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 overwhe...

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...

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 m...

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 com...

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...

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 KP...

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...

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 professio...

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 Cus...

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...

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...

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 tas...

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 a...

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 fro...

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...

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-m...

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...

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 burn...

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...

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 flexibl...

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 persona...

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...

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...

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...

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...