling with stress and burnout, or seeking to enrich y...
Sep 11, 2023•43 min
In this compelling episode of UNMASKED Nuggets, I sit down ina Q&A session with Andrea Pacini—best-selling author of "Confident Presenter" and a presentation coach at “Ideas on Stage”. You're missing the game entirely if you think presenting is just about slides and talk tracks. Andrea pulls back the curtain on why mastering the art of presenting is one of the most important things if you communicate with others. Keywords: Andrea Pacini, Confident Presenter, Presentation Skills...
Sep 06, 2023•18 min
In this compelling episode of UNMASKED, we sit down with Andrea Pacini—best-selling author of "Confident Presenter" and a presentation coach at “Ideas on Stage”. You're missing the game entirely if you think presenting is just about slides and talk tracks. Andrea pulls back the curtain on why mastering the art of presenting is one of the most important things if you communicate with others. What drove Andrea to become a presentation coach? What real-world struggles did he overcome ...
Sep 04, 2023•41 min
In this episode of UNMASKED Nuggets, we explore Christian Bredlow's views and beliefs on Digitalisation and Transformational processes in a Q&A question session. Christian Bredlow is the founder of Digital Mindset. With his team, he inspires entrepreneurs, executives, works councils and employees to embrace digital transformation and develops suitable programs that enable companies to get fit for digitisation at a pace that makes sense for them... The business informatics graduate is a m...
Aug 30, 2023•7 min
In this riveting episode of UNMASKED, we explore the transformative journey of Christian Bredlow. Christian Bredlow is the founder of Digital Mindset. With his team, he inspires entrepreneurs, executives, works councils and employees to embrace digital transformation and develops suitable programs that enable companies to get fit for digitisation at a pace that makes sense for them... The business informatics graduate is a motivator, enabler and expert all rolled into one. He is a father of twin...
Aug 28, 2023•41 min
Dive into a Q&A session with AI expert, "Jan Koch". Gather invaluable insights as he discusses the essence of AI, the art of simplifying sales through AI, and mastering AI. And why does it all matter? Tune in to find out. Enjoy the episode! Socials Jan Koch LinkedIn - https://www.linkedin.com/in/iamjankoch/ Twitter - @iamjankoch Youtube - @iamjankoch Henry Kayser LinkedIn - https://www.linkedin.com/in/henrykayser/ Instagram - https://www.instagram.com/henrykayser/ Youtube - https:/...
Aug 23, 2023•8 min
On this episode of "UNMASKED with Henry Kayser", I speak to "AI expert" Jan Koch. Located in Emden, Germany, Jan shares his journey from consulting to becoming an early adopter of AI and building a career around it. With touching anecdotes about lessons from his father and his own experiences as a parent in Emden, Jan provides a unique perspective on the intersection of personal growth and technological advancement. Throughout the discussion, he offers valuable insights on ha...
Aug 21, 2023•47 min
Dive into a Q&A session with personal brand expert "Bob Gentle". Gather invaluable insights as he discusses the essence of personal branding, the art of simplifying sales, and mastering networking techniques. Why does it all matter? Tune in to find out. Enjoy the episode! Bob Gentles Bio Bob has worked in the field of digital marketing for nearly twenty years, for most of that time running his own agency. He now works with a handful of corporate clients but focuses on helping perso...
Aug 16, 2023•14 min•Season 1Ep. 4
