Sales Power for Account Executives

Raise VC funding on your terms: The TOP 5 sales challenges every B2B SaaS founder needs to overcome

Many B2B SaaS startup founders encounter the same sales challenges when on the 0-20MM journey, in this episode you will learn how to overcome these challenges and ultimately raise VC funding on your terms. In this episode, Manuel Hartmann and Marco Bronda from SalesPlaybook break down these 5 challenges and respond to a few questions about the topic too. Topics: * The top 5 sales challenges every B2B SaaS founder needs to overcome * What founders usually overlook * Affordable, effective outreach * Don’t hire more SDRs * Fundraising in 2023 * Trends in B2B sales Head over to our website for more information: https://www.thesalesplaybook.com [https://www.thesalesplaybook.com]

Sales Power for Account Executives

Improving your Account Executives' effectiveness to hit their revenue targets is the #1 driver to scaling your startup, especially in a recession. Learn how your AEs can consistently close bigger deals faster for predictable growth in this LIVE DEAL DESK session. Meet the expert: Manuel Hartmann, Founder & CEO at SalesPlaybook who has worked with 200+ B2B startups to help them build and scale sales capabilities at all stages of their 0-20MM ARR sales growth journey. Topics: * How Founders can benefit from enabling their Sales Reps to get trained on deal closing * The 5 sales skills Account Executives need to master to improve their effectiveness * Founders: Send your Account Executives for a LIVE DEAL DESK to get on-the-spot help Head over to our website for more information: https://www.thesalesplaybook.com [https://www.thesalesplaybook.com]

Hacking Sales Cycles: How to Avoid or at Least Shorten PoCs

How can B2B SaaS startups find out if their solution has a viable market? PoCs are not the answer. Why not? Proof of Concepts are time-consuming, capacity-consuming and unprofitable. They don't provide you with a clear path to revenue and startups often run out of cash because of long sales cycles. In this episode, Manuel Hartmann takes us through - Hacking Sales Cycles: How to Avoid or at Least Shorten PoCs. Topics: * Why Manuel hates PoCs :-) * What are other ways to build credibility and avoid PoC completely? * How to achieve 70-90% PoC to ARR conversion rate * How to increase average contract value * How to shorten sales cycles * QnA Head over to our website for more information: https://www.thesalesplaybook.com [https://www.thesalesplaybook.com]

Ideal Customer Profile: The foundation "for everything" & how to improve it

When a Startup doesn't focus on a narrow ICP - it simply won't scale. Why? There is no message-market fit, there are no relevant unique selling points and there will be high acquisition costs. When you nail down your ICP, you will be able to: * Validate message-market fit * Generate use cases to attract more of those customers * Quickly scale * Lower acquisition costs * Marketing and Sales efficiency * Align product development priorities In this episode, Manuel Hartmann from SalesPlaybook gives his playbook on how to define and validate your ICP. Topics: * The importance of ICP * What is ICP? * The biggest targeting mistakes B2B startups are making * Total addressable market vs ICP * How to define your ICP * Minimum viable ICPs * QnA Head over to our website for more information: https://www.thesalesplaybook.com [https://www.thesalesplaybook.com]

Designing your pricing architecture for growth ft. Dr. Ian Tidswell

Startup pricing expert, Dr. Ian Tidswell from Ideal Price, talks to us about how to get pricing architecture right. To be successful, your sales team needs to be confident about your offer's value to customers, and your price architecture must be well-designed. Ian walks us through a checklist, so you can assess your company's pricing readiness for growth. About Ian: Ian Founded Ideal Price to address the lack of pricing help for start-ups & scale-ups. He is also a Mastermind and helps SalesPlaybook customers with their pricing. Topics: * Pricing foundations * The 4 steps to pricing * Value & price positioning * Price carriers * Pricing psychology * QnA Head over to our website for more information: https://www.thesalesplaybook.com [https://www.thesalesplaybook.com]